Don Freda of Articulate Global in New York City flew to Ann Arbor, MI to present his software solution to University of Michigan. During meeting he discovered that although his solution could help university, it lacked some major features that customer wanted. Because his company didn’t offer needed components, Don flew back to New York without sale.

Just like all good technology-driven companies, Articulate Global was continuously growing and enhancing its product offering to reflect advancing needs of marketplace. Months later when Don learned that his company offered new features – very same features that U of M was looking for – he pulled old file from his sales graveyard and immediately called his contact with good news. Don’s next trip to Michigan was successful and he brought home order.

All sales professionals have a long list of prospects that did not turn into sales. While it doesn’t make sense to contact all of your old leads, you may want to refrain from throwing out some of them and put them in your tickler file instead. By touching base with them periodically you may turn trash into treasure. Here are types of old leads that are most valuable.

Availability Like in Don's situation, you may have encountered prospects who need a product or service that you don’t offer now, but may offer in future. Keep these prospects on file and follow up with them if features they needed become available.

Timing If what you sell requires time-based contracts, be sure to find out when your prospect's contract expires with your competitor. Contact prospect before your competition inks a renewal. Explain to your prospect that you will help them assess their options before they blindly assume that their current provider is still best value.

There is no one magical trick or secret process you can follow to become a person who gets new clients consistently. Instead, ability to get new clients is result of you thinking, feeling, and behaving a particular way. In other words, once you adopt a certain MINDSET, you begin attracting new clients.

The following will help you develop and sustain mindset that will have you consistently filling your practice or business with new clients.

1. See people as people.

Many times, what will hold you back from promoting yourself or your product will be a belief or an image you hold of other people as superior, special, or different in some way. The truth is that they are people - just like you. They have same human bodily functions, emotions, and needs as you. Keeping this in mind will help you increase your confidence when speaking to others.

2.Realize that rejection is not something personal against you.

If someone rejects whatever you are offering, it is not YOU that he or she is rejecting. Instead, they are rejecting service or product that you are offering. Whatever reason they believe they don’t want it or need it, doesn’t matter. Just realize that it is not a personal rejection of You. Knowing this will help you approach others openly, honestly, and confidently.

3.Accept that not everyone is going to be interested.

It is okay. Not everyone is going to want your products or services. But some of them will. Focus on wills and let go of will-nots.

4.Adopt knowing that getting new clients is about RELATIONSHIP, and not about selling.

If your focus is on selling a product or service to people, then you have missed proverbial Boat! Successful selling occurs as a result of being in relationship with purchaser. Form an immediate relationship with person with whom you are selling, by being a sincere, kind, and compassionate person who believes in product or services you are providing, and you will experience more and more success. 5.Improve your speaking ability.

The more confident you are about your speaking ability, easier it will be for you to connect with people in a powerful, honest, and meaningful way. It will also be easier for you to speak to them about what you are offering. Join a local speaking group, like Toastmasters, where you can get regular speaking practice. This will help you in more ways than you can imagine!