One of the common complaints I hear from people involved with approaching prospects is that they have tried to approach a particular person but are unable to get the chance to speak to them. Maybe it’s not the response that is the problem but your stimulus! If you adopt a standard approach you will generate… Read more…
Your next prospect call – what to say in the first 30 seconds to attract clients and sponsors
In the first 30 seconds of a prospect call, based on what you say and how you say it, your prospect will evaluate whether it’s worth investing time in listening to you and continuing the conversation. You need to demonstrate in the first 30 seconds that continuing the conversation is in their interests. If you… Read more…
Finding your “sweet spot” of activity when approaching prospects
An important issue in business development is finding the right balance of quantity and quality when approaching prospects. People who are unsuccessful in this regard fall into two groups. The first group is people who don’t approach enough prospects to meet their pipeline targets; a lack of urgency is present. Some people can spend too… Read more…
Using evidence to attract prospects
One tactic to help convince a prospect in a proposal or presentation of the merits of your solution is to provide evidence of how you have helped organisations that faced similar challenges. Evidence is important because… It builds the prospect’s trust in you, which is important as people buy trust first and products and services second It… Read more…
Testimonials that attract business
When was the last time you asked for a testimonial from a client or sponsor? If you are not using testimonials as a regular part of your marketing approach, you may not be maximizing your potential to attract business. Why use testimonials? A testimonial from a credible person or organization can go a long way… Read more…