Direct Marketing

Find New Customers Using This Old-school method

Posted on

 Build Trust and Credibility When Reaching Out To Find New Customers What I’m talking about is NOT voice-mail or sending e-mail blasts like you (and your competitors) are used to doing to find new customers. That herd mentality — doing what everybody else does — let’s drop that 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 more important than ever because people are more distracted than ever. This is where real-time prospecting by phone comes in… […]

Direct Marketing

Phone Prospecting New Customers

Posted on

 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

Posted on

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

Sales Reps Sales Follow Up Problem

Posted on

 Is This Your Sales Follow Up Problem? Either your sales people are too busy for sales follow up or have no confidence in working the leads your marketing people give them to pursue. This sales follow up failure kills your lead generation conversion rates, weakens your credibility with clients and potential customers and harms your bottom line. Trouble is you or your sales manager fail to make sure your sales people make these sales follow up calls. Why so? I think Woody Allen has the answer when he says  “Confidence is what you have                 […]

Business Development

Too Many Sales Managers Want this. Maybe you, too!

Posted on

By setting realistic phone prospecting goals I often talk sales managers out of using my cold call prospecting services. Just like you, they want appointments or demos scheduled so they can get in the door, make their sale and get more customers. But getting appointments has become an over-sold necessity in the sales DNA of too many sales managers. Impatient Sales Managers Furthermore, sales managers let their impatience get the better of them and end up with poorly qualified appointments that end up going nowhere. Let me explain and see if you agree. Getting you in-the-door to meet the right prospects at your […]