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How to increase the number of meaningful sales contacts
Are you are after more
meaningful contacts in your selling ?
I doubt there are any are surprises below but just ask yourself
When was the last time you
actually
1.
…exchanged cards and given the other person two cards. One for them and a spare for
them to pass on to other influencers or decision makers in their company? (
More decisions today are made by groups
of people)
2.
…pro-actively
used social media, followed their
twitter, liked their posts, shared their posts, recommended their posts?
3.
…connected
others other to others with no immediate benefit to you? (What goes round comes around)
4.
…used
your institute /club membership to meet more folk ? ( So often subscriptions are not renewed because we never
made enough use of memberships)
5.
…get a
prospect to draw their company organisation chart on a plain sheet of paper ? amazing what extra information this bring to you.
6.
…ask
for an organogram / organisation chart of the client company ? this often can indicate corporate culture particularly if the prospect says it does not fully explain how things work in their company !
7.
… used
Linked In for an introduction ? - working the degrees of separation ( connection principle.
8.
…saw
this thought of you ? ( Send a link, a news cutting to a client /prospect on a
subject you reckon they will be interested in) - the law of reciprocity will work to your favour over time.
9.
…..who
else should I be seeing ? ( One of the most productive questions to ask if you
remember to keep on asking it) You might like to precede the question with "Apart from yourself, who else...."
10. …you did not have a business card on you ? It can happen ! So keep a small stock on your
wallet /handbag /travel card holder at all times.
Related Links - "Bistro "level of detail on topics longer posts.
Related Links - "Bistro "level of detail on topics longer posts.
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