Professional Prospecting – Blog

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…

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…

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…

3 Reasons Why Lead Nurturing is so Important to B2B Prospecting

If you are not familiar with “Lead Nurturing” it is the business process of setting up a system to maintain contact with potential customers with information offers to educate prospects about your product or service. This is a very basic definition. In a sense, Lead Nurturing is not new. If you were a sales rep in decades past, you may  have had a sales manager that insisted that you setup a “tickler file” and stay in contact with your sales…