Prospecting during Covid-19 certainly has it’s challenges; Let’s talk about how you can modify your approach. There are 5 things that comprise your prospecting cadence and EVERY one of these has to be redone during a time like this! The question mark next to each component is your reminder to step back, rethink, and redo! … continue reading »
You call a potential client and they give you the old “send me your info” thing. While there are lots of posts that offer cute comebacks and how to “handle” these types of requests; What do you when the person on the other end of the phone insists? Instead of doing what everyone else would … continue reading »
According to a report released by YouGov the average person loses approximately 55 days per year due to procrastination. When I read things of this magnitude, I tend to get a tad skeptical and just in case you do too; What if YouGov is totally full of sh*t and its more like half of that? … continue reading »
You call a “suspect” hoping to set an appointment and then it happens; They tell you they’re not interested or any variation of “Thanks, but no thanks”. Do you politely exit the call? Do you try to make another go at it and if so; How many “No’s” should we entertain before we politely exit … continue reading »
Sometimes prospecting can be a bit of a challenge for us. We have travel, servicing accounts, internal meetings, putting out fires, administrative things that keep us from keeping up on our appearances. I have a really simple formula that I’ve shared many times before but; Today is going to be different because . . . … continue reading »
One of the WARMEST calls you can ever make is to your network (online and offline). And the best part . . . There aren’t any “gatekeepers”! Seriously . . . There aren’t any “gatekeepers” on LinkedIn or in your offline network. Aside from a WARM call with them; They can facilitate a warm intro … continue reading »
According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. Why is that? I’ll let you in on a little secret that we talk about in our Rock Star Academy program; Most cold calls, voicemails, emails suck, because the sales rep leads with something the … continue reading »
Earlier today, I posted the following . . . Your “connections” are more valuable once you move them off your computer screen and into real time. Too many times we forget that while we keep them nestled away, on screen and if we’re being completely honest, usually without interaction. There’s a simple cure that I’ve … continue reading »
So there you are, with phone in hand, calling potential customers. The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . . You actually get through to someone! They listen … continue reading »
When was the last time you took a real hard look at your new account acquisition activities? If you’re like most sales reps, you might be doing the same things, over and over again out of habit. Here are 5 very simple things for you to do that can help increase your success. Take a … continue reading »
I look forward to hearing from you!
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