Farming

by admin on November 8, 2009

Every good business needs young - and not so young- farmers

Farming is the phrase we use for the soft sell work that a natural consultant does without even thinking about it.
It starts with talking to clients and potential clients regularly – finding a reason to talk with them on a semi-regular basis; say one a quarter or twice a year. What do you think you would talk about? How do you start the conversation?
Well – you would assume that the client and you follow the same market so perhaps there is something to talk about in the market; seems like a good place to start!!
Developing a process to monitor and prompt the calls is not difficult but, as always, it’s the DISCIPLINE that makes the difference – was that word in “what world class sales organisations do”, oh yes, I think so….

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