2. Follow-up. After you make a contact, follow-up quickly with a brief thank you note: "Thanks for taking the time to chat today. I look forward to our next visit." Enclose a business card and mention anything specific that came up during the conversation to make the note more meaningful. If you publish a newsletter, have a brochure or other promotional material, send it as well.
3. Use repetition. Even if people like you, they normally don't go to much trouble to remember you. That's why repetition is important. If you don't have a regular mailing of some sort (newsletter, company update bulletin, etc.) come up with one and send it out 6-8 times per year. When you can, blend in a phone call every 90 days or so just to see how things are going, notify your prospect of a special or even better ask for a referral. Balance phone calls with mailers for the best effect. E-mail is also a viable option if you get their permission to keep them posted on specials or what's going on. Spam mail is deemed as such an imposition these days you risk turning your customers off by sending them too many unsolicited e-mail messages.
Prospecting is not rocket science. It is work, which is why so many salespeople won't go through the trouble of doing it. But if you examine the highest paid professionals in sales, they have prospecting in common as a regular discipline. It sets them apart from the 'wannabes' in sales and helps them turn pro. You can't take potential leads for granted. You must plant seeds over and over again if you want to harvest an income worthy of your family's needs and wants. Start prospecting today. If you're going to be in front of people every day anyway, you've nothing to lose. If you're too lazy, you should find another line of work, or resign yourself to being a speck in the mosaic of other also-rans in sales.