Sales Tips & Tricks

Get Personable – in Person

Go visit your top prospects! Drop-by calling gives you a stronger connection with your prospect and is more likely to lead into conversations and opportunities. It doesn’t have to be all work

New Quarter, New Mood

There’s something about autumn that makes people slow down and have fun. Let your prospecting calls and emails reflect that mood. You don’t need to change your value proposition, just your delivery.

Teach Your Team How to Ask for Referrals

Have everyone in a customer-facing role choose one question to use when they want to ask for a referral. Then, teach them how to frame their referral request and transition from the

Interest Isn’t a Guarantee

Marketing qualified campaign leads are contacts who show interest by clicking, downloading something you send, or attending an event you host. They are not a guaranteed sale. 10% will agree to an

Moving quickly through prospects using a sales script and not putting any effort into establishing a relationship puts you into highly competitive sales cycles with tremendous pressure. Take some time to get

Don’t Be Fooled by Purchased Lists

Acquiring a list is the fastest way to build a list, but it’s not uncommon for 40% or more of the contacts to contain bad data. Alternatively, building an organic list allows

Don’t Dump Prospects Who Aren’t Ready

You meet. It’s a perfect fit – but your prospect just isn’t ready to take the next step. Don’t dump them and move on to the next prospect. Make sure you tell

Crack the Mystery of Getting People to Respond to Your Campaigns

Getting high response rates to your cold call, email campaign, event or voicemail is not a big mystery. Craft your message around one specific issue that is likely driving your prospects to

Email + Calling 4Ever

Prospects don’t fall into your lap the minute you email them. Your lead generation email campaigns offer a way to engage prospects, score them as a lead and focus your calling efforts

Build Your Prospecting List

When you’re out and about meeting with clients and prospects, set a goal to add 5 new names to your prospect list every week. Ask for referrals. Check out building directories for

Get to the Point

Tempting as it is to go into lengthy explanations, more than two-thirds of all emails in the U.S. are read on smart phones. Couple that with short attention-spans and you’ve got an

Nurture Through the Year

Prospecting is not about making 100 calls a day. It’s about having quality conversations with prospects to learn more about them and then nurture them until they’re ready to engage. It might

It’s Not Over Until the Ball Drops

It’s the last week of December and all through the office, decision makers are nestled snug at their desks with visions of 2019 dancing in their heads. That makes this an ideal

The Best Gifts for Clients

When I give a gift or send a card, it’s because I want to show how much I value that client, staff member or partner. It comes from the heart, which might

Unwrap Delicious New Opportunities for Q1

Set appointments for the last week of December and first two weeks of January to start unwrapping new opportunities for Q1. By setting the appointments now, you’ll get in on their calendar

Make a List & Call it Twice

You can make Q4 a huge success, even if it’s December! Start by making a list of all the proposals you closed this year and highlight those things your clients decided to

Join the Party

It’s the season for all those holiday lunches, parties and gatherings at local organizations, Chambers and associations. Those parties are teeming with your prospects, and they’re in the mood to mingle and

The Trick That Will Get You More Treats

The best way to get prospecting for the holidays is to start earlier and be unique. Here is the holiday to do that! This Halloween deliver bags of fun goodies to your

NOW is the Time to Give Prospects a Way to Reduce Their Tax Liability

You may not be thinking about taxes yet, but you can bet your prospects are. If they still have budget for the new year, they’d rather invest in their business than lose

Winning is Not Everything – But Making the Effort to Win Is

Vince Lombardi didn’t lead the Green Bay Packers to 5 NFL championships in 7 years without putting in effort. And, he didn’t quit in the fourth quarter. Set up your 4th quarter

Easily Grow Revenue from Existing Clients

Assuming you offer more than one solution, there are additional revenue opportunities hiding in your existing client base. You’ll notice them during your review meetings with clients. To make sure you don’t

Would You Return Your Voicemail?

When you’re cold calling, you’re (hopefully!) leaving voicemails. Though they can be nerve wracking, they present an important opportunity as you’re only likely to reach about 12% of your contacts at any

How to Get More Sales in a Large Territory

Identify smaller target markets. These micro-segments combine prospects into groups with similar traits that will be easier to manage. They might share the same pain point, operate in the same geography, or

Reeling ’em Back in With a Subject Line

When contacts go dark, cancel meetings and start ignoring your emails, the right email subject line has the power to reel ’em back in. The subject line needs to remind the prospect