Prospecting Archives - Clarity Advantage

Prospecting

A Little More Personal (Issue 1170)

In which we are reminded to be… you know…. a little more personal. Two months ago, a good friend underwent back surgery. Her experience reminded me of another friend’s story. We were sitting in his family room, mid-way through the crackers and cheese when other friend said, “…and after we come back from our September … Read more »

Memories (Issue 1164)

In which we are encouraged to practice and memorize essential elements of our conversations. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »

Mashed Bananas (Issue 1144)

In which we are urged to choose and cultivate a distinctive brand trigger that connects clients to us. Read more »

Boom Box (Issue 1139)

In which are reminded that, first, we have to attract prospects’ attention. Read more »

Transmitters (Issue 1135)

In which we are reminded to increase our reach through “transmitters” in our networks. Read more »

Just Do Something (Issue 1133)

In which we are reminded that doing “one” of something important is better than doing “none”. Read more »

Make It Personal (Issue 1125)

In which we are reminded that introductions and referrals involve personal, not paper, connections. Read more »

Snout Bumps (Issue 1095)

In which we are reminded that many prospects prefer to be introduced to potential new vendors by trusted third parties. Read more »

Tasty Diversions (Issue 1094)

In which we are cautioned to look closely before we invest serious time in juicy-looking prospects. Read more »