| | Existing Customer Business |
| | Create a touch-point program. |
| | Take at least three existing customers to lunch each month |
| | and invite a new prospect to join us. |
| | Create some sort of Web-based seminar series for my existing customers. |
| | Create a user-group within my existing customer base. |
| | Create a noteworthy monthly newsletter. |
| | Contact each of my existing customers no less than once per month with a new idea they cannot get from anyone else. |
| | Prospect within my existing customer base. |
| | Personally meet the top executive at each of my existing customers' businesses. |
| | Ask each of my existing customer contacts to introduce me to one other person within theirorganization. |
| | Knock on no less than three new doors, departments and divisions within each of my existing customers' businesses. |
| | Don't forget to calculate your ratio! |
| | Make no less than five presentations each week. |
| | Create no less than 10 proposals each week. |
| | Make no less than 20 face-to-face contacts |
| | with new prospects each week. |
| | Make no less than 50 cold calls of introduction |
| | to new prospects each week. |
| | Send no less than 50 letters of introduction |
| | to new prospects each week. |
| | Increase awareness in the marketplace |
| | of my products, services and solutions. |
| | On a regular basis, contribute articles and white papers that |
| | address the interests and concerns of this population. |
| | Purchase the mailing list of these associations and |
| | organisations and send either a postcard or a |
| | Attend any and all trade shows and conventions that |
| | my best prospects and customers attend. |
| | Join and participate in no less than three professional |
| | associations and organisations that my best |
| | prospects and customers belong to. |
| | Increase awareness in the community |
| | of my products, services and solutions. |
| | Join and participate in no less than three networking groups, such as Le Tip or Business Networking International. |
| | Volunteer my time at three non-profit organisations. |
| | Volunteer to speak at no less than 12 various |
| | organisations in my territory that have an interest |
| | in my product, service and solutions. |
| | Attend all Chamber of Commerce networking events. |
| | Obtain referrals from all my new customers. |
| | Within 30 days of delivering my product, service or solution, I will ask each of my new customers for |
| | at least three names and phone numbers of someone they personally know who may have a use for |
| | my products, services and solutions. |
| |