Part 2. How to find New Business
‘Everyone is surrounded by opportunities, but they only exist once they have been seen. They will only be seen if they are looked for.’ | ||
| --Edward de Bono (b. 1933), creative thinker | ||
New business or existing customers?
Where should you concentrate your efforts? It is tempting to restrict your sales activity to clients you already know.
It is certainly easier talking to people you already know and it is the best way to find extra work in the short term. Working with existing clients gives you a quicker payback than finding new clients; much like sugar gives you a quicker payback of calories than some other forms of carbohydrate. For this reason, many companies make conscious decisions to focus their sales activity ...
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