Contacts

This blog is aimed at the people who are selling product(s) for a living.

If there is such a thing as that "one magic bullet" that will help you win more sales and make you more money it is your Contact Base.

Your contacts are everything.

So, some ideas:

• write down the name, phone number, and email address of everyone you meet.
• keep in touch with them on a regular basis. Even if you do not think you have anything of value to say a simple email checking to see if their business is doing ok and that they are keeping well will suffice. Once a month is plenty (otherwise you run the risk of being a nuisance).
• all contacts are valuable. Even if they have nothing to do with your line of business and they will never buy from you, they may well know someone who knows someone who will buy.
• if you promise to do something for a contact (read everyone you meet in your professional life), follow though - do it!
• never lie - your first lie will your last.
• take every opportunity to physically meet with as many people as possible - even if it is for coffee. You do not need to spend lavishly on all of them - in fact spending lavishly may actually backfire in some instances as it could be seen as a sort of bribe. You do not need to discuss any business at all. It is the face to face bonding that is important.

MOST IMPORTANT

• people buy from people!!! Assuming your product(s) and price(s) are within the realms of reality, what will set you apart from your competition is your relationship (personal & professional) with the buyer. Making a purchase is scary. Making a big, costly purchase is even scarier. At the top of the list is the purchase that, if it does not work as expected, could harm the purchaser's career. Buyers are human with human emotions. Buying is less an intellectual and much more an emotional experience. Use your relationship with the buyer to help him/her through their fears. Assure the buyer that all will be well - the product(s) will perform as promised, your forecast Return On Investment will be realized!
• if it all goes according to plan and the prospect becomes a client, and 3-6 months down the track he or she is happy with the purchasing decision, ask for a referral to another prospect. More often than not a satisfied client is more than happy to share his success story with his contact base.
• join a business networking site such as LinkedIn. This is an easy way to meet business people, thus enabling you to make new contacts, in your part of the world. It is one of the most cost effective ways of socializing in the business community.

Treat your contact base with the same care you would your money in the bank and you WILL reap the rewards.