[Fredslist] PROMO: Ever Wonder What to do When the Lunch is Over?

[Adrian Miller]

It seems simple enough. “Let’s do lunch and talk some business.” But  
without a plan of action on how to follow up after you’ve taken your  
last bite, you might end up with a prospect who falls off the grid.


A business lunch is a great business development tool, but it should  
be only one step in your sales process. Most clients are not going to  
be won over with one meal. Expect to be in it for the long haul. It  
may take months, if not years to cultivate and win a client.


Once you’ve had the opportunity to plant the seeds of a relationship  
with a business lunch, it’s crucial to nurture them to make them  
grow. Consider the following:


Stay in regular contact with your prospect by using a contact  
management system.


Find ways to stay on their radar that may be slightly “out of the  
box” such as sending invitations to unusual events (gallery openings,  
fundraisers, sporting events).


Demonstrate that you’re thinking of them by emailing articles and  
links that might be of interest.


Be a conduit to other people that might be of interest to your  
prospect. Facilitate introductions, so that you are viewed as a  
valuable resource.


Be patient and understand that persistent and intelligent outreach  
that is value-driven and not merely “touching base” will ultimately  
help you to convert a prospect into a client.





Best
Adrian

Adrian Miller Sales Training
516-767-9288
516-445-1135 (cell)
www.adrianmiller.com
http://www.adrianmiller.com/blog/

Our fabulous teleclass on 5/20.  Here's where:
http://www.diresta.com/teleseminars/newteleseminars.html

See my book: The Blatant Truth: 50 Ways to Sales Success" at
http://www.theblatanttruth.com/

Be certain to attend the Annual HIA Business Trade Show & Conference  
on May 22nd. It's not to be missed:
http://www.hia-li.org/tradeshow2008/


"What if we train them and they leave? What if we don't train them  
and they stay?"




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