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The Power Base Chapter fourteen of my book, Sell to Survive, is called "The Power Base". I can summarize it by saying, "Salespeople tend to put their attention on selling to people they don't know and ignore the people they do know." Think about it... Friends, family members, associates at past jobs, past employers, current and former clients, members of clubs, neighbors and members of your church. These are all people you either know or are acquaintances with. In other words, they're not strangers, and they'll probably need your product at some time. Maybe now or maybe later. Rather than waiting for a potential buyer to walk through the door or call you on the phone, make a list of all the people you know and be sure they know what products and services you have to offer them. Now I'm not talking about grinding on your neighbor until he buys a car from you or tells you to get lost. Nor am I saying you should sell your mother in law a dishwasher she doesn't need. What I am saying is that there are plenty of opportunities around you right now that can be accessed directly through those that you know. So write up a list and get in contact with your power base. They know people too and will likely be happy to refer you to their power base. Many sales professionals have used this method to become extremely successful. Do not rely only on advertising and discounts to move your product right now, use your power base to cultivate more opportunities! Sincerely, Grant Cardone |
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