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For many, the first quarter of any year is the slowest for business and 2008 may be at a slower start than other years. Retail has been hit harder than usual this year.

Whether you are a B2B business or a B2C business - the continous influx of new leads and prospects is essential to the continuing prosperity of your company. At times, it seems like the lead "well" has dried up - and it's time to look for new sources.



One of the biggest mistakes that a business can make is failing to prospect for new customers. Even when your company sales are at their peak, someone in your company needs to devote time to looking for more customers. Few companies can survive without a steady influx of new customers, so no business can afford not to prospect for them.

INFOUSA is one of the largest list management companies in the US and you may have heard about thier current offer: 100 FREE leads or prospects just for trying them. Buying a prospect list may not be for everyone - but if you have a defined customer profile - than finding a list at INFOUSA just might be the carrot you are looking for.

Michigan Business Tip of the Day:

Do not just listen to what your customer is asking for and what they verbalize; look past the words to find out what they need.

Too often salespeople recite the praises of a product without truly hearing what the customer wants and needs. You cannot sell to someone if you do not know what they want or more importantly what they need.

Listen to your customers, identify the need, and fill it.

Do some research before the sales meeting or phone call and get a good idea of your prospect's likes, dislikes, interests, and manner of doing business if possible.

Happy Selling and have fun with those 100 Sales Leads!

Labels: Sales Tips