referrals Archives

Pursuing New Customers

July 15, 2015July 14, 2015 by Bob Schultek

Adding customers is a compulsory exercise requiring persistence and a significant investment of time and money. For much of the B-to-B market, cold calling is no longer an option so what works best? In our connected, noisy, ever-urgent economy, consider the following concepts to meet and develop new customers: Plan your attack. Rather than knocking on any door you see, plan your attack as follows: Specify your Core Customer, the customer most likely to buy …

“I Can’t Get Meetings With Prospects!”

November 18, 2014 by Bob Schultek

So goes the common refrain from eager new sales people whose primary responsibility is to find new customers. Here are three ways to breakthrough and get meetings with prospects: Plan your attack. Prospects don’t care about your product or service – they care only about the value you can produce for them. Rather than knocking on any door you see, identify target prospects within market niches successfully served by your company. Learn how your product …