Make An Offer, Part 2

In which we look to emerging trouble or rising opportunity to attract prospect attention. More than once this decade, I have asked a motionless teenager: ‘What are you going  to do this afternoon?’ The leaden replies, ‘I don’t know…………. I can’t think of anything.’ Read more »

Make An Offer

In which it’s suggested that we state a point of view to attract prospect attention. A friend called to share a story. [He knows I’m partial to banks, so this is a bank story, and it could just as easily apply to any business.] He’s sitting in his office, minding his own business, and the … Read more »

It’s Good To Have A System

….In which we discuss the importance of systematic follow up. Two months ago, on May 29, I shared a story about Kevin-the-carpet-guy who called my office phone with the following message. “Hi, this is Kevin, and I’m in the carpet and upholstery cleaning and duct and vent cleaning business.” Read more »

The Job Interview

….In which we discuss preparing to “get hired” by your prospects. Your first few (one, two, ten) sales calls on a prospect are a job interview. You’re wanting to be “hired” by your prospect. How do you view and prepare for these calls? Read more »

Short, Flat, and to the Point

In which we learn to keep our voice mails focused when calling prospects. Normally, I would say, forget about leaving voice mail messages when cold-calling. I delete almost every voice mail I receive from a potential vendor within 5-7 seconds. I didn’t delete this one. I’m planning to call the guy back: Read more »