Marketing and Prospecting Articles

The Wrong Way to Warm Calls Up

The most common way people try to warm calls up is by mailing or emailing first. This common effort comes with common errors. This article covers the errors, how to avoid them, and how to successfully blend letters/emails with calling. This really has to begin with unrealistic expectations for what letters or emails can do to [...]

The Wrong Way to Warm Calls Up2019-06-12T16:29:29-07:00

Shout Out for Dudley and Goodson

I am careful about using the phrase "call reluctance" and you may need to be, too. Here's why. First, I want to introduce you to Shannon L. Goodson and George W. Dudley, the authors of The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales. It was Dudley who coined the phrase "call reluctance" [...]

Shout Out for Dudley and Goodson2022-03-31T09:05:32-07:00

Mind Control: Why Some Calls to Action Work and Some Don’t

“Register” “Buy Now” “If you’re interested, call me back.” Those are examples of a marketing call to action -- a term and practice that’s been around for over 100 years. The first two work, the third doesn’t. This article tells you why. What a Call to Action is Supposed to Do A call to action is [...]

Mind Control: Why Some Calls to Action Work and Some Don’t2019-08-14T15:56:56-07:00

Is Your Networking Working?

Networking can be an excellent marketing tool to include in the mix. Because networking is often a favorite, it’s also easy to spend more time, money, and effort than it’s worth. Here's how to use a simple matrix to make informed decisions. Create a matrix or table that has six columns: Column 1 - Organization and event [...]

Is Your Networking Working?2020-12-16T13:59:03-08:00

About prospects’ reactions (and your motivation)

“I get motivated when I feel I am making a meaningful difference in the lives of others. I think this could hurt me because of how I perceive negative reactions on the phone. Any suggestions remaining motivated when cold calling?” […]

About prospects’ reactions (and your motivation)2023-02-13T16:59:11-08:00
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