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Cold-Calling: Does it Work?

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Here’s my straight-up advice on cold-calling: if you have a way of generating enough revenue some other way, don’t do it. Did you get what you came here for? Great! Thanks for visiting. But, wait … you say you’re not generating enough revenue and need a way to find clients or customers immediately? Then cold-calling just might fit the […]

Business

How to Write an Effective Cold-Call Script

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Ring, Ring! “Good afternoon, Affordable Insurance. May I help you?” “Hello, this is Joe Schmo from Joe Schmo Consulting Firm. Is this a good time to talk?” “Yes.” “With whom may I ask I am speaking?” “Mike.” “I am an expert in the web design field. You might have seen some of my work: xyz.com, […]

Advertising

Who Even Uses the Yellow Pages Anymore?

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I had the opportunity to speak with an account rep at an Internet company recently. As we talked about different types of advertising, it became obvious that he distained old media. He said that television advertising was pointless because people TiVo past them, and that he “couldn’t begin to remember” the last time he’d looked in the […]

Business

Sales Fixes Everything

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Those of us who follow tech companies like others follow sports heard the news that Google darling and employee number 20, Marissa Mayer, exercised her free-agent option and is now playing the CEO position for Team Yahoo. Once an industry leader, Yahoo has lost its way the past decade, and many are saying that Mayer […]

Business

Two are Better than One

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I’ve always been fascinated by how differently each of us are wired, which is why I find personality tests so interesting. Earlier this week, I ran across My Next Move, the U.S. Department of Labor’s Interest Profiler, which helps you discover what you like to do and how it relates to the world of work.

Business

How to Cold-Call

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If you’re a freelancer, independent contractor, or own a service business, sooner or later you may find it necessary to make cold calls. The debate over whether or not cold-calling is an effective way to obtain new customers continues to be debated online. Many of those proclaiming its demise seem to have an agenda—to sell you their particular […]

Business

Winning the Zero Moment of Truth

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A few weeks ago, my wife saw a commercial for a Bowflex TreadClimber and asked me to find out how much one cost. After discovering they were a few thousand dollars more than I was willing to pay, I went looking for a basic elliptical trainer (something I’ve wanted for some time). I did a search […]

Business

Free Webinar: 27.5 Must Ask Questions for Consultative Selling

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If you missed the live webinar based on my free guide, 27.5 Must Ask Questions for Consultative Selling, you can watch it here. We had a great time. Check it out! And don’t forget to check out the other great webinars on FreeWebinarWednesdays, held every Wednesday at 1 pm Eastern. If you still haven’t got a hold of […]

Business

Introducing the Web Design Sales Bootcamp

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Most of us who decided to sell our web design or development services did so because we loved designing or developing, and not because we were good sales people. But we soon discovered that we better figure it how, and fast. The Web Design Sales Bootcamp is an intense, online sales training course geared towards the web design/development or […]