1. The goal of cold calling or sales prospecting is to secure a meeting or appointment. (It’s not to sell.)
2. The goal of leaving a voicemail is to get the prospect to return your call by arousing curiosity. (It’s not to sell.)
3. The goal of the sales meeting is to qualify the prospect to see if there’s an opportunity and to uncover pain and problems. (It’s to sell and solve problems!)
Keep it simple!
Happy Good Friday and Easter to you!
In my previous post on how to succeed at getting solid sales appointments, I wrote about identifying your target niche audience and being as specific as possible.
For example, at Connect 5000, our target market is software, technology, and consulting firms with large average sales and long sales cycles. If a company’s average sale is at least $25,000 they’re in our sweet spot. Hopefully you can identify and articulate your company’s in 2 sentences or less. Being specific not only helps you, but potential prospects who approach you as well. Read more
At 10:00 am this morning I took my Honda CRV in to get my usual oil change at The Import Shop. It’s a locally owned car repair shop owned by a mom and son and as a small business owner, I prefer to spend my money at other small businesses rather than the dealership right down the road. They provide a great service at a fair rate and I’ve been a customer for well over 7 years. I asked Harriet today if they worked on other import cars or just Honda’s. She said just Honda’s. At one point named their company “The Honda Import Shop” but Honda’s legal department asked them to change their name in a nicely written letter. Read more
“Connectors are people who link us up with the world. People with a special gift for bringing the world together.” – Malcolm Gladwell from his book, “The Tipping Point”
If you could only use one word to describe me, that would be me in a nutshell.
Connector.
Hi! I’m Ray Ruecker with Connect 5000 and want to thank you for taking time to visit our website and blog. I’m the Managing Director for a boutique C-Level scheduling, training, and assessment firm based in Kansas City. We specialize in connecting Fortune 5000 decision makers with technology and consulting companies with high average sales.
