Joe Prospect Reveals How to Make a Bad Cold Call

The Wrong Way to Cold Call Your Prospects! Let me start out by asking you a question. How do you feel about receiving  telemarketing calls? If you are like me, you dread these calls and try to avoid picking up the phone if you know it is an unsolicited telemarketing call. Why do we both feel the same way about telemarketing calls and I am sure all of your prospects feel the same way you and I do. Let’s examine how a typical telemarketing call…

Giving up on your prospecting pipeline & losing sales

Failing to Consistently Communicate With Your Prospects is The Most Costly Marketing Mistake Most traditional marketing methods are not very effective. Let’s take traditional telemarketing as an example. You call your prospect list. You are lucky if you reach even 15% of the decision makers and you book an appointment with a small percentage of that group. And there you are on one side of that gaping marketing chasm with your little group of prospects. On the other side of…

Appointment Setting Tip #3: Understand and respond

From the Desk of Joe Prospect Previously I told you that if you want to get an appointment with me you have to tell me what you are going to do for me without telling me how you are going to do it. And then you tell me you only need 5 minutes of my time for the appointment so I feel the process is going to be relatively painless. What happens after you ask for the appointment? Well of…

Appointment Setting Secret #2: Make it painless

From the Desk of Joe Prospect Here is the picture that comes into my head when I receive a call from  a salesperson trying to book an appointment with me. I see myself sitting at my desk going through the obligatory ‘rapport building.  Then I see myself suffering through a sales pitch that goes on a lot longer than it is supposed to. Then I know I will have to fend off The Close and pry the sales rep out  of…

Appointment Setting Secret #1: Sell me the sizzle

From the desk of Joe Prospect I get hundreds of calls every year from salespeople trying to book an appointment with me.  You have probably been one of them.It may surprise you to learn this, but some salespeople do actually succeed in booking an appointment with me. Appointment Setting Secret #1:  Sell me the sizzle not the steak! Tell me what you are going to do for me in terms of the end result but don’t tell me exactly how…