销售技巧(外国人如何分享外贸业务的经验)

Thirteen Ways To Find Customers

by Janet Attard

What'sthe hardest thing about starting a business? For many new business owners, theanswer is finding clients or getting customers. This is particularly if yourmarketing budget is limited. If you're having trouble finding clients, considerusing some these time-tested strategies.

As many new business owners quickly discover, themost difficult part of starting a business is finding customers.

Having a great product or service that you are sure manypeople will need isn't good enough. Customers won't find you or your web sitejust because you have started selling a product or service. Indeed, mostbusiness owners have to go on regular and frequent fishing trips to findcustomers and keep new business coming in their doors. But how do you do that?Here are several suggestions to get you started.

1.Develop a plan. Considerwho would make the ideal customer. If you sell to businesses, consider whatdepartment is most likely to buy your products or services, and what individual(what level of responsibility) would be the one to determine the specificpurchase requirements. (Make some calls if you don't know!) Then consider howthat individual would normally find products or services like yours. Whatcircles do they

travel in? Who are they likely to listen to or where do theylook when they want to buy a product or service. Find a way to put yourinformation, or yourself, in their path.

2.Realize there is no one path to success. Sales often happen because prospectivecustomers hear about your products and services in several different ways andfrom several different sources. The more often they hear about you, the morelikely they are to consider what you have to offer when they are ready to buy.

3.Work your local newspapers. Daily and weekly newspapers are an incredible source ofcontact information and leads to potential customers. Watch for names of peoplewho have been promoted, who have won awards, who have opened new businesses, orwho in any way may be potential customers. Send those people personalizedmailings congratulating them on their success or tellingthem how interesting the article about them was. Include your company nameand slogan along and any appropriate product information with your signature.(Example: Jane Smith, ABC Associates, Financial and Retirment Planning Help ForBusiness Owners)

4. Sponsor Events. Watch for events thatmay bring your potential market together.Contact the organizers of the eventand offer to give

away your product or service as a prize during the event inexchange for having the group promote you in their promotions.