101 Marketing Strategies Phần 3 doc

the prospect is, the more he seems to linger around you. So

what do you do?

First, make it a rule to not give any unqualified prospect

more than two minutes of your time at a networking event or

trade show. Second, say, “Thanks for stopping by, I hope you

enjoy the evening.” Third, turn and move on to the next person

in line, or step across the room and “capture” a more qualified

looking person.

Conclusion

Using a series of qualifying questions will enable you to deter￾mine quickly if this person is qualified to do business with you.

Many people you meet will not be. Use the David Letterman dis￾missal and invest your time with prospects who are qualified.

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CHAPTER

FOUR

Gaining Access to

Decision Makers

17 Reaching Decision Makers

18 Tips to Help You Gain Access to

Decision Makers

19 Your Message is the Lure, Your Promise

is the Hook

20 Speaking Helps Open Doors

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