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…

Gaining your prospect’s trust: Tip #1 Consistency

From the Desk of Joe Prospect How do you get your prospects to trust you?This really is the million dollar question.  When it comes right down to it, selling is all about getting your prospects to trust you.So what makes me trust you more than the next guy who is selling your product or service?Let’s assume that I have not met you personally and you have to get me to trust you enough to want to talk to you. The…

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…

I haven’t heard from you in awhile…another Joe Prospect post

Top 3 Excuses to Stop Marketing 1. The Economy is Down: OK so when was the last time the economy was up? Can you even remember when the economy was up? By the way, it is a big myth that advertising in a down economy doesn’t pay. McGraw-Hill did a research study during the U.S. economic recession in 1981-82, analyzing 600 companies from 16 different SIC industries. The study showed that companies that continued to market, not only continued to grow during…

4 Reasons Your Sales are Stalled

1. You are not updating and growing your prospect list Your database of prospects represents the present and future value of your business.  If you are not consistently updating your prospect database you are losing sales.  Every wrong contact name, bad email address and company that you do not know is out of business, is costing you sales.   You are wasting time marketing to the wrong companies and the wrong people.  And if you are not consistently adding new prospects to…