Prospecting cold leads
Follow up direct mail – increase response
Follow up leads
Keep in contact with customers
Resell to existing customers
Customer & market surveys
Reconnect with old customers
Ask for referrals

Prospecting by Telephone

You may be an unwanted interruption – be professional – clear purpose, visualise success
Be in control – don’t pitch the gatekeeper
Introduce yourself
Capture their attention – be honest – “If you found a way…”
Qualify – don’t waste time
Explain, make offer, gain commitment
Follow up – letter, email, brochure

Better Prospecting

You are trying to help people – few will resist those who are genuinely trying to help
Put yourself in a positive state – rate yourself, energise yourself physically & mentally
Reassure your prospects over time concerns and offer to re-schedule
Scripts & outlines
Standardise & test openings and closings
Use standard outlines to cover main points

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