Getting the Fish on the Line
By John GrahamHow to get prospects to find you.
Twenty years ago, salespeople were expected to get in front of prospects. Today, those doors are sealed shut. Voice mail and e-mail messages are ignored. If all that isn’t enough, few customers are willing to stick their neck out and make referrals.
All of which makes prospecting frustrating and, unfortunately, bordering on useless. No wonder salespeople across the board plead for leads and, hoping to get lucky, keep their fingers crossed.
If you’re looking for an easy, quick way to find prospects, forget it. No matter what anyone may say, it doesn’t exist. … Read the rest