What Business Are You REALLY In?

The very first thing I remember my father teaching me about The Brooks Group is that we’re not in the sales training business.

We’re in the NAME ACCUMULATION BUSINESS!

The same is true for you. Whatever you’re selling, you should be gathering as many names of “suspects” as possible. A suspect is someone who might, possibly, eventually do business with you.

Thanks to technology, it’s become far easier to — over time — turn those suspects into prospects (and eventually raving fans of your offering) than when my father first shared the tenant with me.

But his words are as true now as ever: The best technology is worthless without a good, solid list of names to leverage.

What are you doing to gather names? How many people do you meet in a year, a month, a week, or a day who could benefit from your offering? How are you remaining in front of them?

Do you have a drawer full of business cards belonging to people who might want your offering? Do they remember meeting you (or even know what you do?!)

It’s critical that you remain first, last, and always in the minds of your prospective buyers!

@JebBrooks

About Jeb Brooks

Jeb Brooks is President & CEO of the The Brooks Group, one of the world’s Top Ten Sales Training Firms as ranked by Selling Power Magazine. He is a sought-after commentator on topics related to sales, sales management, and adult learning, having appeared in the Wall Street Journal, Money, Fortune, and CNN. Jeb is the author of four books and numerous articles.

  • http://Midmarketman.wordpress.com Brian Pauley

    Great post and incredibly true, Jeb. With technology available to sales reps like CardMunch, there really isn’t any excuse for not getting those business cards into your address book, on your call list, and into a buying mode!

  • http://www.brooksgroup.com Jeb Brooks

    Thanks, Brian. I’m a big fan of WorldCard Mobile for the iPhone. It’s a lifesaver at conferences and meetings. With your endorsement, I’ll also check into CardMunch.

  • pinny

    Jeb,
    Great point
    Thanks and good luck
    Pinny

  • http://www.predictiveresults.com Steve Waterhouse

    Thanks. This is helpful. I have not tried CardMunch and will look into it. Do you think these types of programs are better than something like ACCESS or ACT?

  • http://www.brooksgroup.com Jeb Brooks

    Steve,

    The tools Brian and I are talking about just gather data and make it available for a contact management program or CRM. Like anything, the secret is in what you DO with the data you gather!

    Thanks for the comment.

    - Jeb Brooks