Know-How Exchange : Other

suegarnet* ,

Not much detail in your question – perhaps you could provide a little more info about your company and its customers.

That said, you’d probably be well served to segment your market and then approach each segment in a way that will be uniquely attractive to them. For example, medical vertical companies that sell to doctors would be a narrow segment. You could generate your own list or buy a list from trade associations, brokers or? Next, put together items that would match a doctor target. Then sent something to the companies with doctor clients, sample package, post card, email etc. Then follow up with a CALL. Hopefully you have established some credibility by providing something specific to your prospects needs. But it only starts there. Keep the dialogue going until you have an order, be flexible but never give up until the prospect says “no”. Getting more closes has to do with the entire selling process.

Just an example, hope it helps you think about segmentation that will work for you.

- Steve

P.S. You mentioned selling to different companies, I would do research to see if any past customers are being overlooked this season.

Perhaps some of your existing customers have money in their budgets that they'd like to burn before the end of the year. I've worked at a couple of companies that had that mentality -- use the money or lose it.

You'd have to be a bit sensitive about how you take this approach, but perhaps it's worth testing on a few customers to get their reaction!

- Shelley