In The Sales Arena

Welcome to today’s episode!  I’ve been working on a brand new project with Keller Williams real estate focusing on lead generation.  This has led me to today’s topic, which is FOUR KEYS TO EFFECTIVE COLD-CALLING: Stop calling it “cold-calling!”  Instead of the negative connotation, let’s call it PROSPECTING.  It basically means looking for new people with whom to do business. Have a good list.  This can be a random list, a targeted list, or a database of clients. Use a good script with a legitimate reason for calling.  This begins with a good referral or third party endorsement, has a clear purpose, asks a good question, and ends with a clear objective. Have a big WHY.  The WHY includes the financial reward for what we do, the freedom to grow and build, and the ability to make a difference for others. Listener Question of the Week:  I have a meeting with a client that I want to do business with in a couple of weeks.  I’m excited about it, but I know he buys from a very strong competitor in our marketplace.