The I’s Have It

July 27, 2009 at 8:55 pm | Posted in Adrian Miller Sales Training, Adrian's Network, Branding, entrepreneurship, Marketing, sales, Sales & Technology, Sales Training, small business | Leave a comment

Staying on the radar screens of clients and prospects is more important than ever for salespeople.  With demand for products and services only now beginning to pick up as the worst recession in decades slowly dissipates, it has become absolutely necessary for anyone involved in sales to be persistent, proactive, and patient.  How can this best be achieved without also looking desperate?

Remember the following three “I” words as you navigate through the sales process to walk that fine line between pushiness and persistence. They will keep you on the radar in a way that positions you as a valuable ally and resource – exactly who you want to be now and as the economy begins to improve.


If you’re like most sales professionals, you probably receive more invitations to tradeshows, industry and charity events, seminars, and get-togethers than you could ever possible attend. Don’t let them go to waste! Instead of “circular filing” them, dole them out to prospects and clients.

Of course, they have to be relevant to their particular industry or interests. But, by being generous with your invitations, you’re using a very non-obtrusive tactic to position yourself as someone who will go the extra mile to establish and grow a business relationship.

Don’t stop with the invitations that you’re not using. If you’re planning to attend an event or show, why not ask a potential or current client to join you? It’s the perfect opportunity to spend some quality time together, build the relationship, and learn more about their business needs.


One of the most valuable tools in any salesperson’s arsenal is their Rolodex. If you’ve built up an impressive list of contacts, you should be facilitating introductions – either cyber or in-person. You’re golden in the eyes of those you’re selling to if you’re introducing them to someone of value. If you want to garner some positive attention – give a referral. No one deletes an email or ignores a voice mail from a person who sends introductions!


We undoubtedly live in the information age. If you can be a true resource for information that is timely, interesting, and of value, you will not be forgotten. Utilize Google Alerts, and other online tools to stay as current as possible. Sign up for newsletters, journals, and blogs. And, generously pass along information that can help others with their businesses.

As you develop a reputation as a knowledgeable “go to” person, consider starting your own blog or signing up with Twitter where others can check in with what you’re deeming interesting and worth writing about.

What’s interesting about these three I’s is that they are free and readily available to each and every salesperson who is interested in maximizing their ability to provide great service. However, they require the ability to be engaged and interested in partnering with prospects and clients. At the end of the day, it’s not just about making a sale; it’s truly about forming a long-term relationship that is mutually beneficial.


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