Hit lots of leads simultaneously since only a minority of deals will ultimately close, no matter how promising they look in the beginning.
Know precisely which services you wish to sell to each person based on his likely requirements. Suggest solutions based on previous customers in similar situations.
See what others in the prospect’s industry do for their solutions.
Know who your existing clients are and how to use them as references.
Consider doing a tag-team on deals, exposing the prospect to several trustworthy, friendly, capable coworkers. This is often very successful
When possible, use your prospects’ consultants to help close the deals. Likewise, consultants might give you access to additional business from their other customers if they appreciate your service. Consultants are, therefore, leveraged prospects who should be considered high-priority.
Once you’ve made a sale, check up on your customers and try to sell them additional services while also attempting to get references.
Plant lots of seeds that could grow into good deals and opportunities far in the future. Build a pyramid of referrals that will spin-off business indefinitely.
Recommend add-on services. Say, “I will be in your building at two o’clock, may I stop in for ten minutes to show you/tell you about…?” This way, you’ll spread a wide net over various markets while still getting the most out of each individual contact.
Consider offering your prospects a questionnaire, if that makes sense for your product, and then take their feedback seriously to help improve future offerings.
Document the good ideas and solutions that you learn in the field and include them in your Best Practices or Standard Operational Procedures master documents, so they are easily at hand when you want to re-use them and teach them to others.
