Finding Leads - The Inside/Outside ApproachThe Inside Approach
• Go through your current prospect list and call everyone on it.
• Organize a prospect swap with fellow salespeople to shake things up.
• Ask your boss to assign you inactive accounts.
• Search within your own clients. Are you calling on every person and every department that buys?
The Outside Approach
• Set aside 4 weekend hours and search the Internet for leads. Websites like Spoke.com
and Manta.com are great tools and membership is free.
• Spend five minutes checking local business news every morning, either by reading the paper or going on-line.
• Profile your ideal customer, and then buy a list of similar companies.
• Ask clients, friends, and family for referrals.
• Network.
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