Turn Chance Encounters into Business

March 2007

Turning chance encounters into business isn’t dumb luck – it’s smart selling!

Have you ever chatted with your seat neighbor on a plane and walked away with a key prospect? How about the great business contacts you made with the parents of your children’s friends while sitting at a youth basketball game? Several of your customers and prospects are likely the result of situations that make you think, “Wow, talk about being in the right place at the right time!”

In reality, such dumb luck isn't dumb at all. Capitalizing on chance encounters is smart selling. Here are a few tips to help you convert "dumb luck" into new business:

Create opportunities tactfully - It isn't news that social events are a great opportunity to meet potential customers. A relaxed, pressure-free environment allows for a natural mix of business and pleasure. However, don't turn every youth soccer game into an industry mixer. Steering an informal conversation toward business should be handled with tact if you want a receptive audience.

Be prepared - When you find yourself in an unplanned business discussion, don't blow it by trying to memorize the details of your conversation. Whether the device is a hand-held organizer or a sheet of paper, be prepared to take notes, which you'll put to use later. This is especially important if you've made a promise, such as placing a call by a certain date or sending your prospect additional information.

Two important words: Follow up! - Perhaps the most important aspect of turning chance encounters into new business is appropriate follow-up. Use those notes you jotted down to create a personalized letter that demonstrates that you've listened to your contact. A contact that keeps promises is one with whom people love to do business.

What Grow Sales, Inc. Can Do For You
Since 1996, Grow Sales Inc. has helped companies and their sales teams capitalize on their opportunities - both "lucky" and otherwise. With our outbound marketing, sales support, public relations, graphic and web design at your side, we help you win new business.

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