Comments on: Sales Strategy: Are You A Prospector or Alchemist? http://brianmcgovern.com/sales-strategy-are-you-a-prospector-or-alchemist/ Marketing For Professionals Fri, 12 Mar 2010 16:33:36 +0000 http://wordpress.org/?v=2.7.1 hourly 1 By: Brian McGovern http://brianmcgovern.com/sales-strategy-are-you-a-prospector-or-alchemist/comment-page-1/#comment-680 Brian McGovern Wed, 29 Apr 2009 21:01:20 +0000 http://brianmcgovern.com/?p=716#comment-680 I agree - cold calling is the last thing I'd recommend, but sometimes a firm's gotta do what a firm's gotta do. If you've gotta do it, do it right. * Know who I am - not just my name * Know what I need - more revenue, fewer expense, more access to valuable resource and contacts. * Know when to not call. It is possible to call strangers and get them to do business with you - and not be annoying. Call me to give, to help. Don't call me to sell, to take. If you want to sell me on using your speaker's services - why not start by introducing me to a client of yours' who needs what I sell? Offer me a spot on an expert panel and get me in front of my target market? Perhaps you could send me an article about my industry with some valuable insights? Give to get. Don't annoy people. Find out how you can help them first. I agree - cold calling is the last thing I’d recommend, but sometimes a firm’s gotta do what a firm’s gotta do. If you’ve gotta do it, do it right.

* Know who I am - not just my name
* Know what I need - more revenue, fewer expense, more access to valuable resource and contacts.
* Know when to not call.

It is possible to call strangers and get them to do business with you - and not be annoying. Call me to give, to help. Don’t call me to sell, to take.

If you want to sell me on using your speaker’s services - why not start by introducing me to a client of yours’ who needs what I sell? Offer me a spot on an expert panel and get me in front of my target market? Perhaps you could send me an article about my industry with some valuable insights?

Give to get. Don’t annoy people. Find out how you can help them first.

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