Give Your Pool of Dead Leads CPR
Prospecting, done correctly, has the same qualities. Make just one sales call and it’s like DVR’ing (Is that a verb?) through an ad. Make a series of calls and now you’ve got something—name equity.
Your future business will come from three sources:
1. Top 10 customers—Duh.
2. Top 10 prospects—Duh-er.
3. The Dead Leads Pool
Make it your goal to maintain between 50 and 75 names in your DLP. Managers, include this third piece in with your top 10/top 10 sales meetings. While that conversation is typically as much fun as going to a German comedy club, it is just as important as the other two.
Upcoming Webinars:
Prospecting, Nov. 10
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
