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The "Sunday Drive" Can Pay Off
Go the distance with your prospecting by taking an hour each Sunday to drive around at least one office park in your local area. Note the names of businesses and their addresses. There are probably many that are not in your prospecting database.
Where's the "Hidden" Wealth?
A lot of folks with wealth don't show it off with fancy clothes and fast cars. There's business potential with "blue collar" companies such as plumbers, auto repair/maintenance, contractors and many others who have lucrative service businesses. Include some of these companies in your prospecting mix.
Turn Holiday Goodwill to Your Sales Advantage
If you're using a business directory to enhance your prospect list, you probably have to call each organization for a contact name. Make these calls the week between Christmas and New Years. No one feels like working, so receptionists, personal assistants, secretaries etc., are more likely to have time to speak with you. You may even reach your contact immediately.
Networking Smarts - Attend Alumni Associations That Aren't Yours!
When planning your personal networking strategy, check out your business associates who are active in their local college or university alumni associations. Ask if you can attend as a guest. Example: A business friend invited me to attend an alumni breakfast of his alma mater last Saturday. I was one of the few folks in attendance who had not graduated from the school, but was encouraged to stand up, briefly introduce myself and state my occupation. Guess what? I received requests from two folks in the audience for bids on their next Web projects. Alumni associations = business opportunities.