Getting your prospects to trust you tip #2: Who you know

From the Desk of Joe Prospect Trust in sales is critical and it is made up of several things. Previously I mentioned “consistency” as being one of the key components you need in your marketing to get your prospects to trust you.   You have to be in front of your prospects on a regular basis so they come to trust that you are a stable long-term company.  And your marketing message has to be consistent so you don’t confuse your prospects…

Do prospects see you as one of the herd?

From the Desk of Joe Prospect The Battle for Your Prospect’s Mind Whatever your business is, if you do not create a unique position in my mind, I will think of you as an accountant, or insurance broker, or printer or whatever profession you are part of. I will see you as being the same as everyone else in your group. Whatever associations I have already formed about your group, I will attach automatically to you. If you  are an accountant…

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…

What b2b CEOs Should Know about Appointment Setting & Sales 2.0

A friend of mine has recently taken a job as the CEO of b2b company selling a talent management solution, he is leaving the insurance industry to take on this new role. When he told me this I told him that he needed to be aware that the b2b sales and marketing landscape is in a period of big change and perhaps we should meet so I could give him an orientation on what is going on. This is a…

Candid Interview with Long time PPS Client re Appointment Setting

In this candid interview, Jeffrey Seders, an insurance broker based in California, relates why he has partnered with Professional Prospecting Systems for 6 years to help grow his insurance business!Q: How long have you been working with Professional Prospecting Systems? Jeffrey Seders – I think that goes back to mid – 2004. Yeh I think it is 2004. Q: How has it helped your business? JS – As an independent producer I’m always under the gun to basically be bringing new…