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 Last week, I got a call from a salesperson I had in a recent workshop. He was telling me about a "hot" prospect he met with over a month ago who had suddenly turned cold. Here's the story:
He had a great first meeting with the prospect. His solution was well-received and the prospect even had the budget to pay for it. After the meeting, the prospect told him to follow up in a few days. Early the following week, he followed up and left a voice mail for the prospect. He called again the next day and left another message. And another. Then he tried sending an email or two, but still no response. Now a month has gone by and he has a better relationship with the prospect's voice mail system than he does with the prospect. Every salesperson has had this happen countless times. You may have even learned to "beware of an easy prospect." But when a prospect stops responding to your follow-up efforts, what should you do? I recommend using an automated follow-up tool like BuzzBuilder Pro. Here are a few other suggestions: |
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 This article is featured on SalesPractice.com
Over the past several years, email has been one of the best prospecting tools I’ve used. However, the problem with the e-mails that most salespeople send is that they all tend to resemble SPAM. Do away with generic sales messages and never e-mail a brochure or marketing piece to a cold prospect. While there are numerous times you can use e-mail, there are 4 key points in the sales process where I use it most: |
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SalesExperiments.com has been nominated by the Blogger's Choice Awards in 3 different categories: Best Business Blog, Best Corporate Blog, and Best Marketing Blog. This site was created to be a free resource for sales professionals. Because of this, I rarely promote anything and I've never accepted advertising. Now I'd like to ask you for a favor: please vote for the SalesExperiments blog. All of us in sales know how hard it is to attract new customers, and your vote would be a tremendous help. Please be sure to vote in all 3 categories |
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 This is a power-packed, 30 minute workshop that shares several innovative prospecting tactics. You'll hear ideas for: gatekeepers, voice mail, e-mail, creative marketing, influence, value propositions and more.
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 Sticky Statements are the next generation of value propositions. For most salespeople, the first 20 seconds of your call can be the most difficult part of the entire conversation. Traditional benefits statements and sales pitches don't work anymore. This recorded webinar will teach you a new way to create interest and influence executives to meet with you.
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 I stumbled across an article recently that talked about the history of the 4-minute mile--that is, the ability to run a one-mile race in under 4 minutes. For years, the 4-minute mile was considered not merely unreachable but, according to physiologists of the time, dangerous to the health of any athlete who attempted to reach it. Then, in 1954, an underdog named Roger Bannister achieved the "impossible" when he logged 3 minutes 59.4 seconds. And suddenly, the world of professional running changed forever. The perception of the unreachable 4-minute mark had vanished. By the end of 1957, 16 runners had surpassed the 4-minute mile. So what can we learn from this? |
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 If you like to send a letter prior to calling a prospect, avoid sending generic sales letters and marketing materials. The right sales letter should intrigue the prospect and help you turn a cold call into a warm call. Here's a format that you can easily tailor to each prospect: |
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