Prospecting

The Value of our Sales Time (Issue 964)

In which we are reminded that not all opportunities are worth the effort to land them. Read more »

Little Pops (Issue 961)

In which we are encouraged to touch our clients and prospects more frequently with tastier morsels. Read more »

No Sail (Issue 957)

In which we are reminded there’s no point in selling to people who aren’t buying, hoping they will. Read more »

Mrs. Erhardt’s Admonition (Issue 956)

In which we are reminded to help our clients memorize and repeat our offer. Read more »

Hacking In (Issue 940)

In which we are reminded that patient research about prospects is a critical element of “getting in”. Read more »

Five Fast Ones (Issue 938)

In which we are reminded to prepare for five (or any) predictable sales objections. Read more »

Introducing the Sauce (Issue 897)

In which we are reminded that a referral from a trusted source is the best way to stand out among the many similar providers who seek our prospects’ attentions. Read more »

Engaging New Friends (Issue 896)

In which we are reminded that people “out there” are reading what we write on line…. Really! Read more »

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