When business is slow, the temptation to tell your story to whomever will listen is great. After all, talking to someone—anyone—is more productive than sitting at your desk waiting for a potential customer to call. Right?
Be choosy about the people to whom you “tell your story.” Use your existing customer base to identify the characteristics of your best customers. With that information, develop a profile of your “ideal” customer. Then, search out prospects that most closely fit the profile. You may meet with fewer people, but you’ll close more sales.
2. You’re not sufficiently selective about the prospects with whom you meet.
Expressing an “interest” in your product or service is not a strong enough reason to schedule an appointment with a potential prospect.
Find out why prospects are interested and what sparked their interests before you schedule appointments.
If pros...(register to read more)