Executive Suite: Face-to-Face Prospecting for Small Companies

Author: David Claerbaut

Publisher: MyPrintResource

Date Published: May 1, 2015

A week or so ago, I met with a client. Let’s call her Jennifer.

Jennifer got out of the production end of printing and is now a broker. In a word, Jennifer needs sales. She wanted me to work with her on a strategy to build her business beyond her current referral network.

Jennifer was not quite ready for big corporations; she was more comfortable with small businesses. What we talked about was walking in and getting sales opportunities. Now.

A few months ago we talked about face-to-face prospecting in this space, but that was aimed at getting in to larger corporations. Here we are talking about small businesses that use printing. You will note some similarities but the game is not the same.  

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