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.
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
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,
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
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 NetworkThis is normally the starting point for most people.
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
There are many ways to try open a new door including: – Calling (via phone) – Email – LinkedIn connection – Industry events,
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.