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Prospecting Using the Phone

When you need to pick up the phone to make a prospecting call, what do you feel–dread? Or determination? The phone has not gone out of style. I still think it’s a great tool for prospecting and really connecting with people. I’d like to share ten strategies so you can use the phone and see results. ...

Taking the ‘Cold’ out of Cold Calling

Phone prospecting doesn’t have to be so painful. There’s a special level of dread that many people experience with prospecting calls, both the salesperson and the customer.  I know that it doesn’t have to be that way! There are tools and tips you can use to warm up that phone call. It doesn’t have to feel cold, and there are steps you can take...

What Makes a Good Prospect

If you want a good prospect, you must know–what is it you’re looking for? Just like seeking a spouse, a car, or a new home, you should start by having an idea of what exactly you’re looking for. If you’re going to cultivate a relationship with this prospect, it would be most helpful to know...

Are Your Goals Big Enough?

Are your dreams big enough to scare you, even a little? Recently I was in Atlanta a few days before Outbound begins. Outbound, if you’re not familiar, is a conference I get to put on with a few of my friends. It’s big–we’re in the Atlanta Georgia World Congress Center, in one of the ballrooms which...

How Do I Make Prospecting Less Stressful?

There’s really no need to stress out over prospecting. Prospecting can be very, very natural, if you understand what you’re doing. However, for the vast majority of people, prospecting is one of the things they stress out over immensely.  There’s something we can do about that right now. I have...

Pick Your Friends Wisely

Who are the friends you’re hanging out with? Remember when your mom told you as a kid, “Be careful who you hang out with at school.” I used to get so angry at my mom for telling me who to hang out with and who not to.  And yet, it really stuck with me, and still does as an adult when I evaluate my...

Prospecting and Avoiding the Cold Call

No one on either end of the phone line enjoys a cold call.  It doesn’t have to feel cold, and there are steps you can take to use the phone more successfully.  Put yourself in the prospect’s shoes.  Under what circumstances would you want to listen and engage with someone about a product or...

Focus on One Thing

How many times have you found yourself totally out of control with way too many things to work on? It’s been a hard lesson for me to learn again, and again, and again. How many things are we attempting to do at one time?  via GIPHY We all live a crazy life. I didn’t expect it, but the pandemic...

Email Phrases You Should NEVER Use

I don’t want you falling into the trap of bad prospecting emails. You know what I’m talking about, you’ve received plenty of them.  This is the final installment in this Email Prospecting blog series. Did you miss one? Find the links here: Part I. 10-Step Checklist for Prospecting Emails  Part II. Email Phrases You SHOULD Use Part III. Ground...

The Light at the End of the Pandemic Tunnel

­It’s amazing how quickly things have returned to normal. It’s as if the past never occurred. What does that tell us? We are coming out of the pandemic now. Well, we’re still in a pandemic, but clearly here in the United States, it’s getting under control. Stores are reopening, mask requirements are...

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