Sales Generation: Prospecting Tips for a Slow Economy

Prospecting Tips for a Slow Economy
by Patricia Fripp, CSP, CPAE

Frippicisim: It is not your clients’ and prospects’ job to remember you. It is your obligation and responsibility to make sure they don’t forget you.

1. Don’t overlook the obvious. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve.

2. If you used to work in another industry, update your satisfied clients that you can still serve them in this different capacity.

3. Keep in touch with your present clients more frequently. Not just asking for referrals. The better your relationship with them the more they will want to send you new prospects.

4. One of my friends in the advertising specialty business had a very creative office decor. Anyone who had seen it raved about it. Going up in the elevator of his building of 22 floors I had a conversation with a fellow passenger. I asked, “Do you work in this building or are you visiting?” He mentioned he had worked there for 2 years. I inquired if he had ever heard of my friend Jonathan and his unique and memorable office. He said “No.” My recommendation to my friend and everyone else who works in a large building is to every few months go from floor to floor, office to office, and introduce yourself to your neighbors. You could well quadruple your business close to home.

5. Don’t forget to work on your sales presentation skills!

Why not learn sales presentation skills from Patricia Fripp and Negotiation Skills from David Palmer, PhD on CD and DVD?’
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