A Short Message (Issue 521)
Sunday, May 22nd, 2011in which we are reminded that, when leaving messages with prospects’ assistants or team members, short and clear are the way.
Archive for the 'Prospecting' Category
Pathways Overlooked (Issue 518)
Sunday, May 1st, 2011In which we are reminded that bringing cookies(or some attention) to the receptionist may not be a waste of time after all.
Four Brushes (Issue 512)
Sunday, March 20th, 2011In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies.
Frost Bite (Issue 505)
Saturday, January 29th, 2011Leave a Trace (Issue 499)
Sunday, December 19th, 2010In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us.
Standing Out in the Crowd (Issue 495)
Sunday, November 14th, 2010In which we discuss strategies to draw attention and attract prospects and referrals.
During a training session for branch managers and small business bankers, I shifted the focus from typical networking and prospecting to “attraction marketing” – attracting prospects to you rather than you stalking and chasing them.
Connections That Can Be Trusted (Issue 493)
Sunday, October 31st, 2010In which we discuss the power of referrals rather than magic words to secure appointments with prospects.
In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as “storm chaser” programs featuring lunatics who chase or who are chased by tornadoes.
Reasons to Meet (Issue 490)
Wednesday, October 13th, 2010In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.
We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time.
Turning Over New Leaves (Issue 481)
Sunday, August 8th, 2010In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting.
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.