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V O L . X X I I I N O. I I I F E B R UA R Y 6 , 2 0 1 7 10 B U S I N E S S M A I N E B U S I N E S S M A I N E B U S I N E S S N E W S F RO M A RO U N D T H E S TAT E A Different Way of Looking at Things In business, you have a lot to keep your eye on. Sometimes it's hard to see the opportunities and the risks clearly. That's where Drummond Woodsum can help. We use a team approach – a small group of highly specialized attorneys focused on helping your business see what's ahead before you take that next step. It's extremely efficient and cost-effective, and an excellent way to get the legal insight you need when you need it. We practice law differently. Since 1965. dwmlaw.com | 800.727.1941 Meet Larissa Darcy, Business Banker and Loyal Fan www.bhbt.com • 888-853-7100 Larissa is a huge fan of her favorite sports team. She sticks with them through thick and thin, through good times and bad. Equally loyal to her customers, Larissa finds meaning in helping local businesses grow and succeed, forming lasting personal bonds with individual owners. As a member of Bar Harbor Bank & Trust's business banking team, Larissa is motivated to help you score your next touchdown. Call her today at 207-669-6850. Photo by: Chris Pinchbeck Q: When do I end the chase with prospects? If I follow up on expressed interest, my emails and calls are not returned. I feel that I'm bugging them — but I know persistence is sometimes rewarded. When is enough really enough? ACE advises: 1. Make sure you heard clear interest. "Sounds interesting. Please send me some material" is favorable, but you need to go a step further: "Will do – and tell me, how do you see this working in your business?" Get specifi cs and details personal- ized to the individual. That's what you'll need to follow up effectively. 2. Clarify that you're dealing with a decision maker, not a committee, a gatekeeper or a subordinate – and that funding will be available. 3. Get the communication preference mode: Email, hard copy or per- sonal contact for your proposal? Using several modes might be acceptable and preferable. 4. Qualify the call to action: "I know you're busy, but this is timely. When do you see moving on the idea, if you like what you see?" 5. Secure permission to follow up on the prospect's schedule, not yours. Refer to personalized ben- efi ts based on specifi cs the person has told you, adding something like, "I want to get this working for you as soon as possible. When would it be best for me to follow up with you? Do you prefer phone, email or a meeting?" Conclusion: You'll be following up on a foundation, not reaching out into a void. A S K AC E A n s w e r e d b y D e n i s e M a r t i n , Y o u S i m p ly B e t t e r The Association for Consulting Expertise (ACE) is a non-profit association of independent consultants who value "Success through Collaboration." The public is welcome to attend its regular meetings to share best practices and engage with industry experts. For more information go to www.consultexpertise.com. Kennebec Valley Community Action Program and Maine Dental Health Out-Reach each received a Kennebec Savings Bank's Catalyst Capacity Building Grant in the amount of $18,000 grants to help ensure long- term funding for the KVCAP Explorer Transit System and allow Maine Dental Health Out-Reach to offer more ser- vices to low-income children.

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