Prospecting in account management (farming)

Ways to find new customers through advertising channels  Written by Jamie May  This is really a new series where we look at prospecting, or finding new clients. It’s 20 times harder to get a new customer than retain an existing customer, it’s hard work, very few people are any good at it. But here are…

Ways to find new customers through sales channels (hunting) Written by Jamie May  This is really a new series where we look at prospecting, or finding new clients. It’s 20 times harder to get a new customer than retain an existing customer, it’s hard work, very few people are any good at it. But here…

+1 Written by Jamie May  The plus one or the +1, is a sales technique for on the road reps, canvasser or when doing face to face presentations and meetings. When doing face to face meetings the travel time particularly in Sydney and Melbourne can take easy an hour each way. Turning a one hour…

Canvassing & soliciting  Written by Jamie May  You don’t see canvasing much any more because the office is a ‘nice to have’ now in business. Canvassing is walking around knocking on doors taken from political campaigns. Different to door-to-door sales which is more like a product demonstration; canvassing is just making introductions, like local area…

Networking Written by Jamie May  Networking is simply the act of meeting people and promoting your business mouth-to-mouth. If you’re not a social person, or an introvert, dislike blending your social life and work life, or not naturally inclined to easily make friends this may not be for you. You should really read ‘How to…

Email campaigns (marketing) Written by Jamie May  Email marketing is overused and easy to ignore, but it is a low-cost effective way to get your message out there. Best use is branding/ newsletters/ quarterly round ups/ to push out a promotion to current or past loyal customers Cold emails or introductions should be short and…