The usual sources of information do not always contain data on the best leads. This situation often occurs in the field of wholesale. Small wholesalers serving retail are not advertised anywhere. They find suppliers themselves and actively communicate with their customers. There is a "guerrilla" way of reaching out to these wholesalers to start shipping your product to them.
Instructions
Step 1
Give as many answers as possible to the question of who your potential customers serve. For example, your company sells sweets in bulk, but not directly at retail, but through small wholesalers. So who do these wholesalers serve? The more answers you find, the faster you reach your potential customers.
Step 2
Make appointments with promising sales channels. Distribution channels may include retail stores, schools, business canteens, and other retail outlets. After all, it is to them that your wholesalers deliver. Retail is easier to find than wholesale. Therefore, go retail, make appointments with those who make purchases. You are interested in directors, senior salespeople, and other positions. The main thing is that they communicate with their suppliers.
Step 3
List your potential customers. You will have this list when you ask one question in distribution channels - who supplies them? To communicate with you, you can explain the situation as follows. You bring the goods they need to the city, but you don't work with retail, because your volumes are too large. But if they advise their good suppliers, they will be able to receive your goods through them. At the same time, you will find out who delivers the most goods to specific outlets.
Step 4
Check who on the list is not a client of your company. The list you received needs to be worked out further. Your company is already working with some wholesalers and you have nothing to do there. And some of the wholesalers remained outside the scope of your company. Talk to your boss - why don't you work with them? Perhaps the relationship was broken and it is better not to renew it. In any case, you must know the history of the relationship before going there.
Step 5
Repeat all steps from the beginning, do it continuously. The first step is the most important. If you do not lose sight of him, then one day you will be able to unexpectedly for everyone in your company to reach good customers.
