| 8 Strategies to Guarantee Success in Cold Calling |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| No one will buy from you if they do not know of you, your company/products/services. Every sale has its own cycle. Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. |
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| A Confused Prospect Does Not Buy |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| While I have a sense of what 'an internet broadcasting technology' might be, I don't know or understand its value to me. And that is the heart of the matter: What is the value? There was nothing in his message that enabled me to understand the value he had to offer. There was, therefore, no reason for me to call him back. |
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| A Warm Calling vs Cold Calling Rant |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| Prospecting by phone, introductory calling as I prefer, is a communication skill. Like any communication skill it can be learned and it can be improved upon. |
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| Abducted by Aliens |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company and your products or services. |
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| Amateurs |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| The criticism is to help you improve, but some times it just feels like criticism. You dance in front of a big mirror. This is so that you can criticize yourself. |
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| Boss Mode or Getting Past the Palace Guard |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| There have been many, many books and articles written about the art of creating rapport with prospects. Usually what it boils down to is being like the prospect as you can be without mimicking or imitating them. When you are able to do this well, your prospect will see you as being like them. |
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| Call Killing Phrases |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| How often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot. |
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| Do Not Call |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| Since the federal 'Do Not Call' law came into effect, many of you have written, called or e-mailed asking what effect this new law will have on prospecting by telephone. |
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| I\'m Not Interested |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| Whenever I conduct a workshop or teleclass, invariably someone asks the question: 'What should I say when the prospect says, ‘I’m not interested?' |
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| Leaving Messages |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| Let me state up front that I'm still not a big fan of leaving messages. Having a conversation with your prospect is always so much better, and with some skill and patience it is possible to eventually get most prospects on the telephone. |
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| Matching Pacing and Rhythm |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| If you want people to respond well to you, you must meet them where they are. |
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| Perception is Reality |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| I was never supposed to be a speaker, author and sales trainer. I was supposed to be a ballerina. |
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| Power Language for Appointment Setting |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| Use power language: “The solution is…” rather than, “I believe the solution is…” |
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| Power Words |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| Some words are better than others. Some words are stronger and more evocative than others. When you are on the phone with a prospect, you have about 10 seconds to grab and hold your prospect’s attention. If you do not do that within that first 10 seconds, your call is more than likely over. |
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| Powerful Persuasive and Motivating Language |
posted 04-16-2008
Category: Business and Professional Services , Subcategory:Marketing |
| I did a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process. |
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| Call-Killing Phrases |
posted 02-15-2008
Category: Business and Professional Services , Subcategory:Marketing |
| How often have you started a call to a friend, family member or business associate with the phrase, "How are you?" I'm willing to bet the answer is a lot. I know I say it frequently. It's commonly used as a greeting, as a "hello." |
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