How to Find Potential Buyers in Special Markets

October 2010
by Brian Jud

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How to Find Potential Buyers in Special Markets

by Brian Jud

If you want to sell 10,000 copies of a book through a bookstore, you must get roughly 10,000 people to go there and buy it. If you want to sell 10,000 copies in nonbookstore markets, you can find one person to buy them.

As noted in “Make Large Sales to Corporate Buyers” (September), the first step in making large-quantity sales is identifying prospects—companies that may want to buy your books and people in the companies who are the right contacts.

Miners searching for gold prospect where the gold is most likely to be found. Follow their example by narrowing down your likely buyers as much as possible. Define your target readers and list the benefits your content provides to them. Divide targeted readers into groups with similar needs, and then search for the names of potential customers in each segment (for more about targeting readers, see my Independent article “Make It Personal: A Three-Step Program for Increasing Sales” at ibpa-online.org).

Prospecting Tools

You can prospect in person or indirectly, since there are techniques to fit any personality. Here are some of the most widely used ways to find the names of potential customers.<...IBPA Members – Click here to view the full article (login required).

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