Tag: client acquisition

One of my very first mentors in sales, Mark Wilensky, used to teach a concept he called “Total Wimp or Too Far?” On the far-left side of a horizontal line he’d write the letters TW….

Life is too short to not be a bit playful a good deal of the time. I know that that’s not true for everyone, but it generally works for me.

So, today, let’s discuss ways to inject a little humor into the client acquisition process. Here are 4 areas where you can have some FUN with prospects & clients.

Sometimes the strength of a great introduction makes the “sales process” quick and painless. Your prospect knows what you do, wants what you have to offer, and is ready to take action. If this does not happen for you with at least 10-20% of your prospects, you probably aren’t securing strong enough introductions.

Here are 5 typical and costly mistakes I see professionals making in their efforts to convert a prospect into a client (and how to avoid them).

I think you’re going to like this article I just read on Horsesmouth. Using the research and writings of Robert Cialdini, Dan Richards shows how the use of just one word might make a huge difference in how you qualify prospects and increase your ability to set appointments and covert prospects into new clients. Follow this link to the entire article: