If you are running low on new prospects it’s time to pick up your phone and start making some calls. What I’m talking about is old school phone prospecting to build client prospect lists. Developing a base of well-qualified prospects interested in learning what you can do for them. Yes, it’s a process! To build client prospect lists here’s the process I use and recommend. Phase One: Introductory warm-cold calls to find prospects worth pursuing. Phase Two: Best prospects are nurtured by routine call backs from me and follow-up emails from you (see my post Appointment Setting Mistake). Real-Time Follow-Up Calls […]
For getting appointments and increasing sales here’s a tested sales appointment technique that wins big. Yet too many sales managers ignore it’s value.