Years ago, when I began my journey working with the chiropractic marketing division of my company, I had been given the opportunity to take my inside sales position outside of the office 4 to 5 times a year to attend chiropractic seminars and conventions across the United States and in Canada.

What never ceased to amaze me (and still doesn’t) is the fact that I could speak with a potential customer or client for years. I could stay in touch with letters and articles of interest, remember and recognize a birthday or anniversary, really develop a relationship and friendship with my prospects, but more times than not, they still were listed in my database as a “prospect”, not a “sold account”… Once I met that “prospect” face to face at a convention or seminar, the deal was sealed. The one on one meeting, the firm handshake, smile or hug, meeting of the eyes resulted in “the closed deal”

Read the rest of this entry