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Successful Selling for Small Business: What It Takes and How to Do It by Jackie Wade

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Chapter 5. Connecting

By now you will have gained clarity about:

  • Who you specifically wish to target, and
  • The potential value of your product or service to them.

Your next step is connecting with your prospect. The question often pondered is how best to do this – by phone, email, letter, formal introduction, networking event, social media such as LinkedIn? The options are extensive.

Let’s be clear – there isn’t one single best way to connect with a potential new customer. It truly is a case of different strokes for different folks, both from a seller and buyer point of view. What will work well in one situation may fail miserably in another. The key thing is to experiment and test different approaches and entry points. Find out what ...

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