1. Know how to get "in the door"

• Research: Use the customer's and other websites to learn about the company, identify key players and find news.
  
• Connection: Having a "reference" will give you credibility - something you can share together (people, place, events).
  
• Contacting: Don't rely on them to call you - keep calling, and leave 1 message.
  
• Qualify: Always quickly assess whether the prospect is a "fit".

2. Build trust & credibility FIRST!

• Steps: Understand them; sell you; sell company; sell products.
  
• Understand them: Don't push 'you' until you understand them.
  
• Get personal: Learn one personal thing about them (e.g. kids, sports, hobbies).
  
• "Little touches": Initiate lots of little touches - via phone, voicemail, mail and email. This will build trust and relationships.

3. ALWAYS have a "next step"

• A shared path: Build a critical path with the customer right up front.
  
• What's next?: Don't end steps without committed next steps.
  
• You drive: Avoid waiting for them. Whatever there is to do - you do it.
  
• Confirm: Use email to re-communicate meetings just booked and confirm meetings to come.
  
• Follow through: Complete, on-time, every action you commit to.

4. Have a purpose/goal for every step

• Strategy: Know what the desired outcome should be.
  
• Agenda: Define your agenda at each stage.
  
• Share it: Get commitment from them on each step.
  
• Follow it: Stick to your agenda.

5. Keep driving forward for the order

• Timing: Understand what variables effect timing?...Budget? Another project? A board meeting? A pending order?
  
• Build a Critical Path: Assume the sale, and build a critical path towards the "finish line". Get the customer involved.
  
• Begin the project: This is riskier. Book a "kick off" meeting with the client to begin work. If they are NOT ready, they'll pull back.