Invite the "Expert" for Increased Business
Have a prospect that's a "tough nut to crack"? Invite him or her to be a speaker at your next important industry or network meeting. This gives your prospect the opportunity to be perceived as an "expert" and to sell the merits of his/her own business. It also increases your chances that the prospect may "give your business a try" in return.
Remember the "Gatekeeper"
There must be a "gatekeeper", a secretary or administrative assistant, who has been helpful to you by putting in a good word with the boss about sending you more business. Cement that relationship! Send flowers, a special gift or a singing telegram. Want to really wow him or her...and the boss? Hire a temp to take the gatekeeper's place for a day. (Check with the boss beforehand. You don't want to surprise the top gun too much!) Contact a temporary agency and retain a high class, competent person who can handle details while the gatekeeper enjoys a day off.
Start At the Bottom
Bought a new prospecting list? Start calling the names at the bottom of the list. Many times the businesses near the end of a list never get prospected because salespeople never make it through the entire list. Give it a try. The "Zs" are probably lonely.
CPAs & Attorneys = Mucho Referrals
Looking for referral business? Make sure that the CPAs (Certified Public Accountants) and lawyers in your local area know that your business exists. These professionals can be a major source of referral business, as they are important influencers on how their clients spend money and conduct business. These types of professional referrals can provide you with a consistent flow of qualified business.