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Tough Times Sales Strategies: Part 2. 15 ways to Generate New Business NOW !!!

Written by: Craig Arnoff

Article Overview: Fifteen strategies to generate new business NOW !!!

Tough Times Sales Strategies: Part 2. 15 ways to Generate New Business NOW !!!

1. Analyze the characteristics of your top customers and use them to identify and target new prospective customers
2. Hold a prospecting "Phone Day" in which sales teams compete for qualified prospects
3. Determine which associations your prospects attend and send your salespeople to them
4. Network with trade publication editors and reporters to generate fresh leads
5. Upgrade programs that allow customers to finance their purchases
6. Start a lead sharing group with vendors who sell non-competing products to your target customers
7. Package low-cost, high-value "extras" with your product or service (e.g. extended warranty, 30 days of Level 2 support, product training classes) to increase the perceived value
8. Get letters of reference from satisfied clients and use them to gain new accounts
9. Boost your website effectiveness via search engine optimization
10. Ask companies you know well to add reciprocal website links
11. Add a lead form to your website
12. Develop "try and buy" programs to encourage prospects to try your products or services
13. Challenge your marketing department to generate more high-quality leads
14. Hold a seminar or mixer and invite new prospective customers to attend
15. Offer an incentive to both customers and non-sales employees to provide leads and referrals

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Article Tags: competing products, high quality, letters of reference, li li, marketing department, mixer, new accounts, prospective customers, prospects, publication editors, referrals, salespeople, search engine optimization, sharing group, target customers, trade publication, warranty, website effectiveness



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