Marketing & Prospecting

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Marketing and Prospecting Articles

Liability Insurance Primer

Got any "errors and omissions" insurance? Do you really need that? (Does it actually exist?) Whether you need or "should" have liability insurance becomes a sales issue for many consultants, in particular. Since I often provide training to commercial insurance brokers I have access to pros who can answer that question.  This Primer was created with [...]

Liability Insurance Primer2012-11-09T18:41:28-07:00

Is “social” networking networking?

The short answer is yes, of course! As much as some may say it's different, the new wave, will supplant in-person networking... The interactions you have on LinkedIn, specific listserves, Twitter, and even Facebook are indeed networking. Include these activities in your networking analysis, giving them their own rows. (See "Is your networking working?" for more [...]

Is “social” networking networking?2019-08-14T16:32:53-07:00

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?2019-08-14T16:36:10-07:00

Prospects’ reaction, and motivation

Tania asked: 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 for people like me to remain motivated when cold calling? Hi Tania – You are bringing up two things [...]

Prospects’ reaction, and motivation2019-08-14T16:37:07-07:00

New Phone Problems for Old Pros?

Dear Shawn: Ever heard of anyone who has been in sales forever suddenly catching call reluctance? I used to make hundreds of cold calls each week, but that was years ago. Now I'm struggling to pick up the phone. Shawn says: Yes, I have heard of successful, experienced sales reps suddenly experiencing a strong desire to [...]

New Phone Problems for Old Pros?2019-08-14T16:49:35-07:00