發現銷售線索的創意作法

當你能從雇主提供的清單中得到你需要的所有銷售線索（sales lead），那就太好了。然而，可能至少有幾次你發現這些的銷售線索名單的品質不佳，並希望你有更多的名單。不要只局限於你現有的銷售線索清單，嘗試其中一個技巧來為你的銷售管道激發處一些新的線索。

找出你的銷售線索會在哪裡，然後就去那裡找。希望你知道你的“理想客戶”是什麼樣子的。

最好的銷售線索是像你理想的客戶一樣的線索。找到這些銷售線索的最佳地方是你理想的客戶也會選擇去的地方。這可能意味著貿易展覽會和其他類似的事件，但你也可以看看一些更不尋常的地方可以見面的想法。例如，你的理想客戶可能擁有自己的家嗎？在這種情況下，嘗試參加針對房主的活動。如果你是賣科技的人，去參觀的地方，吸引他們–不僅僅是貿易展覽，但像電腦製造商能吸引有科技頭腦的人舉辦的展銷會。

從一個更一般的清單開始並向下鑽。一般來說，銷售線索清單越具體，就越難獲得。所以，你可以開始從一個交普遍的版本的清單開始，並使用電子通訊和類似的聯繫方式來排除那些不適合你的銷售線索，讓你獲得你真正想要的銷售線索名單。

例如，如果你的理想客戶是理想客戶是擁有一個中等規模的製造企業和租賃他的設備，你就可以開始一系列的挖掘中型製造企業名單，然後發送電子郵件，這將吸引那些需要租賃設備的潛在客戶。另一種方法是發送一個簡短的調查，其中包括一個問題，有關收件人是否需要租用設備。

無論你使用哪種方法，你得到的答案都會識別出你想要進一步瞭解的線索。

在你的銷售線索可以看到的地方刊登廣告。現在，每一個可能的主題都有一本雜誌（印刷版和線上版）。而且主題越模糊，廣告空間就越便宜。更具預算傾向的選擇是在這樣的雜誌報紙或網站上使用分類廣告。找到兩個或三個出版品，你的理想客戶很可能會閱讀，並使用它們作為一種接觸的管道。別忘了在你的廣告中加入一個促銷活動，例如提供優惠券，讓你的銷售線索願意來接觸你。

開辦免費研討會。既然你的產品是為了解决你的理想客戶的重要問題而設計的，既然你希望成為你產品的專家，那麼你就有了對你理想客戶的非常有用的知識。去開辦一個免費的研討會，在這個研討會上，你可以向你理想的客戶提供一個非常有趣的主題建議。有可能參加這樣一個研討會的人也會成為你極好的嚮導。這是一個很好的管道來滿足他們，因為你的研討會將展示你的專業知識和能力幫助他們。

與另一家可以配合的公司的銷售人員合作。毫無疑問，很多其他的銷售人員都在尋找同樣的銷售線索。

有些銷售人員是競爭對手，但別人都在一個相關但非競爭性的行業。為了得到你們兩倍多的銷售線索，你可以選擇和那些銷售人員進行合作。例如，如果你經營的是抵押貸款，那麼，可以找一個或兩個經營房地產銷售的夥伴。如果你賣電腦而不是打印機，就和打印機公司的銷售員合作。你們兩個可以分享線索，基本上，如此可以給你們每個人兩倍多的銷售線索。一定要把你的要求明確地告訴你的夥伴，並也配合他的要求，這樣才能確保你們前後分享的線索是好的。

Creative Method of Discovering Sales Leads

It's great when you can get all the sales lead you need from the list provided by your employer. However, there may be at least a few times when you find that these sales leads lists are of poor quality and hope you have more lists. Don't confine yourself to your existing list of sales leads. Try one of these techniques to inspire new leads in your sales pipeline.

Find out where your sales leads will be, and then go there. I hope you know what your "ideal customer" is like.

The best sales leads are the same ones as your ideal customers. The best place to find these sales leads is where your ideal customer will choose to go. This may mean trade fairs and other similar events, but you can also look at some more unusual places where you can meet. For example, may your ideal customer have his own home? In this case, try to participate in activities aimed at homeowners. If you're a technology vendor, go to the places you visit and attract them - not just trade exhibitions, but fairs like computer manufacturers that attract technology-savvy people.

Start with a more general list and drill down. Generally speaking, the more specific the list of sales leads is, the more difficult it is to obtain. So you can start with a general version of the list, and use electronic communications and similar contacts to exclude sales leads that are not suitable for you, so that you can get the list of sales leads that you really want.

For example, if your ideal customer is an ideal customer who owns a medium-sized manufacturing enterprise and leases his equipment, you can start a series of mining the list of medium-sized manufacturing enterprises and then send an e-mail, which will attract potential customers who need to lease equipment. Another way is to send a short survey, which includes a question about whether the recipient needs to rent the equipment.

Whatever method you use, the answers you get will identify leads you want to learn more about.

Put an advertisement where your sales leads can see. Now, every possible topic has a magazine (print and online). And the more vague the theme, the cheaper the advertising space. The more budgetary option is to use classified ads in such magazines, newspapers or websites. Find two or three publications, and your ideal customer will probably read them and use them as a channel of contact. Don't forget to include a promotional activity in your advertisement, such as offering coupons, so that your sales leads are willing to contact you.

Open free seminars. Since your product is designed to solve important problems of your ideal customer, and since you want to be an expert in your product, you have a very useful knowledge of your ideal customer. Go to a free seminar where you can offer interesting thematic advice to your ideal client. Those who may attend such a seminar will also be excellent guides for you. This is a good way to satisfy them, because your seminar will demonstrate your expertise and ability to help them.

Cooperate with the sales staff of another company that can cooperate. There is no doubt that many other salespeople are looking for the same sales leads.

Some salespeople are competitors, but others are in a related but non-competitive industry. In order to get more than twice your sales leads, you can choose to work with those salespeople. For example, if you are running a mortgage loan, you can find one or two partners in real estate sales. If you sell computers instead of printers, work with the salesmen of the printer company. You two can share leads, basically, so that you can give each of you more than twice as many sales leads. Be sure to tell your partner exactly what you want and match his request so that you can make sure that the clues you share are good.