Getting to Your Ideal Prospects
Getting to your ideal prospects involves identifying what our ideal prospect looks like in terms of the type of customer we’re looking for, the type of industry they’re in, the
Category
Prospecting
Prospects Who Can’t or Won’t Say No
When we think about prospects who can't or won't say no, and we think about people who tend not to respond to us, prospects who don't reply back after they've
Making Prospects and Clients Comfortable with You
There are steps involved with making prospects and clients comfortable with you. You can't go from, "I have no idea who you are," to "I'm completely comfortable with you and
First Contact Does Not Mean Cold Calling
Just the idea of initiating first contact versus cold calling is a lot more exciting. It's a lot less intimidating in most cases. I started using that phrase after I
Are You Choosing Worthy Clients?
When you are choosing worthy clients and making decisions about whether or not a prospect is worthy of your time and attention, whether or not they're worthy of follow up,
From Obscurity to Loyalty in the Mind of the Client
Getting from Obscurity to Loyalty in the mind of the client is all about building relationships, and I'm all about that! Until I sell you something and then I'm off
Your First Contact with a New Prospect
So what is your first contact with a new prospect? Another good question to ask yourself is how does that first contact happen? And is it proactive on my part?
Are You Pursuing Unqualified Prospects?
Pursuing unqualified prospects is a waste of time. Lately, I've also been on a bit of a kick in terms of commitment versus interest. If you're interested in the possibility
When Prospects Don’t Respond
When prospects don't respond, think in terms of what gets your attention, what gets you to respond? What makes you want to respond when someone else is reaching out to