Filed Under:Your Practice, Sales Marketing

Five tips to prosper from prospecting

When courting new clients, it's easy to fall into old habits. Yet in this new, digital age, it's essential that your prospecting gets a makeover now and then. Many of these could be considered "old" rules, but in this case, oldies are definitely goodies.

  1. Stay professional in the virtual realm. Don't publicly post anything that would appear unprofessional to a potential client on sites such as Facebook or Twitter. Use your privacy settings when posting personal information.
  2. Talk it up. Spread the word about your services to everyone you know. Take advantage of professional networking websites such as LinkedIn, and work with referral firms that specialize in your market.
  3. Know your prospect. Customize each correspondence to the particular client you're courting. Personalization makes a big difference to those on the receiving end.
  4. Sweat the small stuff. Make sure all correspondences are error-free. Be vigilant about spelling, grammar and punctuation in all written communication, including thank-you notes.
  5. Recognize first impressions in any form. Keep voice-mail greetings clear, professional and succinct. Also, avoid using unprofessional e-mail addresses. Simple is usually best: your first name and last name.

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