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17 November 2005

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Rick Cooper, The PDA Pro

Thanks for the mention Mike. When it comes to sales, what's old is new again. I think many sales professionals are beginning to see the benefit of getting more face time with customers and prospects. It's more difficult to get people on the phone these days and due to regulations on telemarketing, you have to be very careful. And spam has made email marketing a lot more challenging. And, advertising on the radio, TV, the internet and other mediums continue to evolve.

So, I think the fact that someone has the courage to visit businesses door-to-door is admirable. I think a better strategy would be to contact existing customers and ask for referrals.

I would also suggest becoming more active in their chamber of commerce and join a business leads group such as TNI, BNI or LeTip. Cold-calls are difficult to develop into a meaningful relationship, but it can be done. Remember that banks in particular have a narrow geographic focus due to the multitude of branches in many areas. So, the battle is fought street by street.

I recently participated in a business walk sponsored by our local chamber of commerce. Business, chamber and county officials literally went door-to-door to visit businesses and survey them on the state of their business. There's something about meeting people in person at their place of business that builds rapport.

At any rate, don't discount any sales strategy until you've tried it.

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