Did I Say Don’t Cold Call?
Would you believe that some people thought from last week's episode that I was saying not to cold call? However did you get that impression? :) As expected, I got a
Cold Calling: Here’s What I Really Think…
Some people hate even the idea of cold calling. Other people swear by it. But generally, at least once a month, someone will either talk to me about the problems
Program Clients to Choose You
Can you really program clients to choose you? How many of the people in your market, who need the products and services you offer, can you pre-program to go directly
Important Prospects You Need to Reach
Quick question for you today: What if there were prospects in your market whose attention you absolutely HAD to get, in order to make your business as successful as it
Get an Oar in the Water
Very often in business we know just where we want to go. We know just what we need to do. We have the tools, resources, supplies and know-how. But if
Are You Predictable in Business?
When I say the word "predictable." How does it make you feel? Is it a positive term or a negative term? Today I'd like to ask you a question about predictability,
Worst Prospect Ever
If you've been in business for any length of time, you've run into your share of poor quality prospects. But who comes to mind when you think of your worst
Prospecting is Not Cold Calling
Prospecting is not cold calling, and prospecting is not selling. When you realize that these are different functions, it allows you to treat them as such. Cold calling may be one
Get the Hard No in Sales
Sometimes in sales we like to hold out hope that just because someone hasn't said "no" to us, they'll eventually turn into a "yes." And sometimes that happens. But in