How to win new business

here is my list:

1. Schedule one day a week for prospecting.
2. Cold calling is the most productive prospecting activity.
3. Warm up cold calls with e-mails and mail.
4. Don’t sell on every call. Sometimes just share helpful information and don’t ask for anything in return.
5. I get LinkedIn with prospective customers at the appropriate time.  As soon as it’s appropriate, I make that connection.  Now, no matter where they go, we stay connected.  LinkedIn also personalizes that relationship and is a small gesture on their part to indicate the desire to stay in touch.
6. When you have the chance, meet prospects in person instead of over the phone. Your relationship will get a 6 month headstart.
7. Follow protocols.  For example, when I call a senior leader, I ask the receptionist if I can speak to “[name]’s assistant”. When I get the assistant I introduce myself and let them know I’d “like your guidance on setting up a meeting with [senior leader] to discuss [benefit to senior leader]“.  Very often, the assistant would tell me exactly the way to reach their boss complete with e-mail address, cell phone numbers and best time to call.  My message would start with “[assistant's name] suggested I email you…”.  Again, almost always got a response and built an on-going relationship with the person who has the best access to that decision maker.

Created by SAFFRON APPAREL LTD on 12 Nov 2009

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