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The secret is to develop tools that will allow your prospect to respond to you when they are ready, interested and motivated to do so. We call this Permission Based prospecting. A far cry from bothersome phone calls, staged drop-in visits and thinly veiled and contrived networking events, this process is proactive and positive.
How do you do this? Start with a good contact management software system. Then go ahead and develop a strategy of frequent yet unobtrusive ways to stay in touch with your key prospects. Worry more about qualitative, value laden contacts than a pure volume of bothersome phone calls.
Give some serious thought to providing your prospects valuable information they can use rather than simply trying to persuade them that they need to see you. Newsletters, postcards, reports, information of value, audio tapes, video tapes and other items that help them to do what they do even better are some great ways to stay in front of prospects in positive, productive and powerful ways.
The real secret is to give prospects a chance to respond to your varied offers. Be sure to include a fax-back form, 800 phone number, response card with pre-paid postage or even a return E-Mail address that will allow your prospects to respond to you when they see how you can help them solve problems or work through challenges they face on a daily basis.
This strategy will yield a more positive perception, enhanced receptivity and a greater sense of professional acceptance. It is also far more sophisticated; is less heavy-handed and far more likely to be successful than traditional idea of believing that personal persistence really does pay off.
Bill Brooks is the only person in the world to hold the 4 highest designations for both speaking & consulting. He has spoken in over 400 industries to 2000 different clients. He is Americas leading authority on sales. You can visit his website at billbrooks.com.