As sales reps experience, there are times of the year when developing new customers is a bit more challenging. We rely on our current customers to help pull us through. Sometimes my company has a new product or service that I can introduce to customers, other times it’s a business partner’s.
The new product or service doesn’t always apply to the same contact person, which would certainly make it easier. But I’ll call my contacts and ask who to speak with. If your experience is like mine, the answer comes back, “I don’t know,” or “I’m not sure.” They try to find out, but most often it doesn’t happen. They give me permission to use their name internally, but finding the person to give it to, is what’s difficult.
A colleague told me about SalesLeads, and how they use it not only for lead generation, but also the database. I’ll admit I was skeptical, only because I’ve purchased lists in the past and found the follow up calling efforts to be a waste of time.
At this point, I have nothing to lose, so I opened up the free account and began to explore. I was intrigued when I looked up this customer and found 18 contact names. However, I still was skeptical so I only purchased a minimal amount of credits just to get the contact names I needed. So now it’s time to try it out.
I used the phone number listed for the first contact name and it was correct. I tried the second one. Again, it was correct. All 5 that I purchased were the right names and phone numbers. Then I used the email to follow up. Again, it didn’t come back as the wrong email. With using the reference name, the projects we worked on, and the satisfaction of the internal contact, I was able to get an appointment with a new contact and begin a new sales cycle.
As you can image, my usage has expanded to the Project Reports and targeted list development. Give it a try and open a new account. I’m sure there’s new business you can get right in your current accounts.