When it comes to sales, there’s no magic trick—but there is a method. The key is having a system: a structured, repeatable way to identify and approach potential customers without burning out or chasing random leads.
Here’s the truth—every company has its own way of handling new offers. Some people welcome them, others ignore them. There’s usually one person who receives incoming pitches, and another who actually makes decisions. Understanding this dynamic is crucial if you want to turn outreach into opportunity.
So how do you build a system that works?
Start with your database. Make it a habit—15 to 30 minutes a day—to search, filter, and add new companies. I use Google Maps to scan a specific area and industry, and begin selecting companies that seem relevant. Just by looking at the location—whether it’s in an industrial zone, a downtown office, or a private home—you already learn something important.
Next, visit the company’s website. Get a feel for how they present themselves. Are they established or early-stage? Do they list decision-makers? This gives you a first impression before you even make contact.
Then comes the detective work. Pick up the phone. Ask questions. Try to figure out who handles new vendor inquiries or purchasing decisions. You’ll learn a lot from how people respond—and not just about their buying process. You’ll get a second impression, one that tells you a lot about company culture and accessibility.
Once you’ve made that connection, follow up with an email or try to book a meeting. But don’t expect immediate replies. Most companies don’t respond after the first message—that’s normal. The real work begins with the follow-up. A friendly reminder, a second call, or even a well-timed question like, “Just checking—did I miss the mark?” can go a long way.
What matters is consistency. Building your system, nurturing your list, and following a process every day will take the pressure off needing instant results. Because market development isn’t a one-shot game—it’s a long-term practice.