In which we discuss strategies to draw attention and attract prospects and referrals. During a training session for branch managers and small business bankers, I shifted the focus from typical networking and prospecting to “attraction marketing” – attracting prospects to you rather than you stalking and chasing them. Read more »
In which we discuss the power of referrals rather than magic words to secure appointments with prospects. In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as “storm chaser” programs featuring lunatics who chase or who are chased by tornadoes. Read more »
In which we are reminded to stay focused as we pursue our sales goals. Eight a.m. Saturday broke a crisp, golden sunny, glorious October morning as the contestants in the Head of the Charles Regatta began their events. Read more »
In which we are reminded that we need to understand the question before we answer. “Will this engagement address commercial real estate loans?”, one of the executives in the room asked. Read more »
In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time. Read more »
In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions. Frank is one of our neighbors… smart, funny, knowledgeable… and I do my best to avoid conversation opportunities with him. Read more »
In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting. Read more »
In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »
In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling. Read more »
In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes. Read more »
We Are Seriously Social.