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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!
Patricia
Fripp is an award-winning keynote speaker, executive speech
coach, and in-demand sales presentation skills trainer. www.fripp.com,
pfripp@fripp.com, (415) 753-6556 Check out her DVDs, CDs, and books on public speaking, presentation skills, and how to be successful as a professional speaker: http://www.fripp.com/publicspeakingresources/
(266 words)
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