How to Handle Gate-Keepers

Phone callThe first step is to define the objective of the call?

1. To set appointment
2. email a brochure and set an appointment for another date.

Some phone trainers will encourage you to spend a little time as possible talking to gate-keepers or screeners. Doing this will cause you to miss many opportunities. The smart approach is to use the gate-keeper as a resource to get to the decision maker.

Many times the gatekeeper is the decision maker and has lots of valuable information. This is your key person that you must work with them to develop a rapport.
On your first call to a prospect. Develop a three step process:

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Should You Leave Voicemail?

Should You Leave Voicemail?

Phone GirlYes! But you need to lower your expectations.

If you think about your prospects persona, it makes sense that someone today that is overworked and underpaid is actually going to go through the pain to return your voicemail?

Unless the prospect has an immediate and urgent need for your product/service at the exact moment that they listen to your voicemail. It’ more than likely that they will not call you back.

You should have a persona of this prospect as their pains, pleasures, problem’s and motivations. They should already know what makes your product/service unique or different from the competition. [Read more…]

Why Prospects Buy?


2016-04-12_21-13-09When you understand that prospects don’t give a rat’s behind about your sales quota and many times they may not share your thoughts or agendas.

In fact, when prospecting for new business you may find out that prospects only care about number one, themselves.

Remember the persona of your prospects and how you should discover their pleasures and pains and how you can make life better for them.

Your prospects mostly care about how your product/service will make life better for them not you.


People buy for their reasons, not yours.

Clearly articulate the possible value buyers may receive buying from you. Value Propositions help you to serve you customers better. Picture all the people involved in the decision to buy or who influence the decision to buy what you sell. [Read more…]

Match Your Customer Perosna

meetingPersona-What does your prospect look like and what is their daily life like?

Helps you to discuss their thought process.

This persona will help you to feel empathy for your prospect and to build a connect with them.

In order to sell a product your first must bond with your prospect and the best way to do this is with a persona.

Full Definition of persona

1 a character assumed by an author in a written work
2 a plural personas
: an individual’s social facade or front that especially in the analytic psychology of C. G. Jung reflects the role in life the individual is playing — compare.

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Why is Lead Generation So Hard?

Align your sales message with your customers beliefs.

The great disconnect between marketing and sales. The lead hasn’t been qualified. It came from social media!

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Lead Generation – For More Sales

This means those critical first calls to find new business take place on a regular schedule.

Recent surveys have concluded that one of the least favorite tasks of sales people is the time consuming and awkward cold calling.

This is the process:

When you employ a lead generation specialist that sets qualified leads to keep your valuable sales people in the field where they belong….to close the sale. [Read more…]

Unique Selling Propositions for More Sales

The character of Don Draper, on the hit series Mad Men, explains in one of his first episodes what a unique selling proposition is.

Draper demonstrates his ability to distill and highlight a product’s USP in the very first episode of Mad Men. This idea of unique proposition evolves from a brainstorming session and last minute desperation attempt by Don Draper to save the Camel account. [Read more…]

Increase Sales with Database Marketing

ListThe most overlooked marketing asset of a company is the existing customer database.

This customer database contains former, current and prospective customers.

During the last century the economy in the United States was booming and Americans were feeling good.

Today the economy is much different and to survive and flourish you must have a monthly flow of sales flowing into the blood of your business. The way you do this is by marketing to your current customer base on an ongoing basis. [Read more…]

Marketing Lists

Bridge the gap between Telephone Marketing and  Sales

Bridge the gap between Telephone Marketing and Sales

The first step in selecting the perfect list, you need to define your customer profile and most likely attributes.

The real key to unlocking the potential of list marketing is to define your target audience with as many attributes as you can.

This ensures that your marketing offers only go to those people who are most likely to buy your product.

The most common mistake that most list marketers make is sending offers to a poorly defined target audience.

Once you’ve used a combination of these parameters to define your audience, it’s time to take that information to a list owner, list manager, or list broker.


List Segments
You can’t have a list marketing program if you don’t have lists. It’s as simple as that. But before you go grab a list, you need to know that there are three kinds of lists, each is different, and it’s up to you to choose the right list for your brand. [Read more…]

Sales Leads

PostcardSales Leads

Finally a program that generates revenue quickly every month and every year when executed with the following direct mail marketing strategy.

Getting the lead and the appointment…it’s what lead generation is all about.

This program that combines direct mail with prospecting call campaigns to reach prospects one-on-one for increased response.

This is something I perfected through the years working with Conach Marketing Group an Advertising Agency in the mid-Michigan area. [Read more…]