Encourage your prospects and clients to do majority of talking. Use short statements and questions to encourage your prospects to continue giving you more information. Some examples are. "Tell me more. Can you elaborate on that? Please go on. How long has this been a problem? Could you give me an example of that? How have you tried to fix problem? What is financial impact of this problem?"

Next time you are in a sales situation and you are trying to understand customer's motivations, concerns, problems, pains and challenges, pretend what they are saying will be on a test. Listen 70-80% of time.

Don't be too surprised if your closing ratio increases as your talking decreases. An "A" on this test is a closed sale. B's and C's don't count.

"Only those who dare to fail greatly can ever achieve greatly" - Robert F. Kennedy

Have a great week

Please call me if I can help with any business development and prospecting questions.

Ken

Ken Levine Impact Business Solutions, Inc. 508-845-8849 www.impactbussolutions.com

For lead generation we integrate telephone follow-up, using direct mail piece as a means to warm cold call. Calling in follow-up is less painful than calling cold.

We write teasers on envelops, use Johnson boxes, and add occasional PS, but none of them always and sometimes none at all; it depends on piece, audience, and call to action. Overall we consciously stay sincere, direct, and offer compelling reason to take action. Some results are obviously better than others and everything must be tested continuously.

We often integrate a landing page with a marketing or awareness piece, keeping font, pictures, and copy consistent between paper piece and web landing. This transition prospect from direct mail to web is a seamless manner. Sub-domains are used to create unique URLs to market specific stories.

Direct mail has been very good to my buisness :-)

If you’re not using direct mail today, I urge you to try it. Use in-house resources to make piece, find a good low cost printer for production, and leverage USPS bulk mail solutions to manage your cost. Direct mail is cost effective and it works.