Prospecting Tips for a Slow Economy

Prospecting Tips for a Slow Economy

by Patricia Fripp, CSP, CPAE

Frippicisim: It is not your clients' and prospects' job to remember you. It is your obligation and responsibility to make sure they don't forget you.

1. Don't overlook the obvious. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve.

2. If you used to work in another industry, update your satisfied clients that you can still serve them in this different capacity.

3. Keep in touch with your present clients more frequently. Not just asking for referrals. The better your relationship with them the more they will want to send you new prospects.

4. One of my friends in the advertising specialty business had a very creative office decor. Anyone who had seen it raved about it. Going up in the elevator of his building of 22 floors I had a conversation with a fellow passenger. I asked, "Do you work in this building or are you visiting?" He mentioned he had worked there for 2 years. I inquired if he had ever heard of my friend Jonathan and his unique and memorable office. He said "No." My recommendation to my friend and everyone else who works in a large building is to every few months go from floor to floor, office to office, and introduce yourself to your neighbors. You could well quadruple your business close to home.

5. Don't forget to work on your sales presentation skills!

Patricia Fripp is an award-winning keynote speaker, executive speech coach, and in-demand sales presentation skills trainer. www.fripp.com, pfripp@fripp.com, (415) 753-6556 Check out her DVDs, CDs, and books on public speaking, presentation skills, and how to be successful as a professional speaker: http://www.fripp.com/publicspeakingresources/
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How to Engage an Audience

How to Engage an Audience

by Patricia Fripp, CSP, CPAE

Executive speech coach and award-winning speaker Patricia Fripp was recently asked, "What is the best sway to engage an audience?" This is the advice she gave the attendee at her San Francisco Speaking school:

"The best way to engage an audience is to be prepared, personable, polished, practical, and profound.

Prepared:

Know who you are speaking to: why are they there; what part of the agenda; what is the purpose of the meeting and expected outcomes of your contribution?

Is there a theme for the meeting?

What is the state of their industry?

What is the organization proud of?

What are their challenges?

What is a typical day in the life of the audience members?

Ahead of time, can you interview a few people who will be in the audience and find 'sound bite' quotes?

Personable:

Before the event be responsive, easy to deal with, and meet all organizer's deadlines.
During the event don't demand, change the equipment requested, or act like a celebrity.
Before you speak meet, shake hands, chat with attendees, and be visible and involved for at least part of the meeting. You will be perceived as more interesting if you are interested. You engage your audience when it is obvious you have attempted to include THEM into the message.

Polished:

Giving a presentation is not about being perfect as much as personable. However, you are expected to know your content and have practiced your presentation. Even if you use an outline, do not be so tied to your notes you have to read it. This kills all eye connection with the audience if you are looking down too much.
Practical: Be sure your information is interesting and has a logical application to the audience. Is it delivered at the right level of abstraction for the audience? No brilliant sounding ideas that are not specific enough to be useful?

Profound:

Simple universal concepts are not necessarily simplistic. Your observations and recommendations based on your experience and wisdom can make them profound."

Patricia Fripp is an award-winning keynote speaker, executive speech coach, and in-demand sales presentation skills trainer. www.fripp.com, pfripp@fripp.com, (415) 753-6556 Check out her DVDs, CDs, and books on public speaking, presentation skills, and how to be successful as a professional speaker: http://www.fripp.com/publicspeakingresources/

We offer this article on a nonexclusive basis. You may reprint or repost this material as long as Patricia Fripp's name and contact information is included.