For starters, a target is not what you typically think of when you hear the word. We’re not taking aim at anyone, at least not to hurt them. In fact, it’s the exact opposite.
If you feel like so many entrepreneurs when you wake up then you’re definitely ready to find a target and become a servant leader with your superior service.
Below I list steps you can take to find the next wave of customers who’s anxiously looking for the highest building to ascend and scream with excitement on how superb your company is.
Here it is:
- Build the mindset of a winner.
- Locate people who can value from your offering.
- Get a free CRM to add your contacts.
- Make the call.
- Go back to the drawing board.
Build the mindset of a winner
If you don’t approach this or any task with the mindset of a winner then it’s sure to fail before it commences. Think positive and envision a successful outcome. Really absorb the feeling of success as it plays out in your mind.
- What are the winning words you used to get the deal?
- How did the customer sound when they agreed to your terms?
- How much was the deal you closed?
Every sensation matters to formulate a ground breaking vision.
Locate people who can value from your offering
An inexpensive way to start is Google. Search companies who’s in your target area and could use your trucking service. Make a list of 15 companies with general information (i.e. website, phone number, address, mission statement, values, etc.)
Get a free CRM to add your contacts
The last thing you want to do is put all of your hard work in vain by not saving your leads. The company may not be a fit now, but with the speed of change in markets they may be ready for you in six months. Plus, a CRM helps you keep track of the sales funnel with ease. Using a free CRM to add your contacts is like a digital Rolodex. I use Hubspot CRM which is a free service and great for starters.
Make the call
Before you start cold calling please make sure you’ve done your research and qualified your leads. This step will save you time and frustration. There’s no use in calling people who cannot use your service or have the pain you’re attempting to resolve. Remember, this is not a sales call. You’re calling to adjust your features and benefits around the commonalities you’ve identified during the calls.
Go back to the drawing board
You won’t perfect your well thought out and written script without trial and error. You’ll freeze and go off script and soon as your lead answers. Trust me, I did it. Nothing I had written down was said. You’ll get it though.
Just get your benefits streamlined on your market’s needs. Repeat #2 and #3 and this time offer your service by setting up a meeting to set up your sales presentation.
Remember, it’s all about how your prospect can benefit from your offering.
Your business is a living organism and it’s incumbent you evolve by quantifying anything you can to ensure a winning process.
Find your next client and Own the Day!