Pick What’s in Front of You

Robert Middleton, www.actionplan.com

Robert Middleton has been helping independent professionals become better marketers since 1984. “When helping my clients with their marketing, we’ll often be working on how to contact new prospects most effectively,” Middleton explains. “We’ll look at associations, directories, and mailing lists, and discuss the most appropriate ways to get prospects’ attention and get in front of them. Then I ask whom they know in their current network of business associates and past clients to contact as well.” Middleton continues,

It’s not unusual that they have a contact list of several dozen, if not several hundred, people whom they have some business connection with. When I hear this, I suggest they put any cold contacts on a back burner for now, and pay closer attention on how to pick all that “low hanging fruit.”

The truth is, you may not need to make as much effort as you thought to generate new clients. They may be closer than you think. Still, you need a plan to contact these people, and make the best of those contacts.