Direct Marketing

Phone Prospecting New Customers

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 What Makes You Worth Listening To? What you do is different. What you offer is different. And that YOU are different. These are the three fundamental keys to effectively phone prospecting new customers. What’s important to grasp now is the importance of positioning — …branding yourself so your prospect is comfortable not just speaking with you and listening to your “pitch”…but agreeing to learn more about what you can do for him or her. That’s important — wanting to learn from you how you plan to help them. For this to take place you need an effective follow-up process to effectively […]

Business Development

Pre-sales Discovery Process

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Effective Pre-sales Discovery Process Explained  Finding new customers is never easy. Especially now…because information overload makes us skeptical and hesitant to believe anything from anyone. Consider your emails and voice-mails. How many were sent to you today? Same overload your prospects deal with…day after day. How to get your message through this clutter…so they believe what you can do for them is true and not just another sales pitch?  Effective pre-sales telemarketing discovery process I’m talking about speaking directly with your prospects by phone. Engaging in real-time, meaningful dialog rather than voice-mail or sending automatic e-mails like you (and your […]

Direct Marketing

Effective High-End Phone Prospecting Explained

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I’m talking about speaking directly with your prospects by phone… …engaging in real-time, meaningful dialog rather than voice-mail or sending automatic e-mails like you (and your competitors) are used to doing. That herd mentality — doing the same thing over and over like everybody else trying to sell you something or win you over to their way of seeing things — that’s what I want you to put aside for now…  Let’s test a different approach to show your prospects that What you do is different. What you offer is different. And that YOU are different. This break from the herd strategy is […]

Business Development

Get closer to customers

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Get closer to customers!  Show what you do is different. What you offer is different. And that you are different. Make real-time prospecting by phone part of your outreach process. What’s key is getting your prospect comfortable not just speaking with you and listening to your “pitch”…but agreeing to learn more about what you can do for him or her. For this you need an effective follow-up process to keep the conversation going —- keep educating your prospect. It’s here most sales organizations — maybe yours, too — drop the ball. It’s not email blasts. It is NOT mass volume […]