Centers of Influence
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Believes in what you are selling
Is influential with a number of people
Is willing to give you names
The names given to you are at least
partially qualified prospects, more
than just leads.
Group Prospecting
o
o
Give a brief presentation to
a group
Follow up with interested
prospects
o
o
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Trade shows
Speaking engagements
Seminars
Planned Cold Calling
At least one out of seven
will be receptive.
o Treat cold calls as a
supplement.
o Don't neglect others by too
much of this.
o Preplan Cold Calls
o Develop effective,
memorable door openers
o Limit Waiting
a. Fifteen minutes
b. Keep busy while waiting
o Remain Enthusiastic
o
Direct Mail or Fax
o
o
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Prospects do read well
targeted direct mail
Watch quality of
purchased lists
Create your own
newsletter
Mailing is only as good as the list
o
Membership rosters
City directories
Yellow pages
White pages
Religious groups
Past customers
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