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
45. 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