Elephants Big companies often take a long time to make important buying decisions. They also frequently reevaluate their costs and periodically explore other vendors for potential savings. Crumbs off table at a large account could make your year. If you can’t get all of their business, at least try to get some of their business. Stay in touch with decision makers at potentially large accounts. You might find that an uninterested prospect in October is much more interested in February.

Competitor uncertainty Did your competitor just get some bad PR? Is their reputation deteriorating in marketplace? If an old prospect does business with that competitor, a call from you might be in order. Never spread negative competitive rumors, but consider mentioning something like, “Many of XYZ’s customers have come to us because they’ve been dissatisfied with XYZ’s (business challenge). I’m calling to let you know that our company still offers (product or service), and to let you know that I’m here as a resource if you decide to explore other alternatives to your current provider.”

The one that got away Those clients who almost bought from you, but didn’t, might have some second thoughts about their chosen provider. Several weeks after your competitor delivers goods to your prospect, make a phone call to decision maker and ask questions about customer’s condition: “How do levels of service meet your expectations? How did quality of work (or product) meet your expectations?” Don’t ask questions that sound like you’re trying to get some dirt on your competitor. Focus conversation on your customer and his needs.

Stop classifying certain prospects as dead. Instead, consider them dormant and stay in contact with them. Once you fill your pipeline with some dormant prospects, you'll enjoy incremental business as you begin converting them from prospects to customers.

You are a unique, magical being. You look, act, think, and laugh differently than any other human being. Discover your magical qualities and let them shine in every interaction. Perspective clients will recognize and be drawn to you – this magical human being.

7.Set goals and be results-oriented.

Results occur for those who plan on what their results are going to be, by when. Set realistic, yet stretchy daily, weekly, monthly, and yearly goals for how many new clients you are going to attract in to your business. Then, take action steps consistent with these goals. Basically, plan on, and know what your results are going to be before you achieve them.

8.Be curious, compassionate, and caring to potential clients.

Potential clients are also human beings with cares, trials, successes, and emotions. Be curious about your perspective client’s lives. What are their biggest challenges? What is their family like? Are they satisfied with their careers? What are their needs? And on, and on. Connect to your perspective clients in a caring and compassionate way. They will feel that and respond to you accordingly.

9.Take great care of yourself.

One of well known universal laws is that most successful people tend to take great care of themselves – physically, emotionally, and spiritually. Implement a life plan that satisfied all of these human needs, and you will begin attracting perspective clients to you like a swarm of bees.

10.Do your homework.

If you have opportunity to, find out what you perspective clients’ needs are, what their personalities are like, what their business products, philosophies, and goals are before you meet with them. If you do not have this opportunity ahead of time, let your instincts be your guide. 11.Practice visualization.

Spend at least 5 minutes every day running a movie in your mind about how people are going to be responding to you and what you have to offer. Experience situations in your mind before they happen. Make them real by seeing them in Technicolor, and by adding appropriate sounds, smells, tastes, etc. Once you get good at visualizing, you will be amazed to see how well it brings situation into reality.

12.Surround yourself with winners.

Do not spend time with negative, petty people who complain a lot. This type of person will drag your energy and potential down. Like attracts like, and you will rise to occasion when you surround yourself with positive people who are already accomplishing what you are setting out to accomplish. Surround yourself with winners.

13.See yourself as a winner.

Now that you are spending time with winners, it is time to begin seeing yourself as an equal – a winner. You are a special, dynamic human being with unique attributes that only you possess. Let yourself and your winning qualities shine!