How to Get Your Top Prospects on the Phone

Succeed Speaking

” “I can’t get prospects on the phone.” Here’s the truth: Our prospects are under extreme pressure to do more in less time with fewer resources. How to gain access to crazy-busy prospects who haven’t got time for the pain.

3 Keys to Qualifying Prospects Now

SpeakerSue Says...

Once upon a time, it may have been possible to qualify a prospect by asking questions that would determine whether you had the goods to sell to them. Instead, here are 3 keys to qualifying prospects now: 1.”Be

Ideas - Prospects Want Those, Not Laundry List of Credentials

Jane Genova: Speechwriter - Ghostwriter

When prospects contact communications strategists/content-providers, they want us to showcase that we are a bulging source of ideas. The currency of 2017 is The Idea. Finally, I got that.

One prospecting tip to kick off the New Year

SpeakerSue Says...

Tell your prospect –concisely and with a message that revolves around them – why you’re calling. Whether in email, on the phone or face to face, Selling Skills how to say it to sell it prospecting sales mastery sales success sales training say it to sell it SpeakerSue Welcome to 2014!

Ghostwriting Books: Pitch package to prospect

Jane Genova: Speechwriter - Ghostwriter

The sweet spot in pitching to a prospect for a book to be ghostwritten is to frame that as a total package. So, we who have been in the game have to tap into that knowledge and insight gap - and demonstrate to the prospect that we are the ones to fill it.

What to say after “hello” – Prospect for Success!

SpeakerSue Says...

Or you phone a prospect who seemed interested when you met at the trade show/sales blitz/networking event and instead of getting him, you get his voice message. Plan a conversation starter that focuses on your prospect not your product. Selling Skills Communication Skills high impact presentations how to say it to sell it prospecting sales success sales training SpeakerSue

Public Relations Firms - Don't Invite Millennial Prospects to Play Golf

Jane Genova: Speechwriter - Ghostwriter

The usual courting rituals to attract new clients are changing. When it comes to Millennials, many of them making big bucks in tech, forget inviting them to a game of golf. The Sports & Fitness Industry Association reports that Millennials have little interest in the game.

Tips to Better Prospecting with Hosted Buyer Appointments

SpeakerSue Says...

“We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business. We go to these hosted buyer things and come back with a boat load of new prospects. ” By prospecting. Even if your prospect says to you, “Yes, please tell me about your property,” please don’t – other than very quickly and in general – until understanding what about the property she wants to know.

Are you distracting your prospects?

Speaker Launcher

And keep your prospects around until they take the action that you desire. Recently, I decided to take most of the social media logos off of my website.

Shortage of new prospects? Really?

SpeakerSue Says...

He gets on the phone and begins with a brief introduction (Hi, my name is with __) and provides a touchpoint (and your name was given to me because [I'm making this part up for his sake] you are a veterinarian… Okay, not exciting but truthful, answering the prospects two unasked questions (unasked because we’re talking!): A friend of a friend asked me for some ideas about building his sales funnel.

5 Ways to help your prospects buy from you

SpeakerSue Says...

” This explains why some sales people exist even though they bring no value to the prospect. One person posted his response: “I listen only to prospects that are ready, willing and able to buy. The American jackal, better known as a coyote, has survived for 1.8

Steve Bannon, Out - Tipping Point Could Have Been American Prospect Interview

Jane Genova: Speechwriter - Ghostwriter

Was Steve Bannon on a job-suicide mission when he gave his interview to the American Prospect? In it, like the Mooch, he aired plenty of dirty laundry. So, just like the Mooch, his job at the White House has been terminated.

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Prospecting Isn’t Brain Surgery – but it does require brains!

SpeakerSue Says...

Selling Skills prospecting sales skillsCaller id didn’t and so I answered the phone, “Hi, this is Sue.&# She says, Hi, This is Name Name with American Insurance and we had insured you and I was wondering if I could requote for you.&#. With that authentic opening (other than not using my name since I gave it to her), I thought she deserved the right to re-quote. But out of my mouth came, “Thanks but my husband and I are happy with State Farm.&#.

Prospecting Isn’t Brain Surgery – but it does require brains!

SpeakerSue Says...

Selling Skills prospecting sales skillsCaller id didn’t and so I answered the phone, “Hi, this is Sue.&# She says, Hi, This is Name Name with American Insurance and we had insured you and I was wondering if I could requote for you.&#. With that authentic opening (other than not using my name since I gave it to her), I thought she deserved the right to re-quote. But out of my mouth came, “Thanks but my husband and I are happy with State Farm.&#.

Ghostwriters: Giving clients, prospects the gift of listening

Jane Genova: Speechwriter - Ghostwriter

  That includes the kind of arguments, tone, organization, and selection of audiences which yield outcomes for our ghostwriting clients and prospects.  That's why the most wonderful gift we can give clients and prospects as well as our own careers is listening. 

A Simple Strategy for Getting to Your First Yes

Speaker Launcher

When we reach out to prospects who do not know us, our goal should never be to “book a date” from our early communication. Most Recent Post Speaking Business Strategy communicating with prospects contacting prospects getting booked getting to yesThe goal should be to gain forward movement, start building a relationship and rapport. Once you begin to develop that relationship, the goal shifts to then hoping that the recipient will […].

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Why should your prospects trust you?

SpeakerSue Says...

These orders got me thinking about what the companies did that was so important and how we, as salespeople, can help our prospects feel so charmed with us. Twice within the last two weeks, I made purchases totally on faith. One, a gliderbike from pvglider.com , and the other a Groupon purchase from Canvas on Demand.

Strong PR Demand: Going back to pitching directly to prospects

Jane Genova: Speechwriter - Ghostwriter

The nice odds about sending out unsolicited requests for work - full time, part time, freelance - is that they result in quality responses.    Sure, the rate of those responses is low. 

Does your subject line sell? Prospecting ideas and more

SpeakerSue Says...

Prospecting ideas and more. When prospecting, ask the question that matters: Can we talk Thursday at 4p? If it has to break through the clutter of your prospect’s inbox and be compelling enough so she’ll voluntarily interrupt her work to see what you have to say , consider these ideas. Tags: Email Etiquette & Productivity Selling Skills email etiquette prospecting sales mastery sales skills subject lines that sell

Get on the Phone, Send Emails: That shows clients, prospects we care deeply about their projects

Jane Genova: Speechwriter - Ghostwriter

There is a fine line between communicating to clients and prospects that we care deeply about their projects and being an angst-ridden pest.  One prospect banned my compulsive emails. Now, I got into the rthymn of knowing how and when to connect back with clients and prospects.

Are you Scaring Your Prospects at Trade Shows and in Email?

SpeakerSue Says...

No one frightens qualified prospects and interested people away knowingly. When you ask questions in an email that require your prospect to provide a thoughtful response, you scare them away. I’m not implying that your prospects are stupid, just that they are busy.

Generation Z Females Need Economic Incentive To Shun Violence - For Baby Boomers, That Was Landing Husband "With Prospects"

Jane Genova: Speechwriter - Ghostwriter

" Otherwise, come on, we would never land a husband "who had prospects." From the get-go, we female Baby Boomers were socialized to be "ladies." " When we entered the all-important mating arena of college, that conditioning was reinforced, heavily.

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Increase Business Sales: Prospecting Tips for a Slow Economy

Fripp THE Executive Speech Coach

Prospecting Tips for a Slow Economy. Frequently I am asked, “How can I prospect for more business?”   My favorite Frippicisim: It is not your clients' and prospects' job to remember you.

How to use social media as a prospecting tool: No more cold calling!

SpeakerSue Says...

It’s possible to have more than one address but when prospects google you, they’ll most likely be directed to all your social profiles. One group of prospects for me, for instance, is meeting professionals. Prospecting with social media really is the same as prospecting has always been. Tags: Selling Skills cold calling prospecting sales mastery social media Cold calling. Even the name is, well, cold.

Sales Generation: Prospecting Tips for a Slow Economy

Fripp THE Executive Speech Coach

Prospecting Tips for a Slow Economy by Patricia Fripp, CSP, CPAE. Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. The better your relationship with them the more they will want to send you new prospects.

Interviewing Prospects: Why you might have them sign NDA, even at that stage

Jane Genova: Speechwriter - Ghostwriter

One financial-information startup in Manhattan handles this possibility by having prospects sign a bulletproof NDA (Non-Disclosure Agreement) right in the lobby, before they even enter the operations part of the company. 

Using Blogs and Articles to Find Targeted Prospects

Great Public Speaking

Guest posting on other people's blogs is a great way to find targeted traffic. Many major blog sites have been up and active for years, attracting thousands of page views a week and a ton of subscribers. They have done all of the hard work. By guest posting, you can give the blog owner fresh new content that they need and you can get a link back to your website that could drive thousands of readers to your services.

Are you Scaring Your Prospects at Trade Shows and in Email?

SpeakerSue Says...

No one frightens qualified prospects and interested people away knowingly. When you ask questions in an email that require your prospect to provide a thoughtful response, you scare them away. I’m not implying that your prospects are stupid, just that they are busy. Booth personnel, those who were standing them by themselves and without a prospect – those who weren’t on their phones – jumped on me.

3 Tips to Avoid Wasting Your Time Selling – or Your Prospects

SpeakerSue Says...

Make 2013 your best ever by valuing your time and approaching each prospect in the most prepared, professional and profitable way! How often does it happen to you that you’re fully prepared to help your customer but they aren’t prepared to move forward?

Successful Marketing Means that You Identify Prospective Clients

Fripp THE Executive Speech Coach

Successful marketing means that you identify prospective clients and position yourself in the market so they choose you over your competition. Their comments, especially negative ones, will help you tailor both your product and your approach to other prospects. These prospects had distinctive demographics. Looking for more business? Marketing/PR expert Gary Purece gave me some advice it can help you!

Using LinkedIn to Fill Your Sales Funnel with Jennifer Darling

Speaker Launcher

Jennifer is an expert in using LinkedIn to fill your funnel with prospects so you can get more customers. How can you use LinkedIn’s publisher to gain exposure and add prospects to your email marketing list? * If you are ready to fill your sales funnel with strong prospects using LinkedIn, listen to the podcast below. The Wealthy Speaker Podcast building your sales funnel linkedin linkedins social selling index using linkedin for leads using linkedin for prospecting

Prospecting Tips for a Slow Economy: Sales Presentation Skills Increase Odds

Fripp THE Executive Speech Coach

Prospecting Tips for a Slow Economy by Patricia Fripp, CSP, CPAE. Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. The better your relationship with them the more they will want to send you new prospects.

How To Screen For Dead-End Prospects

http://delicious.com/akarrer/prospeaker

);} else {document.write( );}return true;}LoadMenus(); NAME E-MAIL ZIP CODE Resources Articles Events Online Tutorial FAQs Links Article: How To Screen For Dead-End Prospects RainToday.com, September 2007 By Vickie K. The calls and emails are coming in from prospective clients interested in your services. You want to spend the most time with your ideal prospects who are ready to make a buying decision, while continuing to nurture future possibilities.

Why cold calling is dead and what you can do to prospect anyway

SpeakerSue Says...

The concept of prospecting for new business is (as I don’t need to tell you) has and will never go away. Here is my premise: If you’ve been thinking of it as cold calling instead of prospecting (for gold), you may have been sabatoging yourself anyway. Tell the prospect why you’re interrupting their day. … You’ll discover that with a little pre-work before calling and an authentic opening, your prospecting efforts may very well yield gold!

How to follow up lost sales

SpeakerSue Says...

If the prospect phones you to let you know that “they went in another direction”: •Thank them for letting you know and. If the prospect emails you to tell you that they selected your competitor: 1. You worked hard to win the business but you didn’t. Now what?

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3 Types of Prospects to Go After in a Volatile Economy

http://delicious.com/akarrer/prospeaker

);} else {document.write( );}return true;}LoadMenus(); NAME E-MAIL ZIP CODE Resources Articles Events Online Tutorial FAQs Links Article: 3 Types of Prospects to Go After in a Volatile Economy RainToday.com, November 2008 By Vickie K. Sullivan When the economy is unpredictable, its very tempting to run around selling to any kind of prospect with a budget. They are easiest prospects to find, as they are out-front and very vocal about their views.

10 Principles of Successful Upselling

SpeakerSue Says...

Selling Skills Communication Skills how to say it to sell it prospecting sales training say it to sell it SpeakerSue It was a good thing I was in an airplane as I listened to the audio recordings of a client’s “mystery” shop calls yesterday.

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5 Ways to Make Voicemail Your New BF + a bonus script

SpeakerSue Says...

Many prospects will not phone you back. Next – and this tip is important to remember before you pick up the phone: Be prepared for your prospect to answer the phone! Selling Skills how to say it to sell it prospecting sales skills sales training SpeakerSueAs a hotel industry sales trainer, I often am asked/told the same story: No one returns my voice messages anyway so why should (should I) leave a voice message? Yes and Yes!

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SOCIAL MEDIA: KEY TO YOUR CAREER | Communication Steroids

Communication Steroids

92 percent of businesses use social media to help find prospective employees. But, you need to recognize it’s a public place (mostly) and prospective employers can find what’s written there.

Want to sell more? Consider the shape of the table you meet around…

SpeakerSue Says...

It’s too easy to consider that the feature, what the prospect is asking for, is what really matters. Communication Skills Selling Skills prospecting sales mastery sales skills sales training say it to sell it SpeakerSueCould the shape of the table impact your ability to sell? As always, my friend, Kare Anderson has written another brilliant article called, 5 Ways Storytelling Can Boost Participation and Performance.

2012 48

4 Revealing Sales Questions

SpeakerSue Says...

Selling Skills how to say it to sell it Lead generation prospecting sales mastery sales training Solicitation SpeakerSueThis amazing article on smart interview questions got me thinking about smart questions sales people can ask their buyers.

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“I have a hot lead” and other lies we tell in sales meetings

SpeakerSue Says...

Because every program I present is custom crafted to that specific client’s needs and company culture (which allows me to work with clients who compete because their needs are different and their culture’s always are), I always ask for lots of examples (writing, phone scripts, etc) so I can do what I say I will – design a practical and precise program to help them convert more of their prospects into happy customers. Write a better prospecting email. #2.

Cold Calling Made Simple

SpeakerSue Says...

I’ve had plenty of sales people tell me that having a prospecting script feels inauthentic and they’re uncomfortable using one. What if the prospect says this? What if the prospect says this instead? Selling Skills cold calling high impact presentations how to say it to sell it Power Sales Writing prospecting SpeakerSue “You know what you’re doing and that’s why you’re able to change it up.”

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