Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

THE OPTOMETRIST!

Remember when you are at the optometrist? When you sit down in the chair and all of the equipment comes out and surrounds your head and you start looking through all of the lenses?

The doctor then says “better or worse” until you can’t tell anymore. The same applies when you are hit with an objection or a brick wall (nontalker). “Mr. Prospect, I’m sure there is one thing that could make your business life better. Now what would that be?” “What would make things worse?” (Attempting to identify any potential risk)

Five after five strategy: We all know that the gatekeeper can be your friend or your nemesis. Make it a habit to call five prospects after 5:00 that you were unable to connect with throughout the day.

One great strategy ...