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Using your current clients to get more business

January 23, 2013

A few days ago, I told you about a way to get free leads.  The database that you can use to get these is one that is found in most libraries – ReferenceUSA.  I can access my library remotely, but in order to get leads, I must log in to get to the data base.   There are some libraries that do not have this data locked down with card, and you can access without having your card.  Be sure to watch the video to see exactly how to use this database.  It is one of the best kept secrets that I know of.

Once you have access, it allows you to look up and do a search on a specific business.  So, in order to leverage one of your current clients, I suggest that you look them up.  Once you do this, this will allow you to access two parts of the business record for your particular client

  • Competitors report – This will list 10-12 of the companies that are in competition with your client.   Now, using this information, you can contact the competitor and tell them that you do business with company A and that you specialize in this industry.  Hopefully that will open the door so that you can do business with them as well
  • Proximity –  This part of the report will list the 10-12 businesses that are close to the business in distance.   Again, if you use your client as a reference, you can tell the prospect that you do business with Company A and you are in the area quite often and you would like to do business with them.

Using current clients to leverage new customers is a good way to find prospects that turn out to be a little warmer then flat out cold calling.   Good luck finding new prospects using your current customers.

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