Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Networking

Some might think that networking is an obvious recommendation and not worthy of mention in this book. However, networking can take place at two levels: the obvious and the not so obvious. The obvious form of networking would be to network within the industries of your clients and prospects—in other words, to network within your target market. The benefit of this type of networking is that it establishes you as a player in the industry, gives you industry visibility, and allows you to meet the other players in the industry—your colleagues as well as your prospects. The negative aspect of this type of networking is that you always meet the same people and everyone has their guards up. In other words, they expect you to sell! This preconception ...