Sales Prospecting: How to Talk to Prospects & Win their ...

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1. So this is a marathon, not a sprint. It’s not like you’re going to send out 50 postcards, get 50 emails back saying, “Yeah, yeah. We want to meet with you.” This is a relationship play, I guess is the best way to say it. So starting with people that you know is most effective because when you send an email or leave a voicemail for someone, and you can say, “I’m calling because Drew McLellan suggested that we might meet,” that requires, then, that person on the other side to respond. “So if you can figure out a way that you can get connected to someone through someone else, that’s the best way.” I don’t know how you are, but if I get an email from someone saying, “Hey, so-and-so suggested that I give you a call. Could, would you be willing to meet for coffee?” As much as I roll my eyes, I always say yes.

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