Prospecting

Before The Cold Sets In (Issue 540)

In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us. Read more »

A Little Excitement (Issue 531)

In which we are reminded that we need to market (attract attention) before we can sell. Read more »

(Sometimes) It Isn’t Only About the Money (Issue 529)

In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »

Stir ‘Em Up (Issue 524)

From the “Unreferred Approaches to Prospects” Department: We are reminded that we can’t pitch our benefits to prospects unless we first get their attention. Read more »

No Bonehead Mistakes (Issue 523)

In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »

Bear Marketing (Issue 522)

In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »

Pathways Overlooked (Issue 518)

In which we are reminded that bringing cookies(or some attention)  to the receptionist may not be a waste of time after all. Read more »

Four Brushes (Issue 512)

In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies. Read more »

Frost Bite (Issue 505)

In which we consider how long to pursue cold prospects. Read more »

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