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,
Category
Prospecting
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
Initiating First Contact with a New Prospect
I think just the idea of initiating first contact versus cold call is a lot more exciting. It's a lot less intimidating in most cases. I started using that phrase
How to Monetize Your Sales Pipeline
To monetize your sales pipeline, you need to fill it, prioritize it and tackle it. This whole idea of knowing what to do and not doing it, is rampant. It
Capturing Leads Online to Grow Your Sales and Profit
When we talk about capturing leads online, we're referring to lures and lead magazines. It could be a free report. It could be a cheat sheet. It could be some
Alternatives to Cold Calling
When we’re looking for alternatives to cold calling, we don’t want to turn the alternatives into something as clumsy and uncomfortable as a typical cold call. Right? Because a lot