Modern Calling

I do a lot of coaching and mentoring for professional advisers – lawyers, accountants, mortgage advisers, Business Development Managers, IFAs – who all need to drum up new business from time to time. Most of them are not cut out to make cold calls and indeed, in their professions, this is wholly undesirable and dilutes their value. I also believe that cold calling should be banished from the kingdom, forever and culprits should be placed in the town stocks and covered in tomatoes. It’s a thing of a past era.…

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No “Cold Call” B2B Prospecting

Executive Summary In this 1,000 article, Paul shows you step by step how to leverage LinkedIn to make contacts with people you’ve never met before and get right through to the decision maker. Ingredients A trigger point that is causing a company some pain LinkedIn Premium Targeted customers i.e. companies plus title of person with pain e.g. sales director Method Jot down the magic email i.e. the pain you feel the prospect is suffering, how you can fix the pain, why you’re good at this and what others say and…

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If Only I Had More Customers

Practical and tactical strategies to get more customers into your sales funnel for small business owners Executive Summary Over the weekend, I received an email from one of my LinkedIn connections. “I’m an avid follower and reader of your emails ever since you helped me many years ago.   I’ve recently entered the Business Protection market. I’ve attended several seminars, numerous webinars and studied profusely regarding this subject; and I’m now ready.  I now just need to get the contacts and audience.  Any tips?” And here’s my reply for anyone else…

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