Broaden Your Sales Circle with 4 Simple Steps

Diane Glover

Apr 30, 2019

If you’re like most sales professionals, you probably spend much of the day keeping your existing customers happy.

Because there often isn’t not much time left to drum up new business, it’s essential to make the most of your precious networking hours — or even minutes. Fortunately, you probably attend community functions where you rub elbows with potential customers. With a smart system for handling these opportunities, you can increase the chances of meeting new prospects.

The next time you’re invited to a charity event or other professional gathering, try this four-step plan and make your connections pay off:

Step 1

Try to meet six new people, rather than standing around with people you know. Go right up to strangers and introduce yourself: Many people are shy and looking for someone to help them feel comfortable. Ask about the person’s company, position, educational background and interest in the sponsoring organization.

Step 2

When people ask what you do, don’t just say, “I’m a sales rep” or “I own a computer company.” Create a brief one-sentence description that gives value for your clients. For example, “I’m a software sales specialist who helps small companies become more efficient.”

Step 3

After five or 10 minutes, politely say good-bye. Ask for your new acquaintance’s contact information (you can swap using smart phones). Mention that you periodically send useful information. If you uncover a pressing issue, request permission to call or text. Move on graciously by saying, “It was nice to meet you” and approach the next prospect.

Step 4

When you return o the office, enter the contact’s information into your company database of potential clients or customers. Include these contacts when mailing marketing material and send any information that highlights your relevant expertise.

For top candidates, send a follow-up e-mail letting them know you enjoyed meeting them. Then try to set up a meeting.

Be proactive: This four-step plan lets you turn small talk into a wide circle of valuable customers and acquaintances.

More Resources

Guide: Next Level Accounting Services for Your Growing Business

Guide: Build a Better Business by the Numbers

Case Study: Strategic Accounting Support from Acquisition to Sale

About The Author

As the Manager of Practice Growth, Diane focuses on the market awareness and growth of Kirsch CPA Group…

dglover@kirschcpa.com

Sign Up for Email Updates

Accounting & Financial News

Celebrating 100 Years of Service Milestones at Kirsch CPA Group

At Kirsch CPA Group, we are focused on creating a dynamic employee-owned organization where team members and clients have a…

Update: Corporate Transparency Act (BOI Reporting) is On Hold

Updated 12/30/2024

The U.S. Court of Appeals for the Fifth Circuit has reinstated a nationwide injunction that temporarily halts the…

Should Your Nonprofit Use Quarterly or Monthly Financial Statements?

The complex accounting demands of running a nonprofit organization can quickly outgrow the resources available to manage them.

While many…

Recent Posts