What's your strategy for getting new business?  

Every successful sales person has a strategy and you should have one too.  It isn't rocket science but it does require some thoughtful approaches.  The first question is: Do you have a valid prospect list? If you do not, spend some time developing that and qualify the people on the list.  Postage is too expensive to send out random mailings. 

 Once you have a valid list, send out a well designed piece about your product or service and follow-up immediately with a phone call once the prospect has had time to receive it.  (By the way I assume the piece you designed is benefits-focused and not focused on your business and the wonderful things it can do.) Don't expect a sale with this phone call--or even an appointment.  But if you get one, consider yourself lucky.   

The next step is open to debate: some people prefer to call again and others prefer to send more material next.  If you have a more elaborate mailing, now's the time to send it along.  If not, devise another mailing that is creative and captures attention.  This mailing should be more intriguing than your introductory piece and should make people want to learn more about you. 

 From here on out, the name of the game is follow-up, follow-up, follow-up.  Usually the beginning salesperson falls by the wayside at this point and it is the persistent one who gets the business.  Use your contact management system (you do have one, don't you?) and systematically follow-up with valid prospects at least every few months. 

The pros in the business believe that if you make it least 10 contacts a day by phone or correspondence or a visit you will produce all the sales you can handle.  What not give it a try?

yourcoach.net

sellingcoach.net^TM is a trademark of AlexanderHancock Associates. Click here for other training offered by the company or click here for other coaching options.

We'd appreciate your comments and feedback! Email us at  info@sellingcoach.net.
Copyright © 2005 AlexanderHancock Associates. All rights reserved.
Last modified: Saturday October 22, 2005.