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A Simple Business Development Idea"They can't buy from you if they don't know you exist"
When enough prospects know that you exist, are available and competent in your specialised field, some work will come in. Whatever you offer, if you make enough contacts, your message will reach at least a few people who are currently interested. These ones may give you an order if you follow up well. But there is a far larger number of potential customers who have a degree of interest but for whom the timing is not quite right. If you continue to make contact with this group, many of them will become your customers later on. By then they will have seen your name and message several times and the moment will come for some of them when they need what you do. A percentage of those your message reaches will never buy. But that doesn't matter, you can always include a line in your piece which says, ''f you don't wish to receive information about . . . ' Once you have orders, keep this process going - either be prospecting or doing work for clients. Make contact with all prospects and customers at least 3 times a year. Do not stop the prospecting or you will lapse into a feast-or-famine roller coaster. None of this is very hard or expensive and few of your competitors will be doing it, all it takes to succeed is sufficient motivation. If you enjoyed this article, take a look at my book.
And if another
challenge facing your business is recruiting an effective salesperson, see also:
How
to Hire a Really Good Technical Sales Engineer
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More articles on better selling
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