Prospecting

by Nick Miller, President of Clarity Advantage

In which we learn to be brilliant and brief when we’re pitching an idea.

In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party.

In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.

In which we discuss the power of referrals rather than magic words to secure appointments with prospects.

In which we discuss strategies to draw attention and attract prospects and referrals.

In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us.

In which we are reminded that, when leaving messages with prospects’ assistants or team members, short and clear are the way.