---
title: "How to Develop New Markets in Sales? One Article Tells You..."
description: "In sales, your familiar friends are limited, but the unfamiliar market is unlimited. Acquaintances account for 30% of the market, while strangers account for 70%. The unfamiliar market is your real source of income. Why develop new markets? Many people misunderstand direct selling, thinking it mainly targets acquaintances. But that's not the case: suppose you have strong social skills and 100 friends, each buying one product from you, you can sell 100 products at once. If one product lasts 3 months, what do you do for the remaining two months? Or what if they absolutely refuse your recommendation? So, we should shift more time to developing new markets based on acquaintance business."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2016-11-22"
language: "en"
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markdown: "https://xinjignxiao.com/en/articles/how-to-develop-new-markets-in-sales-one-article-tells-you-efe2e48f.md"
original_source: "https://mp.weixin.qq.com/s/OOShKgxEX5UcKqAqDnhiyg"
translation: "https://xinjignxiao.com/zh/articles/%E5%81%9A%E9%94%80%E5%94%AE-%E5%A6%82%E4%BD%95%E5%BC%80%E5%8F%91%E9%99%8C%E7%94%9F%E5%B8%82%E5%9C%BA-%E4%B8%80%E7%AF%87%E6%96%87%E7%AB%A0%E5%91%8A%E8%AF%89%E4%BD%A0-efe2e48f.md"
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---

# How to Develop New Markets in Sales? One Article Tells You...

> In sales, your familiar friends are limited, but the unfamiliar market is unlimited. Acquaintances account for 30% of the market, while strangers account for 70%. The unfamiliar market is your real source of income. Why develop new markets? Many people misunderstand direct selling, thinking it mainly targets acquaintances. But that's not the case: suppose you have strong social skills and 100 friends, each buying one product from you, you can sell 100 products at once. If one product lasts 3 months, what do you do for the remaining two months? Or what if they absolutely refuse your recommendation? So, we should shift more time to developing new markets based on acquaintance business.

In sales, your familiar friends are limited, but the unfamiliar market is unlimited. Acquaintances account for 30% of the market, while strangers account for 70%. The unfamiliar market is your real source of income!

**Why develop new markets?**
Many people have a misconception about direct selling, thinking it mainly targets acquaintances. But that's not the case: suppose you have strong social skills and 100 friends, each buying one product from you, you can sell 100 products at once.
If one product lasts 3 months, what do you do for the remaining two months? Or what if they absolutely refuse your recommendation? **So, we should shift more time to developing new markets based on acquaintance business.**

**Preparation points before development**
1. Have a good appearance and appropriate attire.
2. Etiquette is key: nod, smile, shake hands, greet.
3. Be positive, enthusiastic, upright, and gentlemanly.
4. Speak clearly, sincerely, accurately, and concisely.
5. Be well-prepared with product knowledge and industry knowledge.

**Strategies to win new markets**
**1. Random recommendations**
  * Integrate recommendations into daily life.
  * Carry products, materials, and business cards with you.
  * Seize opportunities and act actively.
**2. Purposeful recommendations**
  * Understand the region, occupation, gender, and habits.
  * Have courage and patience to face rejection.
  * Tailor your introduction based on customer characteristics.
**3. Be good at "creating momentum"**
  * Create suspense
  * Attract attention
  * Arouse interest
  * Stimulate association
  * Generate desire
  * Prompt decision
  * Encourage action

**Take the initiative**
**1. Be bold to ask and strive**
  * Be fully mentally prepared.
  * Position yourself correctly.
  * Learn to read the moment and find good topics.
  * Build rapport gradually; don't be overly enthusiastic or rush.
**2. Participate in social activities widely to expand your network**
  * Be good at associating with people stronger than you.
  * Don't be overly self-reliant, arrogant, or unaccepting.
  * Adapt to the other's habits to put them at ease.
**3. Be observant**
  * People with good affinity and influence.
  * People with compassion.
  * People who feel unrecognized.
  * People looking for opportunities.
  * People with money but no time.
  * People who are financially well-off but spiritually empty.

**Preparation for visiting strangers**
1. Keep smiling and maintain a good personal image.
2. Approach with the mindset of making friends to bridge the distance.
3. Stay calm, without any utilitarian thoughts, and strive to make a good first impression.
4. Dare to introduce yourself and build trust; otherwise, talking more is useless.
5. Speak logically and substantively to make the other person interested and willing to talk.
6. Seek, discover, and create entry points.

**How to start a conversation with strangers**
1. Start with health topics, showing concern for their health.
2. Discuss health and wellness methods, leading to correct health concepts.
3. Talk about the advantages of medicine and food homology, strategically introducing Labor Model products.
4. Talk about career: understand their financial situation and satisfaction with their current job. Ask if they need an extra income.
5. Talk about dreams: guide them to express their deep-seated thoughts, creating a sense of loss, and then inspire an entrepreneurial mindset.
6. Show empathy: if you meet an overweight person waiting for a bus, tell them you used to be like that... spark their curiosity, then introduce the topic.
7. Leverage the situation: if someone asks why you are so healthy and beautiful, tell them you are currently using Labor Model products.
8. Share: if they are a professional like a doctor or plastic surgeon, tell them a friend recently recommended a product and ask for their evaluation.
9. If they are young, give them some motivation and inspiration, asking if they want a passive income.

**Follow-up work**
1. Exchange business cards to pave the way for the next step, and tell them you are glad to meet them.
2. For sincere strangers, use business cards without company name or handwritten ones to avoid being mistaken for just selling products.
3. For less sincere strangers, use business cards with company and product details to reinforce impression or arouse curiosity.
4. Afterward, note their characteristics, time, place, and discussion content, classify them into A, B, C levels, and proactively invite them next time.

**Mindset for multiple interactions**
1. Stay in touch: if you can't break through initially, call again after 2-3 days to deepen the impression.
2. Close the distance: use chat to get closer and show care, deepening the relationship, and then achieve the goal of recommendation and entrepreneurship.

**Precautions**
1. Avoid the heavy and dwell on the light: don't rush to talk about products or prices.
2. Avoid defensiveness: don't reveal your intention to recommend too early.
3. Classify: determine whether they are consumers or potential business partners.
4. Be selective: strangers with good image and attitude have a higher success rate.

Around me, many business managers and senior business managers started their success by developing new markets. So we say, whether you are a new salesperson or a sales elite, to succeed, developing new markets well is an important path.

-END-
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