One of the things most salespeople know they should do is to ask their current customers, or new clients, “Is there anyone you know who could use this product or service?” It works sometimes, particularly right after you’ve just made a sale and the customer is feeling good about your exchange. However, some customers are always reluctant to give up a name of a colleague unless they know that person is looking for solutions or welcomes salespeople. If you encounter a hesitation, or a “Not really,” response, try a different tack. Ask the client what professional organizations they belong to and what other vendors they work with. Chances are you can find new leads by contacting the organization or attending some functions, or by contacting vendors who sell other services or goods to your customer. For instance, you may sell cleaning products but not coffee and break room items. By talking to vendors who sell coffee and break room supplies, you may find leads for companies who want to buy coffee makers. By finding companies that offer complimentary services and products from yours, you can often develop leads for hundreds of potential clients.
“The richest people in the world look for and build networks, everyone else just looks for work.” ~ Robert Kiyosaki