Over the weekend I received an email and subsequent phone call from a financial advisor who read my post on BNI as a networking tool. He chose not to reply to the post, but had a GREAT prospecting / networking idea! This financial advisor arranged and hosted a networking luncheon for his clients, and invited […]
Read MoreTomorrow, I am speaking at a National Sales Meeting for a major international insurance company. (My former employer!) Anyone in sales attends many national and regional sales and sales training events. Usually management covers such a huge amount of information, you feel as if you are trying to drink from a fire hose! A study […]
Read MoreReferrals and introductions drive the business of top professional salespeople. Among the myriad of prospecting techniques, Referred Lead Prospecting makes the most sense for several reasons: Referrals are a low-cost lead acquisition strategy Referrals help prospects feel comfortable with you, because you were introduced Centers of Influence have a tendency to self-replicate if you keep […]
Read MoreTiger Woods is the best golfer in the world… period! In addition, Tiger is a wonderful study in success. Some time ago I heard an interview with Tiger on the “Golf Channel.” The interviewer asked him what was the ONE THING that has made him the best golfer in the world. Tiger thought long and […]
Read MoreFor the next few days, we will continue to welcome and wish people “Happy New Year!” We will even ask if they “had” a good New Year. (I KNOW what we mean is “Did you have a good New Year’s Holiday?”) I just cant help myself, though, and respond by saying “I don’t know; it […]
Read MoreLast night I picked my wife up at the airport on her return from an extended holiday stay in Kentucky. We stopped at a Holiday Station, a convenience store close to our home for a little “Pre-New Years’ Resolution” Breyer’s Ice Cream to celebrate her homecoming. The store clerk had a “troublesome” customer before he […]
Read MoreThis week I was driving from Benton to Bardstown, Kentucky on the Western Kentucky Parkway, or “The WK” as it is commonly called. There is a rest area near Beaver Dam between Paducah and Louisville that everyone refers to as the “Half-Way Café.” I stopped to get lunch at an Arby’s where I ran into […]
Read MoreSalespeople and sales organizations go to great lengths to “wow” their customers and clients. Unbelievable amounts of time and money are spent to stay trying to stay in front of clients and prospects in tremendously creative ways. However, sometimes the basics are what make the biggest impact. Last night I received a call from a […]
Read MoreIs anyone else out there bored with cans of holiday popcorn sent as “customer appreciation gifts”? This week I was in an office that had received FOUR cans of popcorn from various vendors! How much popcorn is enough? Some offices start looking like snack buffets! Don’t peg me as a “Scrooge”, however. Treats in the […]
Read MoreWhat can you expect here? This blog will be designed to share sales and marketing ideas for people and businesses who wish to grow their businesses. The methodologies and ideas discussed will focus on strategies and tactics designed to increase your business from your best existing relationships, and referrals from those relationships. My hope is […]
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