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Use The Web
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H First
off, you have to know all there is to know about the product you are
selling. Secondly you have to know who your prospects are. Basic sales
questions that should come to mind are: 1. Who are they? 2. What is their business about? 3.
Who are their
consumers? 4. Why would they be interested in my product? How can
it help them? In
searching the Internet for business information you will run across many
databases that charge you to view even the simplest information. If you
don’t have money falling out of your pockets (and who does?) look to the
free resources. Try
looking up your prospect’s name. See if they have a Web site or yellow
page directory listing that may have information about them. Check for
local business malls. Cities usually have main malls in which small
business merchants list their storefronts and showcase their merchandise
online. The value to these Web sites is that you can obtain phone numbers,
owner’s names, and product lists. Another
great Internet Resource is the BRB Publications Web site at www.brbpub.com/pubrecsites.asp.
This Web site holds state and county records and about 90% of these sites
are free! If you are looking for Jim’s Pet Supplies, Inc., in Florida
all you have to do is go to the Florida Corporation Web site link from the
BRB site, type in the business name, and it will pull up all matching
records. The information it will give you varies, but mainly it gives you
a contact name or agent, business address locations, and possibly phone
numbers. Many states post this information for free and it’s at your
disposal to give you that edge for a sale! Start
using the Internet for something other than e-mails and games! Start
Selling!
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