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Quick Ideas 62 to 63

Epilogue
Out of sight means out of mind. Make sure that pros-
pects can find you whenever they need to.

63

Leave Your Prospects

a Trail to Follow

You’ve heard the old adage about leaving a trail of bread
crumbs to lead you back home when you go out exploring.

That’s what you should be trying to do with prospects. Leave a

trail that reminds them of your company and that you want

their business. This can be anything with your name and logo

on it, from an ink pens to a baseball caps, from memo pads to

golf balls. The long-term goal

is to give reminders and cre- Assignment
ate an outpost in your

prospect’s mind. If you leave Find a source for logo

bread crumbs for them, they and identity items. Buy up a

will eventually find their way variety of items and get

back to you. them out on the highways

A busy association ex- and byways where your

ecutive had entertained a prospects operate.

prospective insurance pro-

vider numerous times. He failed to notice that each time this

insurance agent called on him, he also left him a small gift. One

day he looked at the top of his desk, and he had a memo holder,
a leather address book, a large desktop calendar, an ink pen

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