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  CONTENTS >> PROSPECTING   Jul/Aug 2012
 
EXECUTIVE SUMMARY

Recruiting Leaders

How to Approach People Who Are "Too Busy"

By Garth Wright



Active, busy people are great prospects because they often have a huge contact list, and many of the people they know also have 250 to 500 contacts. But how do you recruit the always-busy people-person? Do your homework and begin with the right questions. At the first meeting your only responsibility is to get them to talk; you simply listen. When you do your presentation, do it in a controlled environment with as few interruptions as possible and with your products, laptop, and an Internet connection. Whatever you do, don't quit pursuing this prospect until he or she is one of your best customers, is giving you referrals, or is the newest star in your organization.


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