Let's Go Fishing

H ave you been sitting on the dock of the merchant bay with nary a nibble? Complaining there aren't any good prospects left to catch? Perhaps it's not the limitations of the marketplace - it's the lack of creativity on your part that's got you coming home empty-handed.

Ours is a dynamic world teeming with opportunity. All it takes is knowing where and how to take advantage of it. Consider the following often overlooked fishing holes when planning your next prospecting expedition:

- Personnel Departments: Positions are changing at a rapid rate in today's retail market. Haven't visited a prospect in six months? Chances are the person you met with last year has been replaced by an individual more receptive to your product information. Call them. - Business Scenarios: The retail industry has gone through a bunch of changes in policy and procedures to combat current economic climates. Because of that, your products and services may have become more viable to that elusive prospect. Significant fraud losses over the past holiday season, wireless POS terminals, even price increases from the major bankcards all translate to an opportunity for you to revisit and revive a stale prospect. Drop in on 'em. - You: The marketplace isn't the only thing that's changed. You have. Are you the same professional you were last year? Surely you're better at what you do than you were six months ago and your product knowledge has improved as well. Take that stronger "net" you've worked hard at building and go fishing. You just might be pleasantly surprised at what you pull into your business boat. Cast off!

Good Selling!^SM

Paul H. Green