Rules:

  • Write to all your contacts from the past without an exception and without any expectations
  • Build a prototype, actually keep building them all your life – show them off proudly to whoever comes your way. The world likes a toy
  • Buy a database of prospective customers; send them a power point or a PDF document explaining what do
  • Call on your large competitors installed client base in person – do not just push your products and services
  • Always ask your existing customers to give you new leads
  • Always go back to people who disqualified you in bidding round for some business you were competing for and update them on what is new and different at your end
  • Keep your banker periodically posted on what you do, ask her for leads
  • Visit trade shows regularly and talk to people at exhibition stalls about what you do. Specially make it a point to attend vertically-focused, industry-specific trade shows
  • Become a member of the right industry bodies. Attend their events and seek opportunities for participation through speaking engagement in their seminars and conferences [i.e. Data Security Council of India]
  • Track new investments coming up in various fields through venture funding and private equity. This is publicly available information. Write to them and follow up with a phone call.
  • Have a great website with Search Engine Optimization [SEO] done, so that website-generated leads can come in
  • Invite customers to visit your premises
  • Speak to a few very large competitors and see if there is an alliance possibility
  • Go along with sales person and understand the customer requirements without fail
  • Periodically attend learning conferences and network with speakers and attendees
  • Speak to the person seated next to you – in an airplane, a business lounge, a dentist’s waiting area or an industry event and ask him what he does – explain her what you do as well