Issue link: https://docs.hic.us/i/403552
way of business, so don't expend too much time or effort on them. In fact, after a careful review, you might want to delete these names from your list. TURN LEADS INTO SALES – FOLLOWUP! Sales rarely happen by themselves. It takes persistence and follow up to turn a lead into a sale. Don't be shy, but don't be too overbearing either. There is a fine line between the two, so handle the follow up process with a high degree of enthusiasm, that is tempered with a small portion of caution as follows: 1) Pursue an appointment. You still have to get your foot in the door and make your presentation. 2) Be prepared. Find out as much as you can about your potential customer - company background, competitors, etc. 3) When doing your presentation, sell the benefits of your product or service, not the features. The customer wants to know how your product is going to benefit him, save him money, or increase productivity. How it works is of little consequence or importance. 4) Be persistent. After making your first presentation, follow up to answer any questions or objections, then,... 5) Ask for the order! NETWORKING GUIDELINES AND TIPS The following networking guidelines will help you gain important insight into networking effectively. • LEARN TO LIKE YOURSELF You must like yourself. Every positive relationship begins with a healthy self- image. • BE WILLING TO RISK All of life involves risk. In probing a potential network for contacts, information, or common interests, there is the potential for rejection, and thus risk. • LEARN TO OVERCOME THE FEAR OF REJECTION The fear of rejection is one of the major causes of failure in selling, relationships, and business. We all have a fundamental need to be liked, accepted, and loved. But don't let this get in the away of reaching out to others via the networking process. Don't think that everyone you meet is going to like you. It is unreasonable to think that you will be accepted by everyone you meet. • MAKE THE FIRST MOVE In any encounter, someone must initiate the relationship. Take the lead by introducing yourself and getting a two-way conversation started. The best method is to either ask an open ended positive question related to the environment or person or make a positive statement about the environment or person. Then follow it up with an open ended question requesting an www.hsi.us care@hic.us 123