I don’t typically write much about holidays, but as we approach Mother’s Day this year, I am beginning to take notice of some qualities that my mother emulated for me that I still benefit from today. These are qualities that I have written about before here on Market Leadership Journal,…
Not too long ago, when I probably should have been doing something more productive, I was flipping the channels and came across Batman Begins—the 2005 predecessor to the more recent Dark Knight films. As the movie chronicles Bruce Wayne’s ninja-style training on a remote mountaintop in Asia, I am often struck by the words of Wayne’s mentor, Henri Ducard, played by Liam Neeson:
“Training is nothing! Will is everything!” Ducard tells Wayne as they spar across a frozen lake. “The will to act!”
One of the most effective ways to prospect for new clients is to participate in trade shows. Here are ten steps to make the most of them.
One point which I don’t think I have made often enough here is the actual definition of “prospecting.” Prospecting is the continuous activity of exploring for and qualifying new people to meet and talk with concerning your business. This definition applies whether you are seeking new customers or a new employer. Everybody prospects.
How many of us have attended networking meetings, or other types of social/business functions, only to be overcome with shyness—or what I call a “fear to mingle”?
To learn about centers of influence, we must really look to physics. You see, when it comes to interpersonal relationships, people are like heavenly bodies.
Not long ago I was conducting an on-camera interview with a business owner, who was giving a testimonial on behalf of a coach who had helped him. When we began our conversation, he talked about how he had decided to launch his own graphic design firm, landed his first client, and, in his words, “…the rest is history. Here we are today.” I felt compelled to gently challenge him on that statement…
To get referrals: The best person to give you a referral is he or she who has personally benefited from, and more importantly, values the service you provide.
The biggest mistake sales professionals make when seeking referrals is not asking for them. I stand by that. However, what’s the second biggest mistake?
A lot of the pieces I share here on Market Leadership Journal focus on one of the countless aspects of sales prospecting. So I thought it would be helpful to share some important points specifically about what prospecting is, and also about what prospecting isn’t.