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? MORE
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. MORE
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? MORE
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. MORE
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.” MORE
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. MORE
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! MORE
” 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 MORE
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.&#. MORE
);} 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. MORE
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 […]. MORE
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. MORE
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. MORE
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. MORE
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! MORE
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. MORE
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! MORE
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! MORE
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. MORE
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.&#. MORE
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. MORE
);} 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. MORE
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. MORE
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. MORE
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. MORE
” “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. MORE
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. MORE
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 MORE
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. MORE
" 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. MORE
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. MORE
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. MORE
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 MORE
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! If you’re still using the same “script” that worked for you a few years ago, you’re probably feeling a bit frustrated. So chuck it and start the year fresh. MORE
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. MORE
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. MORE
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. MORE
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 MORE
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 MORE
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. MORE
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. MORE
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. MORE
“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. MORE
Prospect Related Topics Jane Genova: Speechwriter - Ghostwriter
NOVEMBER 12, 2017
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.
SpeakerSue Says...
APRIL 1, 2013
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
Succeed Speaking
OCTOBER 24, 2011
” “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.
SpeakerSue Says...
JANUARY 5, 2014
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!
Jane Genova: Speechwriter - Ghostwriter
MARCH 6, 2017
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.
Jane Genova: Speechwriter - Ghostwriter
AUGUST 18, 2017
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.
SpeakerSue Says...
NOVEMBER 5, 2012
“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.
SpeakerSue Says...
JULY 23, 2012
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.
Speaker Launcher
NOVEMBER 2, 2009
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.
SpeakerSue Says...
JULY 11, 2014
” 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
SpeakerSue Says...
JULY 20, 2011
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.&#.
SpeakerSue Says...
JULY 20, 2011
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.&#.
Jane Genova: Speechwriter - Ghostwriter
DECEMBER 4, 2012
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.
Speaker Launcher
JANUARY 24, 2017
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 […].
SpeakerSue Says...
APRIL 23, 2012
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.
SpeakerSue Says...
AUGUST 10, 2009
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
Jane Genova: Speechwriter - Ghostwriter
OCTOBER 30, 2013
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.
Jane Genova: Speechwriter - Ghostwriter
JANUARY 9, 2013
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.
SpeakerSue Says...
DECEMBER 13, 2013
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.
Jane Genova: Speechwriter - Ghostwriter
SEPTEMBER 8, 2015
" 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.
Fripp THE Executive Speech Coach
MAY 30, 2009
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.
SpeakerSue Says...
JULY 29, 2009
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.
Jane Genova: Speechwriter - Ghostwriter
FEBRUARY 26, 2013
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.
SpeakerSue Says...
DECEMBER 13, 2013
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.
Great Public Speaking
JUNE 18, 2012
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.
Fripp THE Executive Speech Coach
MARCH 22, 2010
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.
Speaker Launcher
FEBRUARY 15, 2018
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
Fripp THE Executive Speech Coach
DECEMBER 8, 2009
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!
SpeakerSue Says...
DECEMBER 30, 2012
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?
http://delicious.com/akarrer/prospeaker
MAY 5, 2009
);} 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.
SpeakerSue Says...
FEBRUARY 16, 2010
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!
Fripp THE Executive Speech Coach
MARCH 13, 2010
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.
http://delicious.com/akarrer/prospeaker
MAY 5, 2009
);} 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.
SpeakerSue Says...
JULY 5, 2013
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?
SpeakerSue Says...
JULY 26, 2012
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.
SpeakerSue Says...
OCTOBER 22, 2013
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.
SpeakerSue Says...
MARCH 6, 2013
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.
SpeakerSue Says...
MAY 8, 2013
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.”
SpeakerSue Says...
OCTOBER 28, 2012
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!
SpeakerSue Says...
AUGUST 21, 2012
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.
INDUSTRY INSIGHTS YOUR PEERS ARE READING
40 
Let's personalize your content