Phone Pitch, Referrals, Letters, and Office Meetings are the more conventional ways in which to approach / meet prospects. But in a market that is harsher than many could have predicted or expected isn't it time to ditch the more conventional methods and try something a little more creative?!
Trying to sell in a market wherein there are so many selling the same products / services to the same set of people is an unenviable task; but there are ways you can gain advantage over your competitors.
1. Arrange for a meeting away from the conventional places; maybe a polo tournament or the upcoming AY gig; or a music concert. But make sure you have a very good seat / table.
2. Your prospect may like tennis, golf, or some other outdoor sport. If so, then invite him / her to a round of golf or a game of tennis.
Such moves make you stand out from the rest.
Your aim should always be to think of new and different ways in which to build relationships.
Once there's a relationship there will always be business.
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