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Where Is My Next Piece of Business Coming From?

Written by: Don Zihlman

Article Overview: Keeping the pipeline full is important to every business person and to every sales person. Too often we get so busy we forget to develop business for "down the road."

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Where Is My Next Piece of Business Coming From?

If you work in any form of sales (what business doesn't make sales?) you have most likely experienced some form of a cycle in your business. We all have them, big and small businesses experience it. So what do you do to snap out of it? You get off your marketing/sales butt! Things will happen when you make it happen.

Depending upon the kind of business you are in and how you work, it may mean becoming more aggressive with an advertising campaign. Or, it may mean that you make more calls to current and prospective clients. When was the last time you spoke with your top 20 clients or customers? If you talk with people, suggest ideas, ask questions, you never know what may come out of the woodwork. After you speak with the top 20 clients, move on to the next 20 and so on. Activity causes activity.

When things are going well we tend to slack off regarding drumming up more business. We may be up to our ears in projects, so busy taking care of our current customers, that we don't think ahead. We don't make the sales calls that we should, we may not be making any marketing effort. However, at some point that will come back to haunt you. Set aside a certain amount of time on a regular basis for a marketing/sales effort. One hour each day, or two mornings per week. Whatever it is, do it and stick to it. Consistency pays off. Your business is counting on you.

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About the Author: Don Zihlman
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Don works with individuals and businesses that want to increase sales and grow revenue. He learned sales “on the street”, and through his StreetSmart Sellingtm sales training program ( www.streetsmartselling.com ) he takes his experience and turns it into practical ideas on sales and marketing. For over the past 30 years Don has been a consistent top-billing radio advertising rep, a radio sales manager, and for over 15 years, president of his own marketing and advertising agency. Today, He consults a variety of businesses on matters of marketing, advertising and sales. Now he takes this experience and translates it into an effective program of sales training for those who meet with clients on a direct face-to-face basis. Don is a member of the National Speakers Association, and the Maine Association of Professional Consultants. He can be reached at 1-877-DON-ZIHLMAN or don@streetsmartselling.com

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