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How to Find Great Clients: A Sales Handbook for Ambitious Digital BusinessesPresentation Transcript
How to Find Great
A Sales Handbook
Here are 7 key points to help you find great
clients & jump start your sales as a digital
You may visit here for full details:
Do you know who your most
profitable clients are?
You’re in for a surprise! They’re not merely the
customers who bought the most or spent a lot
of money, since they are the ones who happen
to get the biggest discounts and many perks as
well. Rather, your most profitable customers
are the ones who are more than willing to
spread the good word about your business, and
refer you to people they know!
Do you really know how to ask
Remember that happy clients WANT to refer you.
Yes, they want to refer you. However, don’t ask
people “if they know anyone that might benefit
from your product or service.” They may not
probably have the answer straightaway. Change
your scripting and ask them if they know if their
friends or contacts are facing the same challenges
as them with respect to your product.
Have you identified your niche?
Is it possible to have a deep understanding of
what everyone needs in the world? Very
difficult! Without specialising in a particular
area, it is impossible to gain a deep
understanding about things. There’s only one
way to go: GO NICHE!
Create a value proposition that
resonates with your niche.
What makes you stand out from the
competition? What problem are you solving?
If you can answer these questions, you’ve just
uncovered the deciding factors that will make
your business the right choice for a potential
Create a Top 100 customer hit list
and get it on the wall!
By creating a top 100 list, it gives you real
clarity and focus. It really changes your
thinking from being reactive to being pro-
active. Once complete, it’s something you can
put on the wall next to your desk, and start
thinking: “My next big client is on this list!”
Create a dialog and engage with
Your Top 100 are much more likely to connect
when your online profile is related to solving the
problems they are facing in their business.
Remember – It’s about them, not you!
When you’re dealing with a large amount of
leads - remember your Top 100 List? You’ll
close more business more quickly if you
follow an already proven sales strategy rather
than making up your own.
In retrospect, selling isn’t about pushing
your products and services at everyone
and anyone. It’s about finding the right
people who need your product and
simply presenting the case for why they
should buy from you.
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