Page 53 - Social Media Marketing

32 Walk Like a Giant, Sell Like a Madman

you could improve. Instead of calling these weaknesses, Terry Wis-
ner refers to them as lesser strengths. The following list offers some
suggestions to get you started:

• Staying in contact with existing clients
• Prospecting for new clients
• Developing excellent marketing materials
• Marketing and selling on the Internet
• Managing your e-mail
• Organizing your office
• Contacting prospective clients
• Developing effective sales presentations
• Asking questions to determine a client's needs
• Knowing your product and being able to answer a client's

questions
• Dealing with diverse clients-genders, cultures, age groups
• Meeting clients in person
• Working the phones
• Asking for referrals
• Mastering new productivity tools and technologies
• Speaking a foreign language

In the course of reading this book, you are likely to discover areas
where you could use some improvement. For example, if you do
not have your own web site or blog, you may decide that you really
need to launch one soon. You can add this to your list. Add anything
to the list that you really want to do or improve on and that you are
not likely to follow through on unless you have someone holding
you accountable.

If you finished this section and already have a fairly long list of
lesser strengths, then you can skip to the section called "Prioritize
Your Areas for Improvement." The following sections describe other
methods for identifying areas of improvement.