This week, I’d like to discuss the third way in which a salesperson can maximize sales. In other words, how to acquire more people that you can sell to. The following is a checklist of things that a salesperson should do in order to achieve this goal.

• Ask every existing customer for a referral. Ask if you can mention their name.

• Send a thank you note to every customer – no matter if they buy from you or not. Put a couple business cards in the envelope.

• Make a follow-up call, after purchase, to every customer – ask for a referral.

• Promote your business by passing out a business card to every one you meet. For example, your bank teller, postal clerk, mechanic, doctor, dentist, etc.

• Call your existing customers and invite them back for a holiday or special event.

• Network through your church, school, social events, children’s sporting events, etc.

• Keep a “wish list” file of gift items.

• Get involved in groups like the Chamber of Commerce, Rotary Club, Lions Club, and so on.

• Get involved with groups like Junior Achievement, D.E.C.A, and intern programs at your local schools.

• Be active and remember you are always working to promote your business. Remember it is your business even if you don’t own the place.

This list is just a start and there are more – look at every opportunity in life as an opportunity to acquire more potential customers.

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