Stop selling (and find out what they’re buying)

“Rouse Your Silent Prospects” by Steve Bookbinder (New York Enterprise Report magazine, November 2009). Pardon the rush job but given this morning’s time constraints the focus will be to stick to the highlights. First, the sub-headline of this one is: How to craft emails and voice mails that will get a response.

Pull quotes:

There is a golden rule for getting a response from a silent prospect: If you want a response, ask a question the prospect can answer.

Avoid using emails as an opportunity to type your entire sales pitch or provide your manifesto to strangers… Just get to the point. Your Blackberry-reading receiver of this message will appreciate this more while they walk and read.

If nothing else, on page 3, be sure to consume, “7 Tips for Getting a Response from a Silent Prospect”.

Also worth checking is, “Putting An End to Cold Leads” by Jeremy Nedelka (www.1to1media.com). Note: Unfortunately, the 1 to 1 site requires registering. None the less, here’s a pull quote to wet your whistle:

Jill Konrath, author of Selling to Big Companies, says that a little research like that to get in the door is all salespeople need to stand out in the ever-growing crowd. “Today corporations get pitched by so many people that the price of admission requires additional research and a deep understanding of what that company and its employees are going through…[like] looking at triggered events that happen within or external to a company that cause it to shift priorities.”

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