How to Identify Potential Customers From Miles Away

The other day I was travelling to Kisumu and used the public transport in my country. I noticed something quite interesting. The bus conductor had a knack for identifying potential customers from hundreds of meters away. To some of us, all pedestrians looked the same. But not so for the conductor. Any time he sported somebody whom he thought was waiting to take a bus ride, he would start to wave in inviting gestures and for sure the person would wave the bus down and get on. These guys can read your mind from miles away.

Can you imagine how powerful this could be to you if you were able to read the intention of people around you. How many times have you missed to sell something, only to discover that the person whom you just passed picked the item from your competition? Of course it is difficult to identify potential customers from a crowd. Like a fisherman, you must cast your net wider. Consider who would make a good customer and then look for ways to meet those people. Chamber of commerce meetings, co-operative meetings, local civic associations, regional trade shows, professional conferences, and phone calls can all be effective. So, too, can networking online through message boards and mailing lists. Don’t spam the boards or lists with links to your products. Just participate and contribute to the groups that are likely to include potential customers for your services and you will get known.



Everyone you get in contact with is a potential customer. The woman next to you at a wedding or the man sitting in the seat next to you in the church, might just be a customer. Instead of minding your own business, strike up a conversation. Find out what they do, and eventually they’re likely to ask what you do. Majority of good businesses are brought in through such encounters.

As a rule never go out flat to shout from the roof tops that you are a home business guy. Many people still think of home businesses as unprofessional. Even if you rented office space at the up-market address, you wouldn’t be shouting about it all the time. So, why say you are in a home business to your potential customer? Home is just the location of the office. It’s the business – the product or service you provide – that’s important.

Google Adwords or any Pay Per Click advertising can be a very affordable way to find potential customers for your home business. Even if you just sell to consumers or businesses in your local area, pay per click can be helpful. The major search engines all feature local pay per click advertising. Somebody looking for a local mechanic, might search for the phrase “Mechanic in Westlands” and be directed to a web site that has a phone number to call a Westlands Mechanic.

Social gatherings are rich sources for potential customers. Participate in local meetings where people gather to talk about their successes and problems. Read widely especially trade publications, interact with as many as possible of industry players and find ways to introduce yourself to people you’d like to get to know. If you can’t meet them in person, try calling them. Don’t waste their time. Have a specific question or problem in mind that you’d like them to help with. Then follow up with a note thanking them and telling them how much you appreciate their help.

Just because a prospect doesn’t buy today doesn’t mean they won’t buy. Some industries and some products have very long buying cycles. Even if the initial prospect doesn’t buy, they may give your name to someone who does.