Recently, I wrote about my Closing the Loop email that’s a bit of a secret weapon when it comes to raising deals from the dead. I received some comments and many more emails about the fantastic responses people were getting from it. One of the emails asked me if I had a similarly effective email template for
A couple of years ago I wrote an article titled, ‘I Wish I’d Said That: Seven sentences to get you out of sticky situations.’ Just as there are words you can employ to helpful means, there are also words that you should avoid to keep you out of trouble and in control of the buy-sell
For years I counseled that rather than leave a voicemail when doing telephone introductions, you’re better off hanging up and dialing again at a later date. Then someone (I wish I could remember who) explained the dynamics of cold calls and voicemail to me in a new light: “Knowledge is power…”
Even the most specialized firms are capable of delivering a range of services that are broader than their declared specialization. It’s tempting, therefore, when making a telephone introduction, to pursue all the work that your firm is capable of instead of focusing on the work that it is best at. The mathematics say that if
I’ll leave the bottom line guidance to the finance, human resource and other experts and stick to my knitting: business development. How do you protect the top line at a time like this? Here are seven suggestions.
Rare is the new client that is secured without the help of outside assistance. The common vehicles for this assistance are testimonials, references and referrals. In this issue of the Win Without Pitching Newsletter we examine how each of these vehicles of assistance is different from the others, and how each should be applied in
An understanding of how people buy is important to anyone who has anything to sell, but it is doubly important to marketing communication agencies for the reason that you are in the business of helping your clients sell. Through the development of ads, point-of-purchase material, and sales collateral you develop some of the sales tools
If you’ve ever wondered why your agency spends so much time and money to land so few accounts, this has been written just for you. We have all heard the term, qualified prospects in reference to potential customers, but what does ‘qualified’ really mean? A qualified prospect (my term of choice for ‘prospect’. He’s buying from
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