There are two different types of prospecting, and which you choose depends on how hungry you are. Hunting When hunting, you eat what you kill. Hunter prospecting methods involve doing things that get you business immediately. The downside is, you’ll soon be hungry again and need to spend time hunting down new clients. As any…
In my latest SitePoint blog post, I finally reveal what stapling bacon to your face has to do with cold-calling, and I explain how to overcome the single biggest obstacle you’ll face when it comes to actually doing it. Several years ago, the company I worked for held its international sales meeting, and reps from…
In my last SitePoint article, I promised to show you if and how cold-calling can generate new clients. In this article, I’ll tell you why it works so well and reveal a deep, dark secret behind it (hint: it stinks). In my last post, I promised to show you if and how cold-calling can generate…
I’m conducting some intensive training for the lead generators I manage and oversee, based on curriculum from appointment setting expert Scott Channell. I’ve broken the training into four distinct phases. Although this is specifically geared towards cold-calling, the steps in this process apply to any type of marketing you do. The first step in the…
I’d like to think I’m a good boss, but I’m certain that at least a few of the people working for me hate me this week. That’s because I’ve been subjecting them to some extensive training on setting sales appointments. The first step was to develop an effective script. Everyone worked hard coming up with…
In my last post, I talked about how raising prices can actually bring you in more business, reduce your workload and make you more profitable. The reason is simple: raising prices drives away the cheapskate customers. And what’s left are the ones who spend the most. Another way to accomplish this is to deliberately target…
Over the years, I’ve participated in a number of online forums, where business owners gather to discuss various issues that affect them. On one such forum, someone who had just started a carpet cleaning business posted this question: “What’s the best way to get new business?” The answers that followed were typical, if not predictable: The…
In my last post, I took issue with a particular sales consultant on what I considered to be blanket statements he made regarding the so-called ineffectiveness of cold calling. In all fairness to his expertise, the author did outline an effective alternative to cold calling:
In case you didn’t get the memo, it appears that cold calling is offically “dead” – at least according to one expert. In an article entitled No, You Don’t Have to Cold Call – Ever, sales consultant Paul McCord had this to say about cold calling: In my opinion, there is hardly a more worthless…