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Article Title:
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Sales Prospecting for Long-Term Success
Article Description:
====================
One of the biggest challenges facing salespeople when prospecting
is that few, if any, new contacts become long-term possibilities
for sales or networking. Could you imagine how much more
successful you'd be if you could take each and every cold
contact you make while prospecting, and transform it into a
long-term connection that remains in constant contact with you
for the long haul? Think about it.
Additional Article Information:
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597 Words; formatted to 65 Characters per Line
Distribution Date and Time: 2006-07-31 15:24:00
Written By: Frank Rumbauskas
Copyright: 2006
Contact Email: mailto:frank.rumbauskas@thephantomwriters.com
Frank Rumbauskas's Picture URL:
http://www.nevercoldcall.com/frank.JPG
For more free-reprint articles by Frank Rumbauskas, please visit:
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Sales Prospecting for Long-Term Success
Copyright � 2006 Frank Rumbauskas
FJR Advisors LLC
http://www.nevercoldcall.com/
One of the biggest challenges facing salespeople when prospecting
is that few, if any, new contacts become long-term possibilities
for sales or networking. This is due to the fact that an initial
contact usually ends at just that - an initial contact, and
nothing more.
Could you imagine how much more successful you'd be if you could
take each and every cold contact you make while prospecting, and
transform it into a long-term connection that remains in constant
contact with you for the long haul? Think about it. Let's say
you currently make four hundred new contacts per month, in the
usual manner, meaning you get a few appointments but nothing
more. The first month you make your four hundred contacts and
that's where it ends. Next month, you make another four hundred
contacts and they vaporize into thin air. The third month, you
go through the grind again. And so on, and so on.
Now, think of what it would be like if you could capture those
four hundred contacts and keep them in constant contact with you.
After the first month, you'd have your four hundred contacts
done. The second month, you'd have eight hundred in your
permanent pipeline. The third month, well over a thousand
contacts are yours to own. At the end of a year, you'd have
nearly five thousand permanent connections!
Can you see how your sales would absolutely explode if you were
able to do this? The good news is that lots of salespeople are
already doing it with great success, and you can too.
The key here is to forget about the old method of contacting
someone, asking if they'd be interested in meeting with you, and
then dropping them forever if they are not. What you need to be
doing is asking for that person's permission to receive a free,
monthly e-mail newsletter from you that provides the prospect
with valuable content that they can use to improve their
business.
Getting that content isn't too difficult at all. If you are not
inclined to write helpful articles about your industry, or about
general business tips - such as time management, or how to
increase productivity - then you can obtain content for free on
the Internet. Just do a quick search for 'Free Reprint
Articles' and you will find thousands upon thousands of articles
that you can use in your newsletter. And the newsletter itself
is not difficult to manage. Services such as aweber.com that I
use personally are very inexpensive, they automate the entire
process, and they take care of CAN-SPAM compliance by including
an automated unsubscribe link at the end of your newsletters.
What about snail mail? This is effective as well, but the
problem is getting your prospects to open and read the
newsletter. It's also expensive. Except for the twenty bucks
or so a month that you'll shell out for the e-mail service, an
e-mail newsletter is free.
The long-term effects of doing this are absolutely astounding.
Imagine having thousands of prospects, in your target market,
receiving your monthly newsletter. They will appreciate the
useful content you will provide, and the best part is that your
name will be constantly in their minds as the only person to buy
from when the time comes! By publishing a quality newsletter,
you are no longer just a salesperson in their eyes - you become a
highly qualified expert in your field, they will begin to trust
you as a business advisor, and that is what the very top of the
top sales pros are to their customers.
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Frank J. Rumbauskas Jr. is the author of the New York Times
bestseller, Never Cold Call Again: Achieve Sales Greatness
Without Cold Calling (Wiley, 2006). Frank has taught over
15,000 salespeople how to become top producers without
cold calling. For Frank's free newsletter, please visit:
http://www.nevercoldcall.com
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