Walk Like a Giant, Sell Like a Madman

4.4. Your Chapter 4 Checklist

• If you have a habit of sitting behind your desk waiting for business to come your way, break the habit and start cultivating a farm area.

• Choose a farm area where you would like to live and work and with which you are already familiar.

• Research several prospective farm areas and choose the one that you think has the most sales potential now and in the future.

• Research your farm carefully, so you become an expert on everything you need to know to effectively sell your products and services to your customers.

• Get to know the people in your farm area.

• Whenever you meet people, add their names, contact information, and additional details about them to your database or contact-management program.

• Keep in touch with clients, past and present, so they will think of you first whenever they are in the market for what you sell.

• Support the communities you serve, so your clients are well aware that you are dedicated to their success and the overall well-being of their community.

• While sowing the seeds for future business, keep hunting for business so you continue to earn as you make the transition from hunter to farmer.