Selling

Most business pundits list a variety of key elements that can help ensure a successful sales effort for small or large companies. That list begins with leads, which can be gathered through trade shows, advertising/marketing campaigns, networking, business directories, lists from mail houses, or trade/professional associations. Once you have the leads for your business, you’ll need to break the ice with an introductory letter, e-mail, or telephone call to the prospect. If the prospect has provided you with the lead, the ice will probably already be broken. If you got the lead from another source, start by telling the prospect how and where you got his/her name and describe the key benefits of your product or service.