49. A sense of pride. 

Embrace who you are and what you do. I am a salesperson and so are you. It’s what we do. Some of us have decided to call ourselves “business development” people in an attempt to distance ourselves from the much-maligned word. But there isn’t any more potent or powerful way to develop business than to sell.

—S. Anthony Iannarino, 2012

48. Take the time to get to know each client.

Do not be presumptuous, or use a cookie-cutter approach. Just because a person has reached a certain age doesn’t mean they are old, or that what’s important to them is the same as what society says it should be for a person of that age.

—Robert Collins, 2012

47. Don’t give up.

Eighty percent of all sales are made on the fifth through twelfth contact you have with that prospect. Don’t just give up after calling three times and leaving voicemails; until they tell you “no,” they are still a valuable lead.

—Melissa Johnson, 2010

46. The sound of music.

I’m a trumpet player. I play short concerts with background tracks for senior groups, and then share financial ideas that pique their interests. They fill out a response card, which also asks if they want to meet with me. I’ll usually have four to eight people that want to. Many times the church or senior center will pay me to play. It works well enough that I don’t do seminars and my production is over $8 million.

—Dr. Bill Clark, 2010

golf45. The 19th hole. 

Being in Florida, we invite our top clients and their friends who play golf or tennis to come out for a free lesson. We get to know their friends and they get to know us. It’s been very successful. No selling, just networking and having fun.

—Gene Herscher, 2012

44. Listen to your “board.”

When I began my insurance-selling career I had a “board of directors.” These folks were my friends; they were in other lines of business and were willing to refer prospects to me. I touch base with them once a month.

—P.A. Dunfee, 2009

43. Phone time.

Don’t do the bulk of your prospecting during prime business hours. Leave voice mail messages at night. They will be the very first messages your prospect hears in the morning, thereby increasing the odds of them placing a returned call.

—Adrian Miller, 2009

42. Brown Bag it.

My best marketing idea is a monthly program called Women and Investing Brown Bag Lunches. One day a month I hold a free, no-sales meeting for women only, who want to learn more about investing. They bring their own lunches and we meet for an hour on a specific topic that I briefly “teach” and then we all discuss. They bring their real-life examples and questions. It’s easy to put together, it’s low-cost and helps the public view me as an expert.

—Drue McCracken, 2008

41. Say “Thank You.”

Always thank a client for giving you a chance to be part of his or her team. 

—Jean M. Gianfagna, 2012

For more sales & marketing tips, visit LifeHealthPro’s 100 Best Sales & Marketing Ideas.