As counter intuitive as it may seem, the first job of sales is to eliminate people who are not interested or qualified to do business with you. The quicker you can do that, the more time and money you'll have available to focus on more productive sales opportunities.
Start by analyzing the traits of your best clients.
Once you know who you’re looking for, go on a mission to get rejected.
Make contact with people who are most like the clients you enjoy working with now and ask permission to communicate.
An eBook, White Paper, audio, video or Article of interest to your niche are all great tools to open a conversation.
Follow up your initial communication to find out what they thought about the ideas you shared.
For the people who have no interest, qualify them out quickly and take them off of your follow up and marketing list.
You'll save hundreds and possibly thousands of dollars from this one step alone.
Sometimes you’re reaching people at a bad time.
The script I like is, “Does saying no now mean that the timing is just not right and I should check back later or this is something that is not interesting to you ever.”
More often than not, timing is an issue. Checking back later reaps great results.
For every appointment you want to set, you’ll need four times that many NO’s. Give it a try.
