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The 3 C’s of Getting Your Foot in Door of a Prospect By Kathleen Gage

Are you frustrated with cold calling because of all rejection, phones slammed in your ear and being told to never call again? Wondering how some sales professionals seem to always be at right place, at right time? Feeling like you just can’t seem to get your foot in door of any new prospects? You’re not alone. These seem to be universal concerns for many sales professionals.

Getting your foot in door of a prospect often reaches beyond what most have been taught in sales training seminars and books. It is a state of mind, emotion and action.

As you think of prospects you want to meet and connect with consider following…getting your foot in door takes courage, creativity and consistency.

Courage – It has been said that courage is not absence of fear. It is ability to identify one’s fear and walk through it anyway. Where does fear come from when you try to get your foot in door? Perhaps it is fear of rejection. Maybe it is fear client is too busy. Perhaps one fears client won’t want or need product or service that is being offered.

Publishing Guidelines: You may publish my article in your newsletter, on your website or in your print publication provided you include resource box at end. Notification would be appreciated but is not required.

An Often Overlooked Strategy for Getting Your Foot in Door By Kathleen Gage

Most companies are constantly seeking efficient and cost effective marketing and promotions strategies. It’s likely they are also seeking strategies to increase sales through obtaining key information. Regardless of industry, almost everyone has heard or read arguments saying sales and marketing are separate, while at other times hearing and reading they are interconnected.

The fact is that you have to market your product or business in order to find prospects to sell to. On other hand, your level of professionalism as a salesperson will directly impact your marketing message. Simply put, everything you do is a part of your marketing. Without effective marketing many people won’t know what you are selling. The two go hand in hand.

In process of selling you must be able to address question most prospects will ask: “What can you do for me?” This question can be answered by content of your marketing material as well as your responses while meeting with a client.

While you can tell your prospects and customers how absolutely wonderful you are and all you can do for them, an even more effective strategy is for someone else to “blow your horn.” A customer who is willing to answer that question for your prospect oftentimes adds to your effectiveness and credibility in sales process.

One of best ways to do this is with written customer testimonials. Testimonials can be very effective in positioning your product or service and may give that extra little push when a potential client is trying to decide on whether or not they will be doing business with you.