Articles about Prospecting Sales & Marketing

• Serving up Etiquette: Tips for Business Dining
  January 2013
  Knowledge of your product or service is crucial to the success of the meeting, but so are manners.
  
  
• Upgrade Your Referrals
  January 2013
  When it comes to referrals, focus on quality over quantity.
  
  
• Five Ways to Get Referrals Without Asking
  November 2012
  Keep these tips in your back pocket and watch your business grow.
  
  
• The Right Time to Ask for a Referral
  June 2012
  Ask value-seeking questions and assess personality types to determine when to ask for referrals.
  
  
• Getting To Know The Right People
  May 2012
  Tips and techniques to meet the movers and shakers in an organization.
  
  
• Speaking at Service Clubs
  March 2012
  Boost your business by presenting informative and entertaining speeches at local clubs.
  
  
• Enhancing Your Practice
  January 2012
  In promoting your business, remember that the best messages come wrapped in timely stories.
  
  
• Building a Referral-Based Practice
  April 2006
  Get on the fast track toward building a profitable practice.
  
  
• Prospecting Tips
  November 2005
  Turn warm leads into hot appointments with these suggestions.
  
  
• Do Referrals the Right Way
  November 2005
  Don’t ask for referrals. Here’s how to properly use your customer base as a source of new business.
  
  
• Improve Your Referral System
  August 2005
  Using the MISC formula can help you convert more referrals into clients.
  
  
• Priming the Prospecting Machine
  July 2005
  If you look in fertile locations for new clients and cultivate often, you will get results.
  
  
• Ask For—and Get—More Assets
  March 2005
  Knowing what and how to ask will increase your chances of getting more of your clients’ assets to manage.
  
  
• Systematize Your Way to Success
  January 2005
  Here is a checklist to get your practice up to speed for optimum “referability.”