Category Archives: Prospecting
Getting More Referrals From Your Best Clients
Referrals are the most powerful method for attracting new business. It’s also a less stress-full and more professional way to market and sell your services. Sadly, too many professionals miss out on this opportunity leaving potential new business on the table by not leverage their existing loyal clients. I’ve observed five reasons most professionals do…
Prospecting: The Beginning of Rain Making
‘We are all salesmen every day of our lives. We are selling our ideas, our plans, our enthusiasm to those with whom we are in contact’ – Charles M. Schwab A rain maker is someone who generates revenue and profits by bringing in new business. The term can be traced back to the Native American…
Six things you can learn from tow-truck drivers: it’s all in the numbers
I live on a busy street in East Melbourne near the CBD (downtown area). To make sure the traffic flows smoothly during peak hours there are clearway zones; cars are prohibited from parking between 7:00 am and 9:30 am, Monday to Friday. Between 4:30 pm and 6:30 pm, the same restriction applies to the other…
Five Tips for Improving Your Prospecting Activity
For a while now, you’ve been trying to get your producers (salespeople) to see more prospects. You see other businesses doing it. They seem to make it look so easy. But for some reason, success keeps eluding you. Every time you get close to building a strong sales pipeline, something happens and…
Niche Marketing: 7 Ways to Expand Your Marketplace and Drive Growth
Is yours one of the many financial services businesses that try to be all things to all people? Or are you perhaps looking for a better way to invest your time, resources and marketing dollars? Niche, or specialist, marketing offers a better approach for financial service businesses looking for proven ways to attract new clients…
Prospecting Your Biggest Headache or Greatest Opportunity?
“You earn 90% of your commission for finding the person and 10% commission for selling them.” Walter J. Shields Prospecting for new business is a never-ending job, the lifeblood of any successful business. You may be able to delegate other activities but not prospecting. Prospecting is the most important part of the sales process. Depending…
