Unprepared salespeople fail because they haven't done the necessary work in planning their approach to the prospective customer:
Once people learn the Right Person-Right Approach method, they don't go back to their old ways. It is a reliable relationship-building road map for those seeking to achieve virtually any business or personal goal. Profiling potential contacts to determine who would likely have exactly the right set of knowledge, relationships, personal characteristics, abilities and inclination to provide the information needed to narrow down and access the sea of prospects matters.
In business, we often hear that it's not what we know, but also who we know that can help us find success.
As the business world and the Internet become increasingly intertwined, it's becoming apparent just how relevant that platitude is to the success of your career and business. Particularly when it comes to search marketing, as it is necessary to accumulate inbound links from other sites to your blog, website, LinkedIn and Facebook pages. Of course, before anyone will want to look at your content, they have to find it, which is why you should also identify widely searched keywords related to you and your niche and then use these keywords in your site's content.
Simply put, success is not only determined by what you know but also by whom you know.
Formula for Success: The formula for both personal and corporate success = your human capital (what you know and can do) times your social capital (who you know and who knows you) times your reputation (who trusts you).
Relationships matter more than anything else.
Your goal is to build and maintain many strong relationships. That means nurturing those contacts, even after they no longer seem useful. Make it a practice to connect with people in your networks; both professional and personal. Use social channels to find out what's going on with them. It's important to stay in touch with others within our professional circles.
But the most important relationships to nurture are those with current clients--not only because doing so helps us keep their business, but because they are best positioned to refer more great clients. They know our value better than others since they have received a measurable ROI from our products and services.
Success is all about building relationships. Once you've done the groundwork to earn someone's trust and friendship, don't waste that effort by neglecting to stay in touch.