You Better Get Personal!

In her book, GET CLIENTS NOW!, C.J. Hayden states that the most effective way of getting new clients is via Direct Contact and Follow-Up. While not practical for all businesses .... you won't see McDonalds or Wal-Mart with a national outside sales force; it is most effective for professionals, consultants, and coaches, as well as local SMBs. Hayden says; "Direct contact means making personal contact with a prospective client by phone, in person, or by mail, fax, or e-mail. To get results, your first contact must be truly personal, not a form letter or broadcast email. If you make contact in writing, personalize your your communication by addressing it to a specific person and mentioning some issue you know he or she is facing. If you don't do this, you are merely generating direct mail, which is an advertising strategy."

Here is the networking equation for getting new clients:
Networking leads to Referrals which leads to Direct Contact/Follow-Up which leads to Presentations which leads to Sales

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