Not invited? Go Anyway.

You are short on people, not short on money, and the people you know either have the money you want or know people who do.

Your goal should be to do everything possible to reconnect with the people you know, connect with others, network, and get people talking and thinking about you again. Any attention is better than no attention. The more people you know, the more likely you will survive—and succeed!

If you’ve ever heard the saying “It’s who you know, not what you know,” then you know that this is true. It is those people who want and need your service. So the more people you contact, the better chance you have of discovering and selling to those who are members of your target market.

Related article: Take the Chill Out of the Cold Call

My wife is an actress, and one time, after she returned from an audition that didn’t go well, I tried to console her. She responded by informing me, “You have no clue what it’s like to go on an audition.” I told her, “Sweetie, I understand (always agree). I have been on more auditions in my life than you and 10 other actors combined, with only two differences: (1) I call it a sales call; and (2) I was never invited.”

Do not call and tell someone you are coming by and do not ask for permission. Just drop in.

In most situations, you will likely meet the gatekeeper/receptionist, at which time you will say, “Is John in? I am a personal friend.” (Or “He is a client of mine.”) “I was in the neighborhood and just wanted to say hello.” If your client is not in, leave your card and take the time to pay attention to the person who greeted you. He or she should become a new addition to your power base because you will need him or her for future contacts with your client.

When you are face to face with your contact, simply say, “John, I was in the neighborhood and wanted to stop by and say hello. Do you have a few minutes? How are things? Is the product or service you bought from me satisfying you?”

In the case of a past client with whom you have yet to be successful: “I was in the neighborhood and wanted to stop by and see how you are doing and take some time to reconnect. How is your business? How is the family?”

The clients you meet will naturally reciprocate and ask about what you are doing. Respond in kind, and if they express interest and you see an opening, do some fact-finding to see how you can help them. If there is no fit for what you do, ask them for the name of someone they know who might be able to use your services. You might say, “I didn’t come by for this, but who do you know that would be interested in using my products or services?” Then be quiet and let the client think about it and give you a name.

Related article: You Are the President—Here's Why

There is no way to be rejected or even fail, as you are basically just dropping by to say hello and reconnect; you’re not trying to sell anything. If you just sit around and wait for something to happen to you, you will be doing a lot of waiting—and will be miserably disappointed at the end of the month.

If you haven’t been visiting anyone recently, reactivating your power base might feel a lot like going to the gym after blowing off exercise for six months. If you’d like me as a personal trainer, check out Cardone University today!

Your friend in business & sales,

Grant Cardone