How to Get a Prospect on the Line
The exercise for this session is another brainstorming exercise. Lock yourself away with a pad of paper or a laptop. Invest two hours in listing all the special reasons you can conceive of to call prospects.
This is an exercise in creativity! No matter how bizarre, curious, unusual, peculiar, weird, wacky, extraordinary or odd—write it down. You might not use a weird idea, but it could lead to a better idea or series of ideas that work.
Several years ago, I was bored and decided to list all the reasons I could think of to phone, fax (this was the dark ages), e-mail or write (as in write a letter) a prospect. I came up with 101 reasons in less than two hours.
By the way, keep those recordings and videos coming in. Five of you are going to win one of my paintings. See the previous blog for details.
But, above all, never forget to get out there and sell something!
A Year of Selling Profitably
By Harris M. DeWese with Jerry Bray
Employ techniques and tools that turn weekly sales meetings into energetic learning experiences, resulting in a more enthusiastic, more motivated, and more effective sales force. Understand how these techniques and tools required to build successful marketing, sales and, ultimately, profits, will help you achieve “A Year of Selling Profitably.” Click to order a copy.
Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.