Marketing 7-2

A personal or emotional connection between a customer and a business.

• Affinity

• Cold‐Calling

• Lead

• Lead Generation

The process of a salesperson contacting individuals who have not previously known about or shown interest in a product or service.

• Cold‐Calling

• Lead

• Affinity

• Mirroring

A potential customer

• Lead

• Lead Generation

• Mirroring

• Networking

The marketing process of gathering a list of potential customers who are interested in a product or service.

• Lead Generation

• Mirroring

• Networking

• Prospecting

The idea of customers wanting to be like people who are similar to them.

• Mirroring

• Networking

• Prospecting

• Rapport

The informal exchange of information between people and professionals with common interests.

• Networking

• Prospecting

• Rapport

• Reciprocity

Identifying of potential customers

• Prospecting

• Rapport

• Reciprocity

• Referrals

A close and harmonious relationship.

• Rapport

• Reciprocity

• Referrals

• Prospecting

Giving someone something so they feel compelled to give something back in return.

• Reciprocity

• Referrals

• Rapport

• Mirroring

The act of current customers referring new potential customers.

• Referrals

• Reciprocity

• Rapport

• Prospecting