A Gold Mine of Market Research…Paid For in Full
Did you know that you may very well have a gold mine of market research data available at your fingertips…and that it is already paid for?
Prospecting
Your Cost; Their Value: Which is Greater?
When I suggested to a client that he GIVE away some of his proprietary content to prospects, he suggested a branded pen. Which would the prospect VALUE more?
Your Value Proposition: They Give You 20 Minutes, You Give Them…?
On June 11, Market Leadership Journal will be hosting a webinar called Your Foot in the Door. The topic will be on how to get your foot in the door of prospective clients (i.e. to engage) where you otherwise do not have a connection or previous relationship. When I teach…
When Meeting for Coffee, Be Sure to Have a Cup.
If you do one-to-one meetings over coffee, be sure to patronize the places in which you are meeting for business. They have a business to run too!
Will the Real Decision Maker Please Stand Up?
I remember a while back when I was having coffee with a business colleague here in Columbus, Ohio. He was sharing with me some of his experiences working with one of the larger employers here in Central Ohio (we have many of them). While he had many positive things to…
How Do You Build an Extraordinary Sales Career Today?
How do you take your business to the next level? What skills are critical for your business to become a market leader in today’s changing market? As a regular reader of Market Leadership Journal, you know how important we think it is for you to be able to prospect and…
The Three Ps of LinkedIn’s Power
I recently asked a LinkedIn expert’s opinion on the top three mistakes people make on LinkedIn. His response: “It comes down to three Ps: Profile, People and Participation.”
Prospecting Is Like Exercise
The more I learn about the challenges people face when it comes to prospecting, the more I am convinced that it is so much like exercise. Consider these similarities.
Ten Ways to Make the Most Out of Trade Shows & Events
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.
Who Decides Your Value?
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.