If you’re starting out on your sales journey, it can seem very daunting. Who do I target? How do I reach the decision maker? How do I approach them? What exactly is my sales process? These questions may be running through your head. In order to initiate contact with potential new customers we need to map out who these people might be. These four steps will get your sales process started.

Define Your Niche

Every product or service can be defined in a niche market. If you already know what your niche is, great! Feel free to Move on to step 2. If not, make sure you define what it is that you are really good at. What benefits do your products or services bring to your customers? Why should they buy the products or services and most importantly what need do they fill for your customer.

Define Your Target Market

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It is important to know who your target audience is. Not every product or service is meant to attract every single person.

Make sure you know your target audience. Look at your current customer base.

What do they have in common? Now find similar type of customers. If you are just starting out and don’t have any customers yet, this is where you try things out.

Do Your Research

Create a list of potential customers that you want to engage. Then set about finding our more about them. Knowing about your customers goes a long way. What do they do? What is their product range? Who is the decision maker in that company? Did their sales figures improve or decrease compared to the last year?

Don’t dismiss the gatekeeper who could be the receptionist, secretary, or assistant. They can become your most important ally in order to place your products/ services with the company. Get them on board and the decision maker could be ready to listen to you as well.

Develop Your Elevator Pitch

An elevator pitch should not be longer than 60 seconds. The pitch should contain who you are, what you do, the benefits you give to your customers and a close – asking them for a meeting for example. You can find 3 great elevator pitches at speakingppt.com. Make it unique and interesting for potential new customers to get to know you better.


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