Prospecting Weekly

The 12 Laws of Social Media Prospecting

Wed, 4 Nov 2009 14:52:11 -0500

How can we use social media to prospect for business? Here are 12 laws to follow. No matter the media, the laws are the same.

Your Network is Sacred

Wed, 28 Oct 2009 15:46:10 -0400

Do you know why some people are hesitant to use social media? Ever wonder why not everyone you meet will immediately connect you with everybody they know?

Avoid the Twitter Trap!

Tue, 13 Oct 2009 22:56:12 -0400

When using Twitter to prospect and attract followers, look out for the Twitter Trap...a big room where most "peeps" are talking to everyone, and listening to no one.

Folks, if You Can't Say Something Nice...

Wed, 7 Oct 2009 11:02:42 -0400

If you can't say something nice, don't say anything at all. It's a timeless rule. When you say something negative about another person, you make yourself look bad, and spread bad karma.

Want to Get Connected? Become a Connector.

Tue, 29 Sep 2009 07:45:52 -0400

Ever encounter someone who just knows everybody? They have an uncanny knack for making acquaintances and forming connections with people they meet.

He Who Dies with the Most Toys...Still Dies.

Thu, 24 Sep 2009 12:27:05 -0400

There is an important lesson from history and world affairs that we can apply to ourselves in business networking and prospecting.

The Ball is Forever in Your Court. Don't Drop it.

Tue, 15 Sep 2009 09:33:32 -0400

There is a saying (and I don't know if it is very common) that goes, "If you don't make the call, someone else will." I don't think that's always the case, nor is it the worst thing that could happen.

Boost Your Callback Rate in Three Steps

Thu, 6 Aug 2009 08:15:10 -0400

If you wait for prospects to call you back, you will wait forever. So whose callback rate are we talking about? Yours.

Ask. Then Shut Up.

Wed, 29 Jul 2009 22:42:21 -0400

A senior colleague and I were heading to a meeting. He warned me that when he places our solutions on the table, and asks our prospect to make a decision, there may be an awkward silence...

Once an Eagle....

Thu, 23 Jul 2009 07:26:43 -0400

Recently I attended my nephew’s Eagle Scout Court of Honor. The experience reminded me of a discussion I had with Ronald F. Mayer, a seasoned producer for AXA Advisors.

Jobs are Not an End. They are a Means.

Tue, 14 Jul 2009 07:25:39 -0400

Our parents grew up counting on eventually landing jobs or beginning professions in one place and remaining there for twenty, thirty or even forty years. Today, we all know thats no longer the case.

Focus Beats Brilliance...Every Time

Mon, 6 Jul 2009 20:12:51 -0400

The most successful people will be the first to admit that they are not brilliant, but they are focused, and that focus helps them maintain discipline. This is what is meant by the expression, Focus Beats Brilliance.

If You Can't Place a Name to a Face...

Tue, 23 Jun 2009 06:04:40 -0400

We have all been there. We are attending a social event or in some other public place, and all of the sudden, we hear our name called out. We turn around and see the person calling our attention. The face is familiar, but we just can’t place a name.

You Have to Big Deal It!

Wed, 17 Jun 2009 11:16:58 -0400

Serving on your board of advisors should be a pleasant experience. To maintain the maximum BENEFIT from your board meetings, you must be prepared to provide maximum INPUT--you must be prepared to Big Deal It!

Don't Go it Alone

Tue, 9 Jun 2009 21:34:16 -0400

The previous article introduced the idea of a board of advisors to help you maintain objectivity in your career and business decisions. But there are many more benefits of building a board.

Live Long and Prosperous

Wed, 3 Jun 2009 09:15:21 -0400

Last week a friend of mine had taken her sons to see the new movie "reboot" of Star Trek. From what she and many have said, it’s a great ride. Which got me thinking...Why is Spock, a half-human, half-vulcan so popular? And what can he teach us about prospecting?

"Everybody Prospects."

Wed, 27 May 2009 08:30:25 -0500

Drawing on 37 years of sales prowess, Jim McCarty has developed an intriguing, results-oriented series of sales techniques known as Showbiz Selling. We're honored to present an interview with Jim in which he shares some of his insights.

To Join or Not to Join...?

Wed, 20 May 2009 00:11:59 -0400

Because personal referrals are so much of what drives business in many professions, "referral groups" or networking organizations are very popular. There are several national models for these groups, such as LeTip, AmSpirit, BNI, and Gold Star Referral Clubs...

Turbo-Charged Testimonials

Mon, 11 May 2009 22:20:28 -0400

We all know that happy customers are great for prospecting for new ones--through referrals and introductions, and also through getting testimonials that you can use in your customer communication materials. But there is one medium that I have yet to see leveraged to its fullest potential for this purpose: video.

If They Write It, It Won't Come

Wed, 6 May 2009 10:27:12 -0400

We all know that client testimonials can be one of the best ways to grab the attention of prospects in your marketing. They give you credibility, they show you have a successful track record, and most importantly they reflect the feelings that your clients have when you have served them with success.

Feelings are the Fuel

Wed, 29 Apr 2009 07:48:47 -0400

In the last article we talked about the importance of persistence and of not giving up--of how good things happen when you truly believe in what you offer, and have faith in yourself. But what about when you hit the wall?

"Accept it, Dude...She's NOT Gonna' Call."

Tue, 21 Apr 2009 11:54:20 -0400

This past weekend, those of us living here in Columbus, Ohio enjoyed our first Saturday of real spring weather. This also meant that if you went outside that morning, the familiar sound of lawn mowers could be heard on every block...unless you were within an earshot of my house.

To Sell Yourself, Give of Yourself

Thu, 16 Apr 2009 07:15:01 -0400

We all have to prospect, whether we are seeking our next client or our next job. That’s a given. And there are many things that job seekers and sales professionals may learn from each other. When I am out talking about prospecting to members of various business communities, I encounter people in both situations.

How Much Are You Paying NOT to Prospect?

Wed, 8 Apr 2009 07:26:02 -0400

No one likes to be rejected in any of life's situations. Rejection is an emotional experience, and we go to great lengths to protect our fragile egos. However, in our business, where we must continuously seek people with whom we can meet on a favorable basis, rejection comes with the territory.

What Job Seekers Can Learn from Sales Professionals

Wed, 1 Apr 2009 10:06:04 -0400

For job seekers who are not used to networking, this can be a daunting challenge--hence the explosive growth of networking groups and events everywhere. This doesn't even compare to the proliferation of online social networking. Yet, there are quite a few lessons that the job seeker can take from the sales profession. However, I believe that one stands out as most important: "Don’t look for a job...search for a need."

A Gold Mine of Information...Paid For in Full

Wed, 25 Mar 2009 07:58:50 -0400

There are plenty of other research tools available on the internet, but I strongly recommend that the first place you check out is your metropolitan library. One of the best library resources is ReferenceUSA (the library division of InfoUSA).

They Give You 20 Minutes, You Give Them...?

Wed, 11 Mar 2009 09:47:46 -0400

A few weeks ago I spoke to an early morning group from our chapter of the American Marketing Association. The topic was on how to get your foot in the door of prospective clients or employers where you otherwise do not have a connection or previous relationship.

Do You Have Staying Power?

Thu, 5 Mar 2009 18:21:36 -0500

Some of us are in professions and industries whose ranks are actually thinning, as a direct or indirect result of this recession. Two very obvious examples are financial services and real estate. If you work in either of these areas, or are in another that is similarly being impacted, consider what you can do to maximize your prospecting efforts at a time when your competition may be backing off, or getting out altogether.

When Meeting for Coffee...Be Sure to Have a Cup.

Tue, 24 Feb 2009 16:15:50 -0500

Many of us whose jobs involve being out and about, prospecting and meeting people will often do so coffee houses. Here in Columbus, Ohio, I am partial to Panera Bread in particular...

Life's Most Important Skill

Wed, 18 Feb 2009 08:30:09 -0400

Listening is the most important skill you can ever develop. Listening is key to mutual understanding, which forms the basis for successful relationships. When sincere understanding and caring are present in any relationship, it transcends that relationship above the daily "transactions" which may occur...

Don’t Send an Email...Throw a Snowball Instead!

Tue, 10 Feb 2009 15:06:50 -0500

I have good news! Yes, there is no question our economy is going through a major adjustment. Business is slowing in many industries, and unemployment continues to rise. As business professionals are forced to reach out and prospect for new accounts and displaced professionals are forced to prospect for new jobs, this cloud has one very bright silver lining: We are coming closer together.

A Lesson from American Idol

Tue, 3 Feb 2009 17:09:04 -0500

This past weekend I was watching American Idol with my 9-year old daughter (she records it and watches it over and over...), and wouldn’t you believe it: I learned something else about prospecting! In my book Prospect & Flourish, I outline five basic barriers to successful prospecting...

Prospecting is Like Exercise...

Mon, 26 Jan 2009 23:03:25 -0500

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...

Prospecting: How Tweet It Is!

Tue, 20 Jan 2009 08:07:53 -0500

None of us can deny the exponential growth of online social networking in business. In the past two years web applications such as LinkedIn, Facebook, MySpace, Meetup, and Twitter have become enormously popular. Why? In the words of Jim McCarty from a previous interview, “Everybody Prospects.” These are merely tools of doing so, and they can be effective for you, provided you use (and not abuse) them correctly.

The Will to Act: A Lesson from Batman

Wed, 14 Jan 2009 07:11:52 -0500

At one point over the holidays, when I should have been updating my plans for this coming year, I found myself watching Batman Begins--the 2005 predecessor to The Dark Knight. As the movie chronicles Bruce Wayne’s ninja-style training on a remote mountaintop in Asia, I am often moved by the words of Wayne’s mentor, Henri Ducard...

The Two Faces of Networking

Wed, 7 Jan 2009 13:13:05 -0500

We pointed out in the last article (The Truth about Networking) that some people are more trusting than others. The fact is, not everyone you meet will feel comfortable putting you in touch with everyone they know. In such cases, there is something missing...an element of trust...a relationship.

The Truth about Networking

Wed, 17 Dec 2008 08:30:40 -0500

Whether building a business or seeking your next career opportunity, a challenge for many people is building their network. It takes time, and as it grows, it becomes a tremendous asset.

Who Decides Your Value?

Wed, 10 Dec 2008 08:30:00 -0500

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.

Are You a Wall Flower?

Wed, 3 Dec 2008 10:11:34 -0500

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"?

The Secret to Script Success

Tue, 25 Nov 2008 12:36:53 -0500

We all have attended plays, concerts and movies--whether it was a sell-out show on Broadway or your third grader’s stage debut in the school musical. Regardless of the setting, in your child’s school or on Broadway, the same principle applies: the performers follow a script, and that script is rehearsed repeatedly before the performers go before an audience...

"Who DON'T You Know...?"

Wed, 19 Nov 2008 09:11:13 -0500

As a teacher and author on prospecting and networking, one of the most common questions I hear is on how to best use the internet. In reality, I observe that many people who "look to the internet first" are just trying to avoid the phone. Yet no one can deny that the internet has created a powerful channel through which people meet, become friends, and stay connected.

Follow Up Until: The Art of Gentle Persistence

Wed, 12 Nov 2008 08:30:30 -0500

A few weeks ago we discussed a different strategy toward qualifying, pre-approach and approach in a business-to-business setting ("Can't Get Your Foot in the Door? Try a Wedge."). Of course, whenever and however you make your initial contact (often by a pre-approach letter), there is the next step: the follow up.

Can't Get Your Foot in the Door? Try a Wedge...

Tue, 28 Oct 2008 08:30:02 -0400

We all will face situations when we would like to get into the doors of an organization, and yet, we just don't have that connection. In business-to-business sales (or even in just searching for a new job), how can you reach the decision maker in an organization when you CANNOT contact them on a favorable basis? Our answer: Use a wedge.

Rejection (Part 2): It IS Personal!

Tue, 21 Oct 2008 08:30:16 -0400

In addressing the issue of REJECTION, we mentioned last week that you shouldn't let it get to you too much--to not take it personally. After all, it's not personal...or is it?

Overcoming Fear of Rejection, Part 1

Wed, 15 Oct 2008 10:24:29 -0400

No one likes to be rejected in any of life’s situations. Rejection is an emotional experience, and we go to great lengths to protect our fragile egos. However, in our business, where we must continuously ask people to meet with us, rejection comes with the territory. As we seek out customers and clients, rejection will always be part of the process. You can't succeed without failing.

To Increase Word-of-Mouth... Give 'em Something to Talk About!

Tue, 7 Oct 2008 16:36:02 -0400

In the last edition of Prospecting Weekly, I dared you to become "legendary." To be legendary is to become the "stuff that tales are made from." This is a theme that warrants further attention...

Turn a Client Complaint into Positive Word-of -Mouth, Part 2

Tue, 30 Sep 2008 18:12:33 -0400

In last week's feature of Prospecting Weekly, we began upon the topic of turning a client complaint into a positive, word-of-mouth prospecting opportunity. It is amazing at how simple it can be (but not always easy...!) —to turn a negative into a positive. It is all in how you choose to respond.

Turn a Client Complaint into Positive Word-of -Mouth, Part 1

Wed, 24 Sep 2008 08:09:03 -0400

No matter how hard you work to provide the best service for your clients, there will always be times when problems arise. If a client calls you and is obviously distraught or even angry, how you respond at that very moment will impact your ability to resolve the situation--and turn a negative into a positive.

How To Get Five New Referrals from Every Interview

Wed, 17 Sep 2008 10:45:11 -0400

Obviously one of the most common topics we address in Prospecting Weekly is that of referrals--that is--how to get them. It's a dilemma for so many sales professionals, because the top two mistakes when seeking referrals are: 1. not asking for them, and 2. not asking for them properly.

Ten Ways to Maximize Trade & Special Interest Shows

Tue, 9 Sep 2008 21:28:58 -0400

One of the most effective ways to prospect for new clients is in the attendance and/or participation (sponsoring) of Trade and Special Interest Shows. Most industries have them, whether they are business-to-business or business-to-consumer focused.

Why People Buy

Tue, 5 Aug 2008 05:00:16 -0400

There is a popular tendency to deny the role that emotion plays in business relationships. This is a paradox, because without emotions, you cannot have relationships. You can have transactions, but these are short term, and do not have any significant, positive long-term impact on your life or the lives of your clients.

The #1 Reason Sales People FAIL is Lack of PROSPECTS

Tue, 15 Jul 2008 08:25:03 -0400

Selling is easy. We all know it. It's PROSPECTING that's difficult...In fact, the number one reason sales professionals FAIL in a wide range of industries is not that they don't know how to sell...it is because they do not know how to prospect.

To Get Referrals, Stop Asking for Them! (Part 2)

Tue, 8 Jul 2008 21:30:40 -0400

In last week's issue of Let's Talk Prospecting, we discussed how the proper way to seek referrals is to NOT ask for them--at least not do it blindly. Rather, you must engage your client in conversation...

To Get Referrals, Stop Asking for Them! (Part 1)

Tue, 1 Jul 2008 11:48:45 -0400

Some of you may read the headline above and think that it directly contradicts an article from a previous edition of Let's Talk Prospecting. Well...yes and no...

The Nature of Networking

Tue, 20 May 2008 22:25:57 -0400

If you were growing your own food, would you wait until you were hungry to plant your seeds?

Networking, Newtonian Style

Tue, 13 May 2008 07:57:59 -0400

According to the natural laws of physics, in space, every object (planets, moons, stars, asteroids, etc.) has mass, which is another word for "substance." Simplistically speaking, the greater the mass of an object, the greater the gravitational pull it manifests on other objects nearby.

You Can't Beat a Referral...or Can You?

Tue, 29 Apr 2008 07:41:37 -0400

You have heard it said a hundred times, and in a hundred different ways: You can't beat a referral. If you don't seek referrals, you are missing one of the simplest, yet effective ways to prospect.