Intelligent Repetition of Contact
Success in sales is dependent upon intelligent repetition of contact. We need to be able to reach out to people lots of times, in lots of different ways and keep them engaged...
Category
Prospecting
Where Do You Go to Get Clients?
Where do you go to get clients? Do you rely on your local BNI group? Do you prospect through your local Chamber of Commerce? Do you get most of your leads via referrals?...
Worst. Prospect. Ever!
If you’ve been in business for any length of time, you’ve run into your share of poor quality prospects. But who comes to mind when you think of your worst...
Prospecting is Not Cold Calling
Cold calling may be one aspect of prospecting, but that’s not all there is to it. In this excerpt from a live training event, David Blaise explains that when you think...
Your Business Needs More Cowbell
This morning I heard the song “Don’t Fear the Reaper” by Blue Oyster Cult in my Pandora mix, and it reminded me of a famous Saturday Night Live sketch, where...
Get an Oar in the Water
Very often in business we know just where we want to go. We know just what we need to do. We have the tools, resources, supplies and know-how. But if we’re not yet...
Are You Predictable?
When I say the word “predictable.” How does it make you feel? Is it a positive term or a negative term? Today I’d like to ask you a question about...
How to Make Prospects Comfortable Enough to Buy from You
Last week, we talked about the sort of entry level awareness that’s required before you can start selling to anyone. This week, we’ll kick it up a notch and...
Do Your Best Prospects Know You’re Alive?
If there’s one ability necessary to begin creating an environment in which the people best suited to doing business with you have an opportunity to do so, it’s not...
5 Must-Have Tips For Getting Comfortable With Prospecting
How well does your current prospecting approach work? On a scale of one to ten, how confident are you that your current approach to prospecting — that is, identifying...