Where are potential customers hiding?

Who are potential customers? These are people who just need your product or service, they just do not know it yet. Your task is to make them real customers.

Of course, the search for potential customers is not an easy job. Therefore, competent managers entrust it only to experienced and proven employees.

So, what are the main search methods?

1. Advertising. Business without it is impossible. Whatever you do - selling toys or providing hairdressing services, holding a shoe store or a cleaning company - potential customers rarely find themselves.

As you know, advertising - the engine of trade, so do not spare money for a good advertising campaign. Even a simple but informative announcement in local media will attract a lot of interested people.

2. Appeal by mail. Also a very good way to find customers. However, this method requires careful study. If you just send a bunch of letters and wait for the influx of customers, then the result you will not wait.

As an option, break the lists of potential customers into specific groups. Let one trade manager answer for one group. The employee regularly, for example, every Monday, can send 10 letters according to his list, and on Friday ring up the addressees and find out their opinion.

3. Participation in exhibitions, fairs and conferences. And where did you get that your potential clients do not attend such events? Still as visit! During the time of participation in an exhibition alone, you can attract a lot more customers than a month of mailing.

Moreover, it is not necessary to participate in such events themselves. It is enough to follow them and visit them in order to use the maximum opportunities for finding customers.

Well, how to attract customers, we sorted it out. And how to recognize them? Here everything is quite simple. First, you need to determine the target audience. If you, for example, sell children's toys, then your target audience is parents and children. However, in most cases the child will not be able to pay for the toy that you like, so that only your parents are interested in potential clients.

One of the secrets of attracting customers is a bright speech. Those who are endowed with the gift of persuasion and are able to colorfully describe any product are natural born agents. It has been verified that potential customers are more likely to "peck" at a verbal description than to a visual representation of an object. For this purpose, it will not be inappropriate to conduct trainings for trade managers. In these classes you can train in the description of various goods (not only those that you offer).

And what to do when a potential customer is already on the threshold? If you think that the deed is done, you are deeply mistaken. Here everything will depend on how you present it to your product or service. Tell the client what benefit he will get, what he can feel by making a purchase. For each objection it is necessary to give an answer and turn it into an advantage of the transaction.

Follow these tips and your potential customers will very soon turn into real ones!