Turning Over New Leaves (Issue 481)
Sunday, August 8th, 2010In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting.
Archive for the 'Prospecting' Category
I’d At Least Be Curious (Issue 470)
Monday, May 24th, 2010In which we discuss (at some length) the importance of resonating with your prospects pain points when you’re approaching to begin conversation.
Getting Through Gatekeepers (Issue 460)
Sunday, March 14th, 2010In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party.
“Getting though gatekeepers” continues to be a hot topic.
When we can’t get referrals to our target prospects from people they trust, we’re left with direct, unsolicited approaches to our prospects who frequently employ assistants who are filters or gatekeepers to the target prospect’s offices.
The Engaging Game (Issue 459)
Sunday, March 7th, 2010In which we are reminded that starting conversations with people is the heart of prospecting.
“We are trying to break through the noise and we are using all these scripted lines,” he said, referring to calling prospects for appointments. “At some level, what we need to do is ‘connect with people,’ and start conversations and connections. Eventually, conversations lead to business.”
Give Me One Good Reason (Issue 457)
Sunday, February 21st, 2010In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects).
I’m listening to my 18-year old daughter call a friend. She wants to “do something.” It sounds something like this (I can hear half the conversation):
Knives for Neighbors (Issue 456)
Sunday, February 14th, 2010In which we are reminded about the power of referrals and associations to accelerate contact with prospects.
“They’re great knives,” my newly trained son intoned. “Here, let me show you.” And with that, he was off and cutting, working us through his demonstration. “…And if you need them sharpened, you send them back to the factory and they sharpen them for you, all you pay is postage, it’s a sharp edge forever…. So, which ones would you like?”
What’s That You Say? (Issue 455)
Sunday, February 7th, 2010In which we offer five strategies that respond when a prospect says “I don’t need what you’re selling now.”
A lotta cats get stumped when prospects say, “no, not interested now.”
Move to the Future (Issue 451)
Sunday, January 10th, 2010In which we learn to compete in the “future” rather than battling it out in the present.
I received a call this week from yet another company cooing that they want Clarity’s business. This one was phone services. “We’re from blah blah company, and we can help you reduce your phone charges up to 20%, and let me just make sure I have your information correct…”
Bringing Our Prospects to Us (Issue 447)
Sunday, December 6th, 2009In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy.
Sunday morning, I did a little research on Roth IRAs, answering a pointed spousal inquiry.
Using a well known search engine, I found a December 6, 2009 Detroit Free Press column, “Savers May Benefit from Converting IRAs,” quoting three people about converting traditional IRAs to Roth IRAs: A vice president from Comerica Bank, a money manager from Robert W. Baird &Co., and a senior tax analyst at the tax and accounting business of Thomson Reuters
Lead With Ideas (Issue 436)
Monday, September 21st, 2009In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us.
“So, as we went around the circle, sharing what was going on, I found out that the other guys in this ‘outplacement group’ didn’t have any meetings lined up. Nothing! I couldn’t believe it. If I hadn’t had an appointment set up for the Monday after I was fired, I would have been going crazy.”