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

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1. And most customers, I’d say the customer’s not always right. They may think they don’t need advertising or marketing or media help, but they don’t always know everything about their needs in your space. That’s where your expertise comes in to help show them that there might be a way that you could help them move the needle on their business. “They’re looking to solve business problems. Your job is to figure out what those might be, and where you can make that connection.” Why You Really Need to Do Your Homework on Sales Prospects

   In Problem and outcome framing

2. We now have LinkedIn, which is a whole lot more robust than those old Rolodexes or little black books that people used to carry around, so begin with everyone you know, and Steven, my husband, my business partner and husband, often says, “Never eat alone.” And he’s actually far better at it than I am, making sure that he’s got lunches and breakfasts and coffees with as many people as he possibly can whenever we’re visiting a city, or even here in Seattle, just reminding people that you exist, and also trying to learn and understand what’s happening in their business or in related businesses, people who we know in common that might actually have something that we’re, it might be worth a conversation. “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” People respond to emails, to phone messages for one of two reasons: either out of a sense of obligation because they either know you, or they know someone in common with you, or they’re curious. One of two things. So the obligation is the easier one. So if you can figure out a way that you can get connected to someone through someone else, that’s the best way.

   In Prospecting

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