Everyone knows and expects prospecting to be laborious. Often, we hear that it’s a “numbers game”. Well … that is true. If you don’t put in the effort/activity, you won’t succeed no matter how good your strategy and skills are.
For many of us, whether face to face or via a “webinar”, doing a demo is an expected part of your selling process. This module talks about some of the do’s and don’ts. Classic Mistakes Demoing too soon: Too often,
People spend a lot of time and money developing fancy websites, shmancy power point presentations, and creative PDF’s. Sometimes, they even customize each presentation in preparation for a 1st meeting with a new prospect. Here are some tips and techniques
What is a COI? COI’s are “people who know the people you want to meet”. COI’s generally don’t buy from you. They are not distributors or resellers. Example: In my business, Consultants, lawyers, accountants, CEO groups, marketing firms would have access
OK … so you have just been hired into Business Development, Lead Generation or a salesperson. You are excited. Now what? What are your next steps in finding qualified leads? Step 1: Find out what kind of companies should buy
Once you know which audiences most values your offerings (see Who Should I Target module), it’s now time to create a list of possible lead sources: Your Network This is normally the starting point for most people. Caution: This lead
Even the best salespeople can struggle to stay motivated through the never-ending business development “chase”. Here are some ways to keep your motivation high. Set Small Milestones Especially in the beginning and even more especially when selling in a longer
There are many ways to try open a new door including: In all instances, the door opening or “breaking the ice”, has the same components, just delivered in a different method. Learning the structure will help you generate the most
Prospecting Ain’t Easy: 5 Quick Tips While other modules I have go deep into prospecting or Introduction Calling techniques, this is a simple 1-page summary to help you get going and use as a reminder. Know how to get “in