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by Alan Rigg
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re of your new role, start pursuing NEW relationships. Don't limit yourself to contacts that may themselves become prospects. Also look for opportunities to develop relationships with people that can REFER prospects to you. This includes:
* Mortgage brokers
* Bankers
* Salespeople in non-competing sales roles (i.e., new home sales vs. resale)
* Property managers
* Corporate relocation managers
You can also pursue relationships with people that have large customer lists such as accountants, financial advisors, and insurance agents.
Focus on getting to know your potential prospects and referral sources as PEOPLE. What do they do for a living? What constitutes an opportunity for them? What are their issues and concerns? What are their personal interests and passions?
If you constantly have your "radar" up, you never know when you will run across a resource that could be helpful to someone else. If you focus on helping other people accomplish their goals and fulfill their needs and wants, you will be astonished by the number of referrals that come your way.
As you build your list of satisfied customers, you will be able to expand your sales success through referrals and testimonials. However, the strategies described in this article will always provide a boost to your opportunity pipeline!
About the author:
Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. His company, 80/20 Performance Inc., supplies specialized sales assessment tests and consulting to help organizations build top-performing sales teams. For more sales and sales management tips, visit
http://www.8020performance.com
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