Prospecting

Lead With Ideas (Issue 436)

In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us. “So, as we went around the circle, sharing what was going on, I found out that the other guys in this ‘outplacement group’ didn’t have any meetings lined up. Nothing! I couldn’t believe it. If … Read more »

Can You Introduce Me (Issue 428)

In which we’re encouraged to ask for referrals based on the problems we solve rather than our products. “Can you introduce me to some people?” Read more »

Perfect Beaches (Issue 426, A Summer Rerun)

In which we are encouraged to define target prospects more carefully for referral sources. Our rainy summer in New England this year reminds me of the year I took my children to Cape Cod for a week. Yes, it rained that week, too, and when the sun appeared in strength, we decided to head to … Read more »

More Directly to the Point

In which we are urged to get right to the point in written correspondence. A letter received this week. From an investment company.  Playing the “fear” card boldly. Read more »

It’s All About Them

In which we are reminded, when prospecting, on whom to focus. My daughter the high school junior receives ten to twelve letters a week from colleges seeking her attention and our money. The colleges are the sellers. My daughter is their prospect.  Read more »

Figuring It Out … Up Front

In which we discuss the preparation needed before calling a prospect. I’m holding a document whose title screams “Get Rich Quick in Real Estate… NOW!” A more careful reading yields a more subdued, “no-money down strategies for today’s down market” and provides a critical lesson for us when we’re prospecting. Read more »

Ho, Hum

In which we’re reminded to tailor and differentiate our unsolicited approaches to prospects. 2:00 pm. I’m at my desk, working. The phone rings. Caller: Hi Nick this is John Greene at (Securities Firm A) in Chelmsford, how are you today? Me: Great, John. What’s this about? Read more »

111708 Going In With A Script

In which we learn to be brilliant and be brief when we’re pitching an idea. What could we learn from the challenges of pitching movie script ideas to production companies?   Read more »

102708 Puzzler Solution

Last week’s Puzzler began:   A partner at a “white shoe” New York investment bank (now out of business due to the recent financial unpleasantness) was preparing his deal team for a dinner meeting with a client’s executive team, all men, 50-ish years old. The team was working on its first transaction for the client. … Read more »

102008 Puzzler

In which we’re challenged to recommend a strategy for an X-treme prospecting game. A partner at a “white shoe” New York investment bank (now out of business due to the recent financial unpleasantness) was preparing his deal team for a dinner meeting Read more »