Always Buy Local

By Don Cooper

We tend to think of talking as the most important element of communicating.  In fact, we sometimes believe we are communicating when we are merely talking.  But communication is a two-way street, and as Tony Alessandra points out in his book, Charisma, “When you want to win someone’s confidence, listening is just as important as speaking.  Good listening draws people to you; poor listening causes them to drift away.”  

By Don Cooper

On average, it takes nine impressions to move a prospect from “total apathy” (the state in which they don’t know who you are or what you do) to “purchase readiness” (where they are ready and willing to buy from you).  An impression is any time a prospect thinks about you: they talk to you on the phone, they receive a letter from you, they read your name in a magazine, etc.

If you’re looking for new prospects, referrals are your best source.  A person who is referred to you is five times as likely to buy from you as any other type of prospect because they already have some trust in you based on their friend who referred them.  So how can you get more referrals?  A leads group is one powerful way, although it’s not appropriate for everyone.

96 Great Business Networking Tips

1) If you are trying to find someone to talk to in a room full of people you don’t know, look for someone standing alone.  Odds are, that person doesn’t know anybody either, and will be grateful to you for introducing yourself.