1, there is a need to buy products or services;
2. Have purchasing power;
3. Have the right to buy.
The so-called potential customers refer to the customers to be developed who have demand for a certain kind of products (or services) and have the purchasing power, and there are sales cooperation opportunities between such customers and enterprises. Through the efforts of enterprises and sales staff, potential customers can be transformed into real customers.
Find a way:
1, network
For new salesmen, finding customers online is the best choice to start. First, search some information about your customers through some commercial websites on the Internet. Or through Baidu, Yahoo, Google, Yahoo, excite, kellyseach and other large search engines for keyword search. Don't stick to a search engine, the same keyword will have different results in different search engines. Also, different countries have local search engines, just like China's search engine has Baidu. You should try to find as many local search engines in English-speaking countries as possible, and then use keywords to search.
Looking for the industry network of this industry, almost every industry has an industry website, which can be searched by keywords. For example, a professional network, an industry association (try English keywords as much as possible). If you find it, you will usually see the membership list on these websites. These professional networks and trade association websites also have many related links, which are also very useful.
Find the yellow pages and directories of the target country (or the whole world); This is also a lot, and then make good use of them.
Find a large company database, such as Thompson Network in America.
Looking for a manufacturer on B2B is just like having a supplier in Ali.
Check the telephone information desk of the target country (like our114);
The website of the Economic Counsellor's Office of the Embassy has many treasures;
Find the exhibitor's website;
Step 2 advertise
The basic steps of this method are: (1) sending advertisements to target customers; (2) attract customers to carry out business activities or accept feedback to carry out activities. For example, send an advertisement through the media to introduce its function, purchase method, location, agent and distribution method, and then launch activities in the target area.
Step 3 introduce
Salesmen seek customers through the direct introduction or information provided by others, through social relationships such as acquaintances and friends of salesmen, and through their own partners and customers of enterprises. The main methods are telephone introduction, oral introduction, letter introduction, business card introduction, word-of-mouth effect and so on.
4. Data access
Searching for customers through data consultation can not only ensure certain reliability, but also reduce workload, improve work efficiency, and at the same time minimize the blindness of business work and customer resistance.
The materials that salespeople often use are: materials provided by relevant government departments, materials of relevant industries and associations, statistical data of countries and regions, enterprise yellow pages, industrial and commercial enterprise catalogs and product catalogs, mass media such as television, newspapers, magazines, the Internet, news released by customers, product introductions, internal publications of enterprises, and so on.
Step 5 consult
Some organizations, especially trade organizations, technical service organizations and consulting units. , often a large number of customer data and resources and related industry and market information are concentrated in their hands and sought through consultation.
6. Corporate activities
Enterprises usually contact customers directly through public relations activities, market research activities, promotion activities, technical support and after-sales service activities. In this process, it is very powerful to observe, understand and communicate with customers in depth, and it is also a good way to find customers.