Causal ConversationWhen I first started selling, I sold vertical markets.

I sold actually soft cover book printing and the vertical markets that I targeted were book publishers as well as high technology companies.

I didn’t understand what I was doing at the time, but it worked out pretty well for me.

What I did was I took a bucket of 300 wish list customers that I was calling on. I found them through directories in the Bookbuilders of Boston as well as Mass High Technology directory and I committed to visiting 10 to 20 of them a day.

So basically I could get through the list of 300 at up to 100 a week and every 6 weeks I was revisiting the same customer. It allowed me to touch these customers 6 to 8 times a year. At the end of the year I would consistently accumulate 23 new accounts using this simple routine.

When I went into the office furniture industry I used the same system for companies that had lease expirations. We bought lists that would tell us when leases were expiring.

I also actually became friends with commercial real estate brokers who provided me lists that they were considering to work but did not have the time to work so I worked the lists for them.

Using the same routine, visiting nearly 10 to 20 of these same 300 companies, I was able to accumulate on average 23 new accounts a year. It is a simple but effective way to retouch prospects 6 to 8 times a year.

When you convert them into an account you just put another prospect into the pile of 300. So this way you always have 300 companies to call on, it just provides a governor on how frequently you visit these companies.

Visiting your prospects 6 to 8 times a year will make you memorable and also provide you the opportunity to walk into timing when they are ready for you.

Use the rule of 300. It works.

In Joe’s Words

Get Results Early And Often

 

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