2. Meet ’em: Making Connections and Seizing Opportunities
“Meet ’em” carries a dual meaning: first, it emphasizes the importance of sitting down with clients and prospects to increase business and reach the coveted Closing Zone. Second, it encourages sales professionals to get out there and make connections once the best prospects have been identified. Attend industry conferences and events to encounter and interact with key decision-makers, in-house counsel, business executives, and human resources administrators who may have pressing problems that need solving.
3. Get ’em: Continuing to Expand Your Prospect Base
The process of meeting new prospects doesn’t end with securing one contract. To “get ’em” continually, you must persistently connect with new potential clients. Leverage your existing clients by seeking introductions to their colleagues, business unit executives, and peers at non-competing organizations. Cultivate relationships further by arranging lunch meetings to discuss business challenges and future opportunities. Invite prospects to attend conferences or panel discussions that align with their interests and needs. Demonstrating your commitment to helping them solve problems is key to fostering trust and gaining repeat business.
Phases 2 and 3 of “CLOSING THE DEAL”
2. Meet ’em: Making Connections and Seizing Opportunities
“Meet ’em” carries a dual meaning: first, it emphasizes the importance of sitting down with clients and prospects to increase business and reach the coveted Closing Zone. Second, it encourages sales professionals to get out there and make connections once the best prospects have been identified. Attend industry conferences and events to encounter and interact with key decision-makers, in-house counsel, business executives, and human resources administrators who may have pressing problems that need solving.
3. Get ’em: Continuing to Expand Your Prospect Base
The process of meeting new prospects doesn’t end with securing one contract. To “get ’em” continually, you must persistently connect with new potential clients. Leverage your existing clients by seeking introductions to their colleagues, business unit executives, and peers at non-competing organizations. Cultivate relationships further by arranging lunch meetings to discuss business challenges and future opportunities. Invite prospects to attend conferences or panel discussions that align with their interests and needs. Demonstrating your commitment to helping them solve problems is key to fostering trust and gaining repeat business.
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