The One, Two, Three’s of the KLT’s!

December 8, 2011

As we speed to the end of the year, we all wants our sales numbers up and our year to be better than it was in 2010. But, client acquisition is clearly the most time consumptive endeavor for any sales professional.  It simply takes a while to build a customer base and a solid referral list.

If we bat zero on a day we really need a sale, we make zero on top of that. Sometimes frustration sets in and we start to over react and over think. As we all know, salespeople are an imperfect lot. The challenge of finding customers is always the continuing saga.

Remember the old adage, we can’t see the forest for the trees?  Our success rate for new clients that are derived from cold calls and cold visits are very low. We need to focus on where the action is for client growth. It is all in the KLT’s! A KLT is a KNOW LIKE TRUST. People who we know, like and trust are our best sources for quality clients and prospects.

Dale Carnegie once said, “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

Start a new strategy by tapping into people we know. They not only know us well enough to think good things, they probably know someone who is also interested in our products and services. Calling our best customers, our best suppliers, and our favorite business owners across Indiana will generate quality prospects. Remember sales is a numbers game. Out of a volume of KLT driven leads will be enough business to make our December. We just need to focus on those who know us. Make that call and that visit today! It is time to say, “Thank you and Merry Christmas!”

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