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Ladies and Gentlemen:

Everywhere I speak, I hear the same thing. The number-one prospecting technique used by many sales professionals is cold calling. I can’t imagine a worse way to make a connection with a wealthy entrepreneur.

Business owners expect you to know something about them and about the industry in which they work. Call them without doing your homework and you will be the one out in the cold!

Here are some ideas to help you get connected to the wealthy business owners you want to meet.

1. Create your own board of advisors. Invite 5 – 10 people to join and share your goals with them. Ask them to provide strategies and connections to the clients you want to reach. Some members may even become your clients. Others are likely to begin working on your behalf.
2. Write articles in trade journals related to the business and industry in which your prospects work. (I bet we read these more than we read the Wall Street Journal) This positions you as an expert and your byline will get you known in the right circles.
3. Attend trade shows and conferences in your prospects’ industry. Wherever possible, volunteer to be a speaker. It positions you as an expert, prospective clients have a reason to speak to you and they feel they know you, and existing clients can introduce you to peers.
4. Create a newsletter for your clients. It gives them something they can pass along to friends and associates. Did anyone say referral?
5. Sponsor networking events for your clients who are wealthy entrepreneurs. Ask them to bring someone they think you can help. Make sure you connect clients to each other who have synergies. What a great way to build loyalty!
6. Find out to what clubs and organizations your wealthy business owner clients belong. Join them and get active. Hold leadership positions and give back to the market you serve.
7. Create a client satisfaction survey and meet with each client one-on-one. In the process, find out how they are talking about you and to whom they can introduce you. Successful business owners are usually excellent networkers.

Cold calling screams "I am a stockbroker", "I am a product pusher" to wealthy business owners. However these folks are looking for a trusted advisor, is that the message you want to send? Hang up the phone and go where your prospects are and network, connect, and prosper!

Want to be a more effective networker? Contact Phil Wilkins.

Phil Wilkins – speaker, consultant, author, entrepreneur.
Phil’s Wilkins’ strategies for success can help your company:

• Attract wealthy business-owners as clients
• Strengthen and grow your business
• Build vital relationships through networking
• Cultivate leadership.  
• And enjoy a balanced life.

For more information, visit www.philwilkins.com, or e-mail Phil at phil@philwilkins.com

To book Phil for your next conference or in house event contact Teresa at teresa@philwilkins.com or call Toll free:  888-663-6254

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Own Your Business, Own Your Life!  is an electronic newsletter distributed to our clients and colleagues to help them sell more goods and services by developing people. Portions of this newsletter may be reprinted in your organization or association newsletter, provided the following credit line is included:

Phil Wilkins is the CEO of Diverse Wealth Systems, which empowers businesses and sales professionals to sell more goods and services by leveraging diverse ideas, people and systems. He presents keynotes on client acquisition, connecting to the diverse community, the power of entrepreneurship and inspiration. He can be reached at 888-663-6254, by email at phil@philwilkins.com or by visiting his website www.philwilkins.com