Interpersonal Business

Prospecting for new customers takes us out of our comfort zones and interrupts our routine. To take the dread out of “the dreaded cold call,” your sole objective should be making an introduction, not making the sale. Approach rejection as an initial response to a positive outcome still under consideration. For a variety of reasons, nearly twenty percent of a territory’s account base is lost every year. Devote twenty percent of your schedule – a full day each week – to opening new accounts.

Establish priority in your schedule. If your objective is to have a personal conversation with a client, never leave a message! You must take full responsibility for initiating your priority conversations. Create a sense of urgency regarding appointments; make your customers adapt to your schedule. Don’t be afraid to position and create an equal sense of value of your time in the eyes of your customers.