Book: Mining Your Database - Making More Sales Through People You Already Know by Steve Hoffacker
categories: Book, Making More Sales, Referrals, Selling to Friends, Traditional Advertising, Marketing, Self-Generation of Leads, Prospecting, Sales Leads, Intentional Lead Generation, Proactive Lead Generation, Lead Generation
Steve Hoffacker about this book: One way to meet new customers is to wait for them to call you, email you, or visit your office or showroom through traditional advertising and marketing. Another is to take matters into your own hands by enlisting the help of your friends, neighbors, relatives, acquaintances, social media friends, and casual contacts. Make sure they are aware of what you're doing and request their help – either directly if they might have a need for what you offer or by referring others to you who might have a need for your product or services. Instead of waiting for traffic to arrive that has been generated or attracted by conventional forms of advertising and marketing, a more intentional approach is to produce interest among people that you already know and who know you. Some will have a need for what you provide, and others will introduce to people you can help. Learn how to start generating your own sales leads with people that you already know - no matter how well or how long it's been since you've spoken with them.
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