I meet and deal with many business professionals on a daily basis. I hear the same complaints regarding their business but yet people keep doing the same thing over and over. Of course this would be the definition of insanity.

I have been in sales and marketing for over 20 years and during that time had to learn to overcome doing the same thing over and over again. It was tough and I resisted for a long time until one day I literally sat in my chair and decided it was time to share my experiences. One of which, if you are not going after new business every week, you are not going to grow your company. So many people put all their eggs into a few companies that supply them with the bulk of their business. My years of trial and error taught me that this was not the way to proceed.

The way to go about building a good foundation is to go after your larger clients while building a base of middle tier and even smaller accounts. Yes, I said smaller accounts. They can keep you afloat because this is steady business. Another way to build upon your business is actually picking up the phone. You would be astounded at how many business professionals shy away from picking up the phone to bring in new business. Yes, some people do frown upon cold calling. Cold calling should never be the only method of bringing in new clients but I can tell you it has gotten me some major accounts.

In my next article, I will outline simple ways to over come the fear of cold calling and show you other ways to keep your business prosperous.