3. Find out who in your network’s network seems to know “everyone,” and get to know them.

4. Reach out and “touch someone,” regularly. When you do, have your lines ready and rehearsed. If you must leave a message, make it short, to point and leave your contact information.

5. Go where people are.

6. Be a good talker and a better listener.

7. Get to know your network. Find out their birthdays, anniversaries, kids' names, hobbies.

8. When given referrals, find out who decision maker is, get to know gate-keepers.

9. Use your network to gain introductions.

10. Give referrals to those with whom you network. Become a source of reference to build “word-of-mouth” marketing.

11. Be cheerful, confident and straightforward in every interaction.

Be Visible Without Really Trying

1. Ask questions.

2. Participate in discussions.

3. Write letters to your industry magazines and newsletters.

4. Introduce yourself to people during meetings, conferences and social events.

5. Discuss a book with leaders in your new network.

6. Make people laugh.

7. Create an unusual business card – Have plenty to hand out.

8. Take up an unusual hobby (but not too weird).

9. Use your wardrobe to help you stand out without being outlandish.

10. Do favors for others and remember to thank those who do favors for you in a timely fashion.

© 2005 - Heidi Richards

Step Three Send your direct response offer to prospect. These prospects fall into one of three categories. We’ll call them cold, warm and hot prospects. A Cold prospect is slightly interested; she is looking and will not buy. These prospects represent a small percentage of your inquiries. A Warm prospect is very interested, but not ready to buy. They represent majority of your inquiries. A Hot prospect is very interested and ready to buy. They also represent a small percentage of your inquiries.

Step Four Follow up with mailings to prospects who didn’t buy. Repeat this step again and again. According to "Sales and Marketing Magazine," 80% of all people who inquire about a product buy that product within one year, but not from company that made original contact. Why? Because company didn’t follow up. It generally takes at least five contacts with a prospect who showed interest in product or service you offer before they will buy from you. If you are successful with initial mailing, you can expect 30 to 70 percent in leads turning into customers with follow up mailings.

You don’t have to change entire mailing each time. Generally changing cover letter and making minor changes to mailing is sufficient. Remember that one of your biggest expenses is getting prospect. By following these four steps you can watch your sales and profits sky-rocket!

Excerpted from The PMS Principles - Powerful Marketing Strategies to Grow Your Business © 2005 - Heidi Richards