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

Sixteen Strategies (and a Bonus) to Shorten the Sales Cycle

Here are 16 techniques you can use:

1. Send information before the appointment. This will allow the prospect to have time to digest your company’s information and ask better questions when you meet face to face.

2. Set up a 10-minute conference call with your contact to set everyone’s expectations for the meeting. Ask how they like to be presented to and cover any other necessary elements for a successful meeting, using PowerPoint presentations, brochures, interactive media, or printed copies.

3. Do research on every person who will be involved in the meeting by using LinkedIn and look for any common connection. Join the same groups the prospect belongs to if necessary.

4. Use Google ...