Don't Do a "Vendor Bender"
It pays to treat your vendors like family. One manufacturer we know always includes a picture and info blurb about one of his trusted vendors in his company's monthly newsletter. Result: Many of the vendors order reprints of the newsletters to send to their clientele. Increased business!
Do the "Wave" At Your Next Trade Show
The owner of a temporary staffing company we know doubled the traffic to her booth at a regional trade show by "doubling" her trade booth staff in a unique way. She had full-length photos of her sales staff prepared and hired a printer to create life-size cardboard cutouts that "waved" hello. People were attracted to the "motion" and entered the booth to find out why hiring one of the company's temporaries "is like having two workers instead of one".
Voice Mail Benefits
Voice mail...the cold-caller's nightmare? Not necessarily. When you leave a message, state three terrific ways this person can benefit by meeting with you and also leave a specific time and date that you'll stop by to see them. Also state that they should call you if this meeting time doesn't fit their schedule. Chances are good that they'll return the call. You can then start the prospecting process.
On-the-Spot Referrals
Visiting a customer? Ask your client to "phone a referral" for you while you're sitting there. If the referral is positive, you can get on the phone and talk to the prospect right there to set up a "go-see".
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