10 Ways To Find More Prospects (Part 1/10)

Conferences, Exhibitions & Trade Shows (Part 1/10). Conventional thinking in prospecting says use all the traditional approaches such as Newspapers, Magazines, Journals, Periodicals, Reviews, Newsletters, etc. My experience has shown me that conventional approaches produce very conventional results, which are usually inadequate to transform your success in sales today. Here is one very simple technique that I use and have found very successful. It is easy to do, inexpensive and it works. Try it and see how many qualified prospects you can identify for an investment of 3 hours of your time.
Conferences, Exhibitions & Trade Shows. Participate in as many of these events as you can. Industry Events that are for your target customers or related to your target customers business are a prospector’s gold mine. Simply spend time there talking to people. Talk to everyone that you can. From conference attendees, to people that you meet during coffee breaks, to Conference Speakers and Panelists. At Exhibitions and Trade Shows talk to exhibitors, sales people on exhibitor booths and people you meet on the exhibition floor. Sales people are dying to tell you about what they do, their company and their products. Let them sell to you. Learn from them about their industry, the key Industry Players, their sales arguments, their positioning and whenever possible find out their PAIN points. You will go home with a rolodex of business cards. The Exhibitor Catalogue is a prospector's bible. Good luck and remember, Always Be Prospecting.
Part 1/10 in French