In my last blog I mentioned businesses need to be out in the market place in a more proactive way. They need to position themselves as leaders and lead the way for the long term sales results. It is not productive to be followers into a potentially short term crisis. They need to enhance leadership and to truly be in the sales result business.

Businesses not only need to clearly define their target prospects but they also need to know where to find them, how to approach them and how to engage them into a buying process in order to maintain and nurture their sales results.

Solid sales results can be achieved primarily by dissecting the data base of customers and by utilizing the ABC criteria discussed in previous blogs and articles. The idea is to identify and profile the A and B clients of the past. Then, maintain and develop the relationships with each of them in order to sustain sales results. Finally, map out that particular profile in the market place for other prospects while meeting the A and B criteria necessary to produce sales results.

Subsequently, find these clients. What organization or associations do they belong to? What sports do they enjoy? What clubs have they joined? Lastly, to fortify sales results, deliver a strategy for meeting and building an optimistic relationship with them.

You can build a relationship by joining as an active member in the same associations, clubs, etc. You can hold an educational talk or seminar. You may write educational articles and tips for the magazines they read. The main idea is to position yourself as an expert or an authority in the marketplace. Your name will signify sales results and will rest at the top of their contact list.

During these down times, this type of relationship building must be done more often than ever before. Sitting in a sales office will not produce sales results. Go after what you want and get the sales results you deserve.