Information is Power.

Looking to make a major impact on your selling efforts? Then get serious about cruising the information superhighway and putting your newfound knowledge to good use.

Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building Industry, offers these tips for strategically researching potential customers and reaching out to them.

Tip #1 – Define Your Target Audience – Focus on your specific target audience to eliminate wasted time and research. Concentrate first on a single audience (such as builders, subcontractors or dealers) and then refine your search. Get as specific as you can in your definitions. Are you looking to sell to purchasing agents, owners, influential architects?

Tip #2 – Use the Internet – This incredible tool brings information to your fingertips. Search web sites of associations such as the American Institute of Architects (www.aia.org) or National Association of the Remodeling Industry (www.nari.org) for local association chapters. Identify members in your area and target them for potential sales. You can also visit their monthly association meetings and individual company web sites to gain more information on potential customers.

Tip #3 – Brainstorm Your Needs – Free think. Turn off the phone and computer and sit with a pad of paper and pen. Let your thoughts wander related to your target audience, what influences them (i.e.: family, peer pressure, competition) and how you and your product can fit in their “mix.” What problem can your product solve for your target audience?

Tip #4 – Pick Up the Phone – Once you’ve defined potential clients, start dialing and set up meetings with key target audiences. Focus on learning about your potential client on the phone, not selling. Use the phone to establish an opening and then push for a one-on-one meeting. After hours, use the phone to leave pertinent messages that show you’re the one working longer and harder for them than your competition.

Tip #5 – Write it Down – The information you gather is meaningless if you don’t have a systematic method to manage it. Create a plan to store the information for future analysis. Whether it’s a log of birthdays and sporting event preferences of your potential customers or a competitor’s marketing program you uncovered, write it down. Don’t let it get dusty. Keep referring to your research and updating it. Make the information you gather work for you to help build sales.

For more information at http://www.buildingleaders.com