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Casual Articles - Persistence in Prospecting is Simply the Aerobic Training of Sales
The values landscape of our nation is changing, and with it your personal values landscape is changing as well. What does this mean and what does it have to do with midlife? Researcher Dr. Paul Ray says that the predominant values set held by Americans has been one he terms Modernist, with roots in the Renaissance. Modernists presently represent 88 million U.S. adults, or 47% of the population, but the
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please con
Advertising balloon rentals can help provide you with an affordable promotional campaign for your business. Advertising is very important in order to establish business relationships with prospective customers. And if your business needs immediate impact, an advertising balloon rental might be something worth checking out.Any advertising balloon campaign can be easily managed. Once you have found a good advertising balloon rental
The method recommended by all of the professional trainers and doctors is Long Slow Distance, LSD. That is swim, bike, and run for longer and longer distances while maintaining a relatively stable heart rate. The results should be a stronger ability to perform at higher heart rates. As you maintain this training regimen, you will perform faster because your ability to replace oxygen increases. So, you will be able to swim, bike and run faster while maintaining the same heart rate.
Now, simply apply this idea to Prospecting and you can see the value of making cold calls on a regular basis. As you maintain your Prospecting efforts you get better and better at the skill. Also, you begin to build up a large reserve of potential customers with whom you will need to follow up in the weeks, months, and years ahead.
It doesn't take long to realize the benefits from simply persisting at your Prospecting efforts.
Let's consider how many real Prospecting/cold calls you make in any year. Now when I say a Prospecting call I mean that you "talk to a potential customer with the intent of making them a customer."
When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. You simply have another lead. When you call back or get that person on the phone, then you have made a Prospecting call.
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please cons
New marketing and promotional ideas! Free! Most are related to internet-based businesses, but even those can usually be adopted in some way to other businesses. Here are half a dozen marketing ideas to get you thinking.A one-hour coupon. Offline businesses that want to increase the traffic to their websites can announce an "internet coupon" good for a free drink (or whatever). The coupon would be up on the site for an hour, someti
Now, simply apply this idea to Prospecting and you can see the value of making cold calls on a regular basis. As you maintain your Prospecting efforts you get better and better at the skill. Also, you begin to build up a large reserve of potential customers with whom you will need to follow up in the weeks, months, and years ahead.
It doesn't take long to realize the benefits from simply persisting at your Prospecting efforts.
Let's consider how many real Prospecting/cold calls you make in any year. Now when I say a Prospecting call I mean that you "talk to a potential customer with the intent of making them a customer."
When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. You simply have another lead. When you call back or get that person on the phone, then you have made a Prospecting call.
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please con
Everyone loves free advertising. In some ways it is the Holy Grail of business. But it has to be effective advertising seen by many people. One of my favorites is a newspaper article about your business. This is an elusive goal, and it can be difficult to achieve. Sometimes, it is just being in the right place at the right time. However, there are some basic techniques you can put into play to help position your business for exposure. I
It doesn't take long to realize the benefits from simply persisting at your Prospecting efforts.
Let's consider how many real Prospecting/cold calls you make in any year. Now when I say a Prospecting call I mean that you "talk to a potential customer with the intent of making them a customer."
When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. You simply have another lead. When you call back or get that person on the phone, then you have made a Prospecting call.
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please con
Here's something on the internet that's a godsend: free online bookkeeping courses. Do you think bookkeeping is confusing? If you're like me, you can balance a checkbook or household budget just fine, but when you start trying to figure out assets and liabilities, it gets confusing. It might be easier if they used minus signs instead of parentheses to indicate negative amounts. Or if they didn't add liabilities. But it is what it i
When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. You simply have another lead. When you call back or get that person on the phone, then you have made a Prospecting call.
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please con
Co-ops are becoming all the rage and they make sense for smaller rural communities who need to use this energy of all that used to be offered in their community to do the most good both locally and in trade. The most important thing for the success of a co-op is proper publicity, community goodwill and an ongoing public relations program.What kinds of public relations can co-ops do to promote themselves? Well, they can throw fes
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please consider the following idea.
In aerobic training, we are supposed to swim, bike, or run for a set period of time everyday of the week, weekends we can rest. For a few weeks of the year we need to add Anaerobic training, which is “speed work.” This builds up our ability to go faster in the long haul.
What would happen if you made one or two Prospecting/cold calls everyday you were selling? That would be 5 or 10 new prospect calls a week, 200 - 400 per year. That could be your "aerobic selling."
Next, you could add a few "anaerobic" weeks to your selling by making several Prospecting/cold calls a day one week a quarter or so. You choose when.
What I suggest is that you simply decide IF you would like to do this or not. If yes, then start. Use our System for Prospecting and Making Cold Calls, or your own, or someone else’s. The important thing is that you actually DO the calls.
The more I train the more I see the similarity between athletic performance and selling performance. Unfortunately for me we have to go out there everyday, we can't just think about it. If you don't train or you don't Prospect the results are obvious. The next time you show up at a “Triathlon” you may have trouble finishing.
Now you know why I feel that Persistence in Prospecting is Simply the Aerobic Training of Sales.
Sell Well and Often
Bill Truax
Bill@BlitzCall.com
© Copyright 2006 WJ Truax
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