Sales Prospecting Quotes

I doubt if there are many normal women who can resist looking at houses. I believe, in fact, that when a house is up for sale more than half the people who look over it are not prospective buyers, but merely ladies who cannot resist exploring someone else's house.

Becoming well known (at least among your prospects & connections) is the most valuable element in the connection process.

To sell means to help. Find all the ways you can help your prospect.

We’re all somebody’s prospect; we’re all somebody’s customer.

Harry’s letter to his daughter: If I could give you just one thing, I’d want it to be a simple truth that took me many years to learn. If you learn it now, it may enrich your life in hundreds of ways. And it may prevent you from facing many problems that have hurt people who have never learned it. The truth is simply this: No one owes you anything. Significance How could such a simple statement be important? It may not seem so, but understanding it can bless your entire life. No one owes you anything. It means that no one else is living for you, my child. Because no one is you. Each person is living for himself; his own happiness is all he can ever personally feel. When you realize that no one owes you happiness or anything else, you’ll be freed from expecting what isn’t likely to be. It means no one has to love you. If someone loves you, it’s because there’s something special about you that gives him happiness. Find out what that something special is and try to make it stronger in you, so that you’ll be loved even more. When people do things for you, it’s because they want to — because you, in some way, give them something meaningful that makes them want to please you, not because anyone owes you anything. No one has to like you. If your friends want to be with you, it’s not out of duty. Find out what makes others happy so they’ll want to be near you. No one has to respect you. Some people may even be unkind to you. But once you realize that people don’t have to be good to you, and may not be good to you, you’ll learn to avoid those who would harm you. For you don’t owe them anything either. Living your Life No one owes you anything. You owe it to yourself to be the best person possible. Because if you are, others will want to be with you, want to provide you with the things you want in exchange for what you’re giving to them. Some people will choose not to be with you for reasons that have nothing to do with you. When that happens, look elsewhere for the relationships you want. Don’t make someone else’s problem your problem. Once you learn that you must earn the love and respect of others, you’ll never expect the impossible and you won’t be disappointed. Others don’t have to share their property with you, nor their feelings or thoughts. If they do, it’s because you’ve earned these things. And you have every reason to be proud of the love you receive, your friends’ respect, the property you’ve earned. But don’t ever take them for granted. If you do, you could lose them. They’re not yours by right; you must always earn them. My Experience A great burden was lifted from my shoulders the day I realized that no one owes me anything. For so long as I’d thought there were things I was entitled to, I’d been wearing myself out —physically and emotionally — trying to collect them. No one owes me moral conduct, respect, friendship, love, courtesy, or intelligence. And once I recognized that, all my relationships became far more satisfying. I’ve focused on being with people who want to do the things I want them to do. That understanding has served me well with friends, business associates, lovers, sales prospects, and strangers. It constantly reminds me that I can get what I want only if I can enter the other person’s world. I must try to understand how he thinks, what he believes to be important, what he wants. Only then can I appeal to someone in ways that will bring me what I want. And only then can I tell whether I really want to be involved with someone. And I can save the important relationships for th

Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. —Dale Carnegie

There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.

Not following up with your prospects is the same as filling up your bathtub without first putting the stopper in the drain.

Get up in the morning on a mission to save prospective clients from the shabby, ill-fitting, overpriced and worthless alternatives that those charlatans - who are your competition - are trying to get away with flogging them.

mediocrity is like a broke uncle. Once he moves into your house, it is nearly impossible to get him to leave.

Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.

The degree of the pain will be proportional to the price you will be able to charge (more on this in the Value Equation chapter). When they hear the solution to their pain, and inversely, what their life would look like without this pain, they should be drawn to your solution. I have a saying I use to train sales teams “The pain is the pitch.” If you can articulate the pain a prospect is feeling accurately, they will almost always buy what you are offering. A prospect must have a painful problem for us to solve and charge money for our solution.

Advertising executives must be wringing their greedy hands over the prospect, anxious for their next holiday campaign. Mom is helpless before them all. We’re not a family anymore. We’re a commodity in an Amazon database. Are we humans, or consumers?

Here is the brutal reality. If you don't have a plan, you will become a part of someone else's plan. You can either take control of your life or someone else will use you to enhance theirs. It's your choice.

When excitement and passion are evident, people want to be around you—including prospects. Prospects will want to do business with you because your joy is contagious.

If I had to pick the single most powerful force in advertising and selling—the most important psychological trigger—I would pick honesty.

The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day. The implication of the 30-Day Rule is simple. Miss a day of prospecting and it will tend to bite you sometime in the next 90 days. Miss a week and you will feel it in your commission check. Miss the entire month and you will tank your pipeline, fall into a slump, and wake up 90 days later desperate, feeling like a loser, with no clue how you ended up there.

1. Value Creation. Discovering what people need or want, then creating it. 2. Marketing. Attracting attention and building demand for what you’ve created. 3. Sales. Turning prospective customers into paying customers. 4. Value Delivery. Giving your customers what you’ve promised and ensuring that they’re satisfied. 5. Finance. Bringing in enough money to keep going and make your effort worthwhile.

Law of the Universe: Nothing happens until something moves. Law of Business: Nothing happens until someone sells something. —Jeb Blount

The enduring mantra of the fanatical prospector is: One more call.

You can bring tremendous value to your business, your customers, and yourself by becoming proficient at bringing in new business.

Successful prospecting depends on selecting methods that you can effectively navigate. If something makes you uncomfortable, please don't do it.

These seven key result areas are prospecting, building rapport, identifying needs, presenting, answering objections, closing the sale, and getting resales and referrals.

Love your enemies, they are prospects.

The fact is, if you are having a hard time getting appointments, getting to decision makers, getting information, or closing the deal, 9 out of 10 times it is because you are not asking.

A “prospect” has a need for the product, a possible desire to own that product, and the financial capacity to implement that decision. You “spend” time with suspects; you “invest” time with prospects.

It is no different in sales. Elite salespeople, like elite athletes, track everything. You will never reach peak performance until you know your numbers and use those numbers to make directional corrections.

The referral is the easiest prospect in the world to sell. Ask any professional who hates selling (accountants, architects, lawyers) -- they'll tell you that 100% of their new business comes from referrals. That's because they're not capable of making sales calls and rely on the fall-in-your-lap method of selling.

Overcoming doesn't work. There is a universal law of human behavior: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their heels in and resist you.

95 percent of the time, the common objections are merely ploys on the part of the prospect, who would rather bow out of the sale gracefully than have to look the salesperson in the eye and confront them about their lack of certainty concerning the Three Tens.

Great sales letters don’t tell the customer what to think … or feel … or want. They locate the prospect’s feelings, thoughts, and desires, and then stimulate them. They provoke the prospect to do the feeling and thinking on her own. In taking this indirect approach, you avoid the possibility that your prospect will take refuge in denial, and give her a chance to follow the course of her own feelings.

If you think that the gospel is all about what we can do, that the practice of it is optional, and that conversion is simply something that anyone can choose at any time, then I'm concerned that you'll think of evangelism as nothing more than a sales job where the prospect is to be won over to sign on the dotted line by praying a prayer, followed by an assurance that he is the proud owner of salvation.

On the other hand, when was the last time you heard about someone who stuck with a dead-end job or a dead-end relationship or a dead-end sales prospect until suddenly, one day, the person at the other end said, “Wow, I really admire your persistence; let’s change our relationship for the better”? It doesn’t happen.

ON A COLD CALL: Be brief. You must generate interest in about 30 seconds or less, or forget it. Make a strong statement about how you can help the prospect. Don't focus on how much money you can save them. That approach seems to be wearing thin. Talk about what you do for companies like hers, or how your product has worked for others.

Finally, at every opportunity you have to move someone—from traditional sales, like convincing a prospect to buy a new computer system, to non-sales selling, like persuading your daughter to do her homework—be sure you can answer the two questions at the core of genuine service. If the person you’re selling to agrees to buy, will his or her life improve? When your interaction is over, will the world be a better place than when you began? If the answer to either of these questions is no, you’re doing something wrong.

Sales solutions are easy once you identify the prospect's problems, concerns, and needs...with questions.

Create wow moments for your prospects and watch you online sentiment increase.

Please don’t waste your time and the prospect’s time telling them what the product IS. Tell them what it can DO and why it will do it for them.

My goal in my career is to make sales in a way that feels good to both me and my prospects from the start.

Can you name one really successful person who has a negative outlook on life? I can’t.

namely, that we are there to find pain, potential problems we can solve, and opportunities we can help capture.

I feel with a mullet and a mustache my job prospects would improve.

The truth is that there are no secret sales moves. There is no magic bullet. As badly as we all want one, it does not exist.

Get a fix on the prospect/customer/client and on his or her desires; failing to do so will undermine all your other efforts.

New business development success results from creating a sales dialogue, not perfecting a monologue.

Waiting is a key ingredient in the recipe for new business failure.

Stop talking about yourself and your company and begin leading with the issues, pains, problems, opportunities, and results that are important to your prospect.

Only salespeople that dedicate blocks of time on their calendar for prospecting activity consistently succeed at acquiring new business.

we are in a much better position when it was our own proactive sales work that created the opportunity for us to submit a proposal.

Lazy, complacent, excuse-making salespeople with a victim mentality lose. Period.

They Are Guilty of a Fake or Pitiful Phone Effort

Salespeople must take time to research the prospect before the first call and then integrate that information into their call.

Sales is about action, and analysis-paralysis is not a quality that tends to produce new business development success.

Emotion makes the prospects take action now, and logic enables them to justify the purchase later.

If you’re not excited about what you are selling, how in the world will you get a prospect interested?

Prospecting doesn’t bring in revenue—closing brings in revenue.

Effective delegation begins with effective communication.

It's not your prospect's fault if they have sticker shock; it's yours.

Yes, CRM is all about Customer Relationship Management...but it is also about Prospect Relationships as well.

You can't have an effective discussion on price until the prospect understands your value.

Perfectionism is highly correlated with fear of failure

Many salespeople fail to develop new business because they’re wandering aimlessly. Too often, they’re not locked in on a strategically selected, focused list of target customers or prospects.

Emotional quotient (EQ) is a measure of your emotional and social intelligence. It involves your ability to manage yourself, your emotions, your relationships, and people’s perceptions of you.

Not ​everything is a priority, and in some cases, this means that there are tasks that may not get done. That's okay. Keep the pipe full and get the deals closed and no one will ever remember.

Time blocking is transformational for salespeople. It changes everything. When you get disciplined at blocking your time and concentrating your power, you see a massive and profound impact on your productivity. You become incredibly efficient when you block your day into short chunks of time for specific activities. You get more accomplished in a shorter time with far better results.

Make a list of three clients or prospects and call them simply to see how they are doing personally and professionally. Don’t pitch them, and don’t ask them for anything. Just call because you care.

Your competitors have the same idea of how unique, special, vital, and relevant they are with everyone spending a lot of money using the same words, messages, and promises to convince prospects how unique they each are.

Selling is the art of asking the right questions to get the minor yeses that allow you to lead your prospect to the major decision. It’s a simple function, and the final sale is nothing more than the sum total of all your yeses.

To succeed in sales, you must observe only five rules: 1. Qualify your prospects. 2. Extract your prospect’s pain. 3. Verify that the prospect has money. 4.   Be sure the prospect is a decision maker. 5.   Match your service or product to the prospect’s pain.

I'VE SAVED THE BEST FOR LAST: There is ONE technique that can work to both find the risk, and close the deal. BUT it's a delicate one that requires mastery through preparation and practice. The strategy is called: What's the risk? What's the reward? When a prospect hesitates, you simply ask him or her to list the risks of purchase. Actually write them down. Prompt others. If the prospect says "I'm not sure," you ask, "Could it be ..." After you feel the list is complete, ask the prospect to list the rewards. Write them down, and embellish as much as possible without puking on the prospect. Then eliminate the risks one by one with lead in phrases like: Suppose we could ... did you know that ... I think we can ... Then you simply ask, "can you see any other reasons not to proceed?" One at a time, brick by brick, remove the risks that the buyer perceives as fatal mistakes in his decision-making process. Then drive home the rewards, both emotionally and logically.

My dad continually reminded salespeople that their main job was to help the customer win. When you speak the account’s language and frame the sales story around what is most meaningful to the client, you stand out from the competition. Customers see you differently because the words you choose demonstrate a commitment to their success.

Learn to level sell and bring in a leader to speed up or unstick a deal. Use Gartner, idc, and Forrester studies to persuade your customer. Look at your prospect’s LinkedIn profile to learn who they follow and what groups they are a part of. If a sales professional wants to get to me, for example, they should invoke leadership guru Simon Sinek.

As I often say, “Sales is a verb.” The dictionary would argue otherwise, but experience shows that the most successful new business salespeople tend to be the most active salespeople. Good things happen when a talented salesperson with a potential solution gets in front of a prospective customer who looks and smells a lot like your other customers.

Mirroring is a standard technique in sales to get exactly this effect. Here, the salesperson tries to copy the gestures, language, and facial expressions of his prospective client. If the buyer speaks very slowly and quietly, often scratching his head, it makes sense for the seller to speak slowly and quietly, and to scratch his head now and then, too.

Value Creation. Discovering what people need or want, then creating it. 2. Marketing. Attracting attention and building demand for what you’ve created. 3. Sales. Turning prospective customers into paying customers. 4. Value Delivery. Giving your customers what you’ve promised and ensuring that they’re satisfied. 5. Finance. Bringing in enough money to keep going and make your effort worthwhile.

Salespeople are famous for lack of discipline and losing focus. They attempt to call on an account (once), but don’t get anywhere. Instead of sharpening their weapons and continuing to attack the same strategically selected targets, they turn and pursue a new set of prospects. This constant change of direction becomes their death knell because they never gain traction against the defined target set.

One of the most effective ways to unload nonsales activity is to just say no. You don't have to take on or do everything that others bring to you. Whenever someone brings a task to you that has the potential to derail your Golden Hours and it is not mission critical—say no. This won't be easy. However, if you consistently create reasonable boundaries, it won't take long for others to get the message.

Can I share one idea with you and make a recommendation?” Pause here and wait until your prospect agrees, then continue. “A lot of the questions and concerns that come up when our clients meet with their teams are technical or have to do with how we will respond to their needs or challenges. If we are there to answer these questions, they will get a better understanding of our commitment to them. I recognize

I never did understand the prospect of spending coin for pleasure, but my sister loved to shop. She ran her fingers lovingly over the fabrics on sale: silks and velvets and satins imported from England, Italy, and even the Far East. She buried her nose in bouquets of dried lavender and rosemary, and closed her eyes as she savored the tart taste of mustard on the doughy pretzel she had bought. Such sensuous enjoyment.

  Our Sales Story. The story is foundational to everything we do in sales, and we use bits and pieces of it in all of our weapons. By “story” I’m referring to the language or talking points we use when asked what we do or when we tell someone about our business. It’s so critical to our success that the next two chapters are dedicated to helping you create and implement a succinct, powerful, differentiating, customer-focused story.

Prospecting & Marketing Institute, based in Santa Fe, New Mexico, and I were conducting a multiday seminar for her clients — corporate executives and general agents from life insurance companies — about new methods of recruiting agents. Even though the attendees had paid a very high per-person fee to be there, most had traveled great distances, and the subject was of critical importance to them, we both noticed that on breaks, what most of them were talking about was where

Your competition's sales slide presentation is equally pathetic. Here is the secret solution: Convert the time you're currently wasting watching television re-runs in the evening and develop your own PowerPoint presentation that is 100% in terms of the customer's needs and desires, one that engages the prospective customer by asking questions and promoting dialogue, one that uses a little humor to keep the sales presentation alive, and one that supports every fact and claim with testimonials.

At the core, every business is a collection of five Interdependent processes, each of which flows into the next: 1. Value Creation—discovering what people need or want, then creating it. 2. Marketing—attracting attention and building demand for what you’ve created. 3. Sales—turning prospective customers into paying customers. 4. Value Delivery—giving your customers what you’ve promised and ensuring that they’re satisfied. 5. Finance—bringing in enough money to keep going and make your effort worthwhile

Demographics 30 points based on manual Prospect review 0-8 points based on title Source and Offer Website leads source: +7 Thought leadership offer: -5 Behavioral Engagement: Visit any webpage or open any email: +1 Watch demos: +5 each Register for webinar: +5 Attend webinar: +5 Download thought leadership: +5 Download Marketo reviews: +12 More than 8 pages in one visit: +7 Visit website 2x in one week: +8 Search for “Marketo”: +15 Visit pricing pages: +5 Visit careers pages: -10 (I especially love this one!) No Activity in One Month: Score >30: -15 points Score 0 to 30: -5 points

Why do prospects lie—consciously or subconsciously? One of the most cogent explanations I've heard comes from Seth Godin.1 He says that prospects lie because salespeople have trained them to, and “because they're afraid.” They have learned that when they tell the truth, “the salesperson responds by questioning the judgment of the prospect. In exchange for telling the truth, the prospect is disrespected. Of course we [prospects] don't tell the truth—if we do, we're often bullied or berated or made to feel dumb. Is it any surprise that it's easier to just avoid the conflict altogether?”​

Objections #4 and #5 (“I can wait” / “it’s too difficult”) are best addressed via Education-Based Selling. Often, your prospects haven’t fully realized they have a problem, particularly in the case of Absence Blindness (discussed later). If the business doesn’t realize it’s losing $10 million in the first place, it’s difficult to convince them that you can help. The best way to get around this is to focus your early sales efforts on making your customers smarter by teaching them what you know about their business, then helping them Visualize what their involvement would look like if they decide to proceed.

The Web Site Web sites suffer the same problem as most brochures. They are mostly ego pieces touting your greatness. In contrast, a Web site that offers information of value to your prospects can be a community, a place where your prospects go to look at new things, to get information, to interact with you, and to get to know you better. Have free articles, free education, free sound bites, and free insights. Once prospects have registered with your shy yes page, connect them to the rest of your world with a follow-up email or with a click-through at some point after the shy yes page. Remember, the goal is to create a marketing

Sully's, on South Prospect, was the quintessential biker-bar, complete with hefty, leather-clad Harley worshippers, and stringy-haired heroin-addicted women who made the rounds among the bikers. Its décor was decidedly Medieval Garage Sale, with a dose of Americana thrown in. An old motorcycle carcass dangled from the vaulted section of the beamed ceiling, and the wood plank floors were littered with butts, scarred by bottle caps and splattered with homogenized bodily fluids. The only light to be had was from neon, dying sconces, and lit cigarettes. Various medieval swords perched on each wall, reminiscent of the times of Beowulf and Fire Dragons on the Barrow.

Earning Trust & Cooperation The number one thing which stands between you and meeting a new person is tension. What is the number one thing which stands between a sales person and their prospect? You guessed it . . . tension. One of our first priorities as we initiate a first impression must be to focus on how to effectively minimize or eliminate tension. Regardless of your relationship or venue, when tension is high, trust and cooperation are low. When tension is reduced, trust and cooperation increase. It is an inverse relationship. So, how can you move to reduce tension in your first impressions to increase trust and cooperation? Put yourself in their shoes and seek to relate to them with an equal footing on a level playing field. Demonstrate how you can bring value to their lives.

1. No cold calling. Ever. You should attempt to sell only to warm leads. 2. Before you try to sell anything, you must know how much you’re willing to pay to get a new customer. 3. A prospect who “finds” you first is more likely to buy from you than if you find him. 4. You will dramatically enhance your credibility as a salesperson by authoring, speaking, and publishing quality information. 5. Generate leads with information about solving problems, not information about the product itself. 6. You can attain the best negotiating position with customers only when your marketing generates “deal flow” that exceeds your capacity. 7. The most valuable asset you can own is a well-maintained customer database, because people who’ve already bought from you are way easier to sell to than strangers.

What works to generate flows of new leads: Trial-and-error in lead generation (requires patience, experimentation, money). “Marketing through teaching” via regular webinars, white papers, email newsletters and live events, to establish yourself as the trusted expert in your space (takes lots of time to build predictable momentum). Patience in building great word-of-mouth (the highest value lead generation source, but hardest to influence). Outbound Prospecting (aka "Cold Calling 2.0"):: By far the most predictable and controllable source of creating new pipeline, but it takes focus and expertise to do it well. Luckily, you are holding the guide to the process in your hands right now. Building an excited partner ecosystem (very high value, very long time-to-results). PR: It’s great when, once in a while, it generates actual results!

Every deal can be closed. Every prospect can become a buyer. Every no can turn into a yes. In any market. In any economy. There is always an angle. There is always another attempt. There is no law against how much you can prospect, or how many times you can try to close a deal. There are more than enough ideas and millions of resources and billions of people out there to make any dream that you want, a reality. The only mental chain that will ever imprison you in a life of scarcity, is a belief that there is not enough, or that there is not a way to make what you want possible.   This chapter is going to awaken and stir up a monster of influence and achievement inside you. This monster works by being totally aware of all the resources that you have at your disposal, and not being afraid to any means to influence. ” Excerpt From: “Unlimited Influence: Sell Any Idea One On One - Chapter: Gun To Your Head

How exactly the debt should be funded was to be the most inflammatory political issue. During the Revolution, many affluent citizens had invested in bonds, and many war veterans had been paid with IOUs that then plummeted in price under the confederation. In many cases, these upright patriots, either needing cash or convinced they would never be repaid, had sold their securities to speculators for as little as fifteen cents on the dollar. Under the influence of his funding scheme, with government repayment guaranteed, Hamilton expected these bonds to soar from their depressed levels and regain their full face value. This pleasing prospect, however, presented a political quandary. If the bonds appreciated, should speculators pocket the windfall? Or should the money go to the original holders—many of them brave soldiers—who had sold their depressed government paper years earlier? The answer to this perplexing question, Hamilton knew, would define the future character of American capital markets. Doubtless taking a deep breath, he wrote that “after the most mature reflection” about whether to reward original holders and punish current speculators, he had decided against this approach as “ruinous to public credit.”25 The problem was partly that such “discrimination” in favor of former debt holders was unworkable. The government would have to track them down, ascertain their sale prices, then trace all intermediate investors who had held the debt before it was bought by the current owners—an administrative nightmare. Hamilton could have left it at that, ducking the political issue and taking refuge in technical jargon. Instead, he shifted the terms of the debate. He said that the first holders were not simply noble victims, nor were the current buyers simply predatory speculators. The original investors had gotten cash when they wanted it and had shown little faith in the country’s future. Speculators, meanwhile, had hazarded their money and should be rewarded for the risk. In this manner, Hamilton stole the moral high ground from opponents and established the legal and moral basis for securities trading in America: the notion that securities are freely transferable and that buyers assume all rights to profit or loss in transactions. The knowledge that government could not interfere retroactively with a financial transaction was so vital, Hamilton thought, as to outweigh any short-term expediency. To establish the concept of the “security of transfer,” Hamilton was willing, if necessary, to reward mercenary scoundrels and penalize patriotic citizens. With this huge gamble, Hamilton laid the foundations for America’s future financial preeminence.

While I’m no Major League Baseball prospect, I have thrown a few no-hitters in my day. And not only were there no hitters, there was also nobody there to catch.

As Winston Churchill said, “Never, never, never, never give up!” (with ideal prospects).

In West's guide, rule-of-thumb guidance comes in two formats that most valuation experts recognize:  Percentage of annual sales: If a business had total sales of $ 100,000 last year and the multiple for that business was 40 percent of annual sales, the price based on that particular rule of thumb would be $ 40,000.  Multiple of earnings: An earnings multiplier makes the most sense to prospective buyers. It directly addresses the buyer's motive to make money: to achieve a return on investment. In many small companies, this multiple is commonly used against what is known as seller's discretionary earnings (SDE), which are earnings before accounting for the following items: • Income taxes • Nonrecurring income and expenses • Nonoperating income and expenses • Depreciating an amortization • Interest expense or income • Owner's total compensation for one owner/ operator after adjusting the total compensation of all owners to market value

Sales conversations are founded on “seduction”, a form of courtship a seller initiates in order to win the prospect’s trust in conversation before engaging into actual product selling. Marketing resorts to courtship as well when marketers gain their market’s attention with promises of a better future and more satisfactory situations. Whatever our role at work, we are all in sales and marketing, whether we like it or not. This is particularly true of technical performers who intend to hold a pivotal role for aligning technology with business needs. Mobile disposition in its higher form cultivates courtship essential for building strong and trustworthy relationships with other actors in a business enterprise.

Prospect just one new FSBO each day. Drive to that home, take a photo. Enter the owner and address in the SOC contact manager. Be sure to check where the tax bill is sent in case the owner lives somewhere else.  You want to mail information where the tax bill goes. Upload photo of home to the SOC system.  With SOC you can create campaigns which will send multiple custom cards at times you designate to the seller. Send a four card FSBO campaign.  They’ll get four customized cards from you over the next two weeks.  Each card will have the photo of their home on the front.  Each card will have reasons they should list with you inside.  It’s important that the message inside is different on each card.  Then follow up with each FSBO you’re working on with one phone call a week.

What is the Internet’s role as a channel of distribution? The Internet can be a great way to sell product. The Internet has four functions as a channel of customer communication, called the Four C’s of Internet marketing. The “commerce” function of a Web site allows for sales, but more importantly it provides a 24/7 storefront to fit the customer’s schedule to shop, browse, and compare product offerings. The “content” of your Web site is an extension of the product. It can provide additional support and value, and if it is compelling, it can attract new prospects. iTunes.com provides music for the Apple’s iPod player; it sold over 10 billion songs by 2010. Your site can provide “customer care” by allowing customers to access their accounts, check on deliveries, and get answers to frequently asked questions (FAQs). This pleases customers and also reduces a manufacturer’s cost of live customer service. And lastly, Web sites also “convert leads” from your Internet and other marketing efforts, such as television, radio, sales promotions, and public relations.

I had read that if you get prospects to say yes about little things (small concessions), they will often say yes when you ask for the order (big concessions).