| 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. |
| |