Morning – for me, the easiest sale is to the person that already knows and respects you, and the hardest sale is the stranger who knows nothing of you, and then there is a ‘big middle’ in between.
So first focus on your existing or past customers – can you get them to rebuy from you, update, check in with them, ask them how they are going, etc.
From this engagement, once you have given them a chance to talk, respond and maybe you have helped them a bit – ask them if they would have any referrals to people like them, that you might work with.
Then think about your customers, and your best ones and ask ‘what do they look like’ that might give you some insights about others to go after who are like that – and then go hunting – similar industries and/or similar mentality or approach.
I always think, it is easier to go to a total stranger because you don’t have to worry about rejection, but you know when no-one knows you, it is so hard from a conversion perspective – we are mostly relational people in NZ, so think about how to use the degrees of separation to get some conversion going.
What I also did not say – think about people in your industry that you work with, in your and their supply chain, talk to them, ask how are they going, and see if they have any ideas.
Good luck. Andy