Revisit your "Perfect Customer" Definition: Who is actually buying your product? Is target market you defined when you started still applicable? You can't afford to make calls on someone who doesn't need or want your product or services. Take a look at your contact database and work on existing customers and potential prospects that most closely resemble that "Perfect Customer".

Use Technology to "Warm Up" your Calls It's hard to break through Preoccupation Barrier. Until you grab a prospects attention you're just an interruption. You already know how many times this happens each day. In a face to face sales call prospect may already be aware of what potential value you might bring. In a single phone call you don't have luxury of top-of-mind awareness. The question is, how do you do that?

In past a single call might have been enough. If you didn't connect you went on to next potential customer. But nowadays, you have a much better choice. You can use technology to design a campaign of multiple touches with multiple media types. Use a combination of direct business letter, email and voice mails to prepare your customer for your upcoming call.

Better yet, a well crafted message, (a BIG FAT CLAIM that that solves a current problem) sent in a combination of e-mail, voice mail and good old-fashioned phone calls that pull your prospect to a web site that sells will work wonders. Create a specific web page that reflects your offer and include an audio/slide presentation that visitor can control. Use letters, email and voice mail messages to drive visitors to offer page and track results.

Make time to do things that need to get done. The last idea that we came up with at that session is easiest to implement, but also hardest to do. The first sales trainer that I ever saw said there is a simple reason for a salesperson success. He said, "Successful people have formed habit of doing what unsuccessful people won't do." If you want to guarantee your success in good times or bad, form habit of making a certain number of calls by a certain time each morning.

Keys to Success In tough times revisit your basic assumptions. Re-evaluate your marketing messages; use all of your selling tools. Form habit of making good calls on good prospects. Here's point: Customer are still buying, make sure they're buying from you.

James Maduk is one of North America's leading sales speakers. He is the creator and publisher of more than 80 streaming sales training courses, broadcasts VirtualSelling Radio and has just released his latest book, "52 Secrets Your Mom Never Told You About Selling". You can reach James at (613) 825-0651 or view his Web site at http://www.jamesmaduk.com.

4. City/Town ~Chamber of Commerce (search using your city and county name). ~Professional Groups - check phone books, too. ~Develop a relationship with a Banker. ~Interview CPA's Use this "Tips for Hiring a CPA" as a guide. www.coachmaria.com/articles/cpa.html ~Locate a Lawyer and start to develop a relationship. ~Check local newspapers for organizations to join or volunteer to be a speaker.

5. The Internet ~Search WEB using a variety of search engines or directories such as: http://yahoo.com/ ~~ www.excite.com/ www.google.com/ ~~ www.altavista.com/ www.lycos.com/ ~~ ~Use WEB to search for former colleagues and others to let them know about your business. www.switchboard.com, www.infospace.com, www.four11.com, www.classmates.com, are a few sites with phone and e- mail directories. ~Join an e-mail list, newsgroup or business newsletters www.topica.com/, http://yahoogroups.com, www.smartgroups.com

6. Bookstores ~Bookstores give you a variety of great ideas. ~Search web for bookstores. www.amazon.com/, www.bn.com/ are just two of many online bookstores.

7. Libraries ~Many libraries have at least one free computer for patrons to use. ~Ask Librarians for information or advice. ~Tell them about your business. Remember, people ask them for advice, too! ~Check bulletin boards for information. They're a great place to put your business card or brochure.

8. Friends ~If you do not tell people you know you're looking for information or referrals, then they'll never know.... ya know!!!

9. Family Members ~Let everyone in your family know you're starting a business... and watch all free advice come in!

10. Other Business Owners ~Contact other business owners that you know. Do I hear lunch anyone? ~Ask for advice, referrals, and their business cards. ~Start a referral book of local business owners. ~Don't forget to contact owners who do same work as you, but who work in a different state/region/county. After all, since they aren't competition , they maybe more willing share their secrets of success with you!! ~For encouragement, to keep focused, to bounce ideas off of, etc., hire a coach!