Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in only a few words: “Know your customer, know your product; call a lot of people, ask all to buy.” Today’s focus is on the third component of the […]
Category: Business Development
Connecting With Prospects Faster
In a recent article published by LinkedSelling, the question was posed, “How can you take a cold prospect, reach out to them, connect with them in a way that engages them, and offer them value so they see you as a resource & authority?” A good question for many of us… and, interestingly, the simple answer […]
Staying in Touch with Your Marketplace
Business development is a process rather than a one-time event. It requires a long-term perspective and the key activity for achieving success is follow-up – i.e., staying in regular contact with customers, prospects, and influencers/referral sources. We have observed that most people fail to follow-up with sufficient frequency or with a value-added purpose. Frequency guidelines:If […]