prospects asking after a drop to keep portfolios for project
consideration, and increases in Web site traffic are all indica-
tions that his efforts are accomplishing the goal. Steve has good
reason to be optimistic.
“ The reaction to my portfolio has been very positive. A few
days after my first trip to NYC I received an opportunity to bid
on a project. Several times after a portfolio drop my book has
been put in the mix for current assignments. Right now I am
waiting on word from another agency in NYC on a possible job.
I am getting close and I know it’s just a matter of time.”
Steve is so very right. If he continues with the pace that he
has set, he will succeed. While Steve cannot control how long it
will take until buyers have a need for his services, he can
certainly continue to direct his sales and marketing efforts
proactively, assuring him success!CHAPTER27 / SHERMANSELLSChapter 27.qxd 6/25/07 7:25 AM Page 171