Prospecting in 5 Easy Steps —Farquharson/Tedesco
Instead, focus on developing talking points that clearly communicate your brand's core values in easily understandable bites. These should contain your company's unique selling proposition, which by now you should be able to recite in your sleep.
In case you've forgotten, your unique selling proposition is a 30- to 60-second "elevator speech" that tells customers and prospects exactly why you deserve their business. While it's important to effectively explain what you do, the main purpose of your tele-prospecting effort is to learn pertinent information about potential print buyers. Map a series of questions designed to uncover relevant information about each company's value as a sales prospect. Focus on the basics, including:
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
