A while back, a very close artist friend posted a question on Facebook: “Does anyone have any suggestions on how to close a sale?” Apparently, she had been experiencing some frustration with prospective buyers “dancing” around the notion buying her paintings—and not being able to get them to cross the finish line, so to speak.
You build relationships through value. If you have not heard this expression, remember it. So how do you do this? When you make a new acquaintance, do not think about what they can do for you; rather, what can you do for them?
Did you know that you may very well have a gold mine of market research data available at your fingertips…and that it is already paid for?
When I suggested to a client that he GIVE away some of his proprietary content to prospects, he suggested a branded pen. Which would the prospect VALUE more?
On June 11, Market Leadership Journal will be hosting a webinar called Your Foot in the Door. The topic will be on how to get your foot in the door of prospective clients (i.e. to engage) where you otherwise do not have a connection or previous relationship. When I teach…
If you do one-to-one meetings over coffee, be sure to patronize the places in which you are meeting for business. They have a business to run too!
I remember a while back when I was having coffee with a business colleague here in Columbus, Ohio. He was sharing with me some of his experiences working with one of the larger employers here in Central Ohio (we have many of them). While he had many positive things to…
I recently asked a LinkedIn expert’s opinion on the top three mistakes people make on LinkedIn. His response: “It comes down to three Ps: Profile, People and Participation.”
We all have barriers to overcome whenever we are striving to reach any worthy goal. In my book Prospect & Flourish, I outline five basic barriers to successful prospecting. They are: Not understanding the value of what you bring to others Fear of rejection Laziness Not knowing what to do…
The more I learn about the challenges people face when it comes to prospecting, the more I am convinced that it is so much like exercise. Consider these similarities.