Ramming Speed

I went sailing last week. While the New England cold got colder and more snow fell, I escaped for a few moments to a warmer climate and, for a lark and a single credit card swipe,  went sailing for three hours aboard one of the New Zealand 1992  Americas Cup trial boats, NZL-12, a dark-hulled beauty … Read more »

Happy and Interested

….In which we provide an effective alternative to cold calling prospects for appointments. Which would you rather do? Make 500 cold calls seeking appointments with people you’ve never met and who don’t want to talk to you? Or create a personal marketing program which brings them to you? Read more »

Based on the Evidence

From the “I couldn’t make this stuff up if I tried” department, a voice mail received earlier this month: Read more »

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 »