Use Your Contacts

In sales, your most valuable ally might not be the customer you've targeted.

Learn how to "suck down." That's right. All"strategic" plans aside, getting new business often comesdown to whether one secretary likes you or not. If you're rudeto Mr. Big's assistant, you risk getting stuck in the"Sorry, he's in a meeting" zone. Be cordial toeveryone you deal with-secretaries, receptionists, assistants,doormen, etc.

People who are in sales are well aware how important this ruleis. A fellow who covers a broad territory for his products nevermakes a stop without leaving something with the secretary orreceptionist. He makes notes about what their kids are doing, wherethey took their last vacation, and what their new car looks like.Remember, sucking up changes the color of your nose. Sucking downchanges the color of your balance sheet.

Excerpted from 303 Marketing Tips: Guaranteed To Boost YourBusiness

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