There is much discussion on sources of business. There is one type of prospecting which consists of cold calling for contacts. For example, phone calls, door knocking, postcard and mailing marketing. Then you have networking which is getting belly to belly with people. Meeting at social and professional events. Perhaps the local chamber of commerce, rotary, etc..
I think that networking is definitely a form of prospecting. You are going to those social meeting to prospect for new clients. Whether it is with the people that you are in direct contact there or maybe to make a big enough impression that they will think of you when they come across someone that mentions they need your type of service. You wnat to be at top of mind for these individuals.
The key, I believe is to meet people, get to know them. I'm sure you have seen the person that runs around the room, thrusting their business card in every hand as soon as they can then moving on. What kind of impression would that leave? Would you use or refer them? Maybe, but if you were talking and getting to know someone in their same field that you connected with, which one would you choose? The other benefit might be that you actually make a new friend.
People have different prospecting talents, some are better on the phone, some are better in person. And certainly you can hone your skills so that you can be effective at both.
Happy Selling!
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