Follow Up for the Best Relationships

Eventually they met at a local coffeehouse, and Boura spent even more time mentoring her. But the time paid off. "This lady had huge business potential. It was exciting watching her grow," Boura

says. "By following up with her, I was able to get her questions answered, introduce her to other people in the same situation ? basically just mentoring her, encouraging her, inviting her to training events, and giving her reading material."

But the same tactics don't work for everyone. "A lot of it will depend on how you meet somebody and the method that works for them." Boura says she's also used email and the Internet to connect to people.

Her advice to others starting their own businesses: "Don't be so worried about the bottom line," she says. "Your business grows in the moments between sales."

As Julie Boura demonstrates, the art of selling is a holistic practice that takes time to develop. Even entrepreneurs in less sales-intensive businesses can take a cue from the basics principles of strong selling. Read our article, How to Be a Better Salesperson, for a refresher on the main practices of good selling.

? Kim Wimpsett