"Leadership Means Doing What it Takes to Get the Job Done..." Dear Top Secrets Subscriber, Many people talk a good game when it comes to leadership. But when you get right down to it, leadership is not about what we say, it's about what we do. Talking about leadership is easy. Anyone can do that. But true leaders have a vision of what they'd like to accomplish. And perhaps more importantly, they have the ability, determination and self-discipline to get the job done. Leadership in Promotional Products Sales Requires the Same: A Vision of What You'd Like to Accomplish and the Ability, Determination and Self-Discipline to Get the Job Done!

Top Secrets Author, Entrepreneur & Business Consultant, David Blaise

1. Prospecting. It is often easier to allow ourselves to get sidetracked, than to do what we know is necessary to add new customers and grow our businesses. Insist that a tangible, trackable number of prospects be contacted every business day -- even if that means you have to do it yourself! But don't confuse prospecting with cold calling. Cold calling is just one way to get new customers... and it's not always the most effective way. Top Secrets of Promotional Products Sales gives you many better, faster ways to prospect. Ways that position you as the expert, rather than just another annoying salesperson.

2. Generating referrals. Referral business closes at a rate that is often 6 to 7 times better than business generated via cold calls. Increase referrals, and you will likely see your closing ratio improve dramatically! But don't be reactive about this. You must build systems into your business for generating referrals proactively. For help with this, see below!

3. Organization. If you're not good at responding to clients quickly, you'd better develop some internal systems that allow you to begin doing so immediately. You don't have to have the neatest desk in the world, but you DO have to be organized enough to know who you need to talk to and when.

4. Follow up. You spend a lot of money to bring in new clients. Don't just abandon them after you've made the first sale. Create and follow a specific procedure that keeps you in front of your clients consistently.

5. Reliability. Without the right supplier base, you will never be able to adequately meet deadlines and deliver high quality products. Remember that your reliability is directly tied to that of your suppliers. If either you or your supplier are less than reliable, the customer will be disappointed. Be certain that you constantly evaluate and re-evaluate your own performance and that of your suppliers. When changes are necessary, make them quickly and decisively.

Top Secrets of Promotional Products Sales can help you to be the business leader that you want to be. We do that by helping you to target and attract new clients, create referrals proactively, develop specific follow-up systems to ensure a consistent experience for your clients, and assemble a constantly improving network of supplier contacts.

If you need help getting your business to the next level, choose the appropriate link below or call Blaise Drake & Company toll-free at 1-800-494-2721.