George@prospectingB2B.com 858-756-2085  

This is not about throwing money away on advertising campaigns or anything like that. What you’ll be getting from me are tips and recommendations for saving you the costs and headaches of going down that road. You see, I’m old-school and go about this in a different way than most sales and marketing people do. So, be sure to watch your inbox because I’ll be putting these updates out to you in the next day or two. Thanks again for becoming a subscriber to Marketing Your Business Direct.  

Some reps are great closers. They have just the right mix of soft sell with the hard sell to close the deal. But what about the not so glamorous leg-work of finding customers? Emphasis on finding! Here you may not agree with me when I tell you that just about every reps comfort zone is “selling” to buyers already into the buying process. That’s what we like to do!! After all, reaching out to someone who may not even need you can be a bit daunting, to say the least. Basic law of the jungle: real-world prospecting is hard work […]

If you’re looking for free leads and how to get them for sales here’s what has worked for me and may possibly work for you. But there are some challenges because you will be creating your leads manually…one-by-one and that involves researching your prospects and making sure they fit your niche and therefore are more likely to be interested in whatever it is you bring to the table. Furthermore, you will have to extract those leads or contacts from on-line directories and manually copy-paste each entry to your CRM so you can build your list from the ground up, one […]

Direct new client outreach by phone can be a helpful addition to your overall business development process. But you are probably reluctant to put yourself out there…reaching out to someone new. Or you think it does not works because you are inundated with spammy requests all day and you think all direct outreach is spammy. But the truth is, direct outreach is an effective method of acquiring new work and it doesn’t have to be spammy. That’s especially true when making phone calls to people who know nothing about you. The secret is making these calls in a very low-key […]

What if I told you that when you introduce yourself on the phone to someone you are calling for the first time what callers hear on the other end has relatively little to do with what you are saying? Research in human communication bears this out. The video on this page explains the research on a successful phone introduction in a way I think you will find both helpful and interesting when it comes to making your phone prospecting more successful. Words are important. But on the phone your ability to bond with someone — usually a complete stranger if you’re […]