Do you remember the saying, "It's all I who you know." Well there's another one that says, "It's not whom you know, but who knows you."Competition for sales is fierce out there. Many times sales are lost purely because of name recognition. Getting in front of new prospects is hetting harder and harder. Statistics show that you need to get in front of a prospect seven times before you can make a sale. Seven times! How can you get in front of someone seven times without making yourself feel like a nuisance and turning your customer or prospect off? It's pretty dicey stuff. While I was an account rep I often thought, "How can I do it differently?"Here are three things I did and have passed oto my sales teams and coaching clients. Now I'll share them with you.1. Make a referral: Make a referral to your prospect. Then follow up with a call to the prospect about the referral.2. Send a personalized note: In today's business arena where technology rules, a hand written note will surely stand out and get noticed. You can send a note asking for an appointment with a follow up date for when you will call.3. Catch them doing something good: Be cognizant when watching the news, reading the paper, and reading trade journals. You never know where you prospect (or your clients for that matter) will pop up. If it's in print, neatly cut out the article and have it laminated. Send to the prospect with a quick note such "Saw you in the news!" Not only will they have a permanent nicely preserved copy of their article, you will be remembered for sending it.
Should you see a news story on television, look at the online news for that station. If the story appears online as well, send the link and a note acknowledging their role in news story.These three easy strategies can get you remembered today without ever having to leave your office! With consistency and follow-up, you'll be in the door before you know it.
Original :: getting in front of prospects three
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