Comments on: Don’t Disappear

By: S. Anthony Iannarino

S. Anthony Iannarino — Mon, 19 Jul 2010 16:57:16 +0000

Thanks, Chad! I threw out some ideas, white papers were one idea, surely not the only idea (also depends very much on the content and quality of the ideas). I agree that there are limitless possibilities . . . but ultimately, even white papers are a better idea than doing nothing for the 13 weeks between quarters, no?

By: Chad Rose

Chad Rose — Mon, 19 Jul 2010 14:17:09 +0000

I agree with your advice, but I think sending white papers is simply what other salespeople do (perhaps not as frequently). I’m not a fan of white papers-I think people view them as self-serving and don’t have the time to dive in, anyway.
To get through you have to be relentless, but you also have to be original. What original ways can you employ to show value and get through to the prospect? That’s what really separates the superstars.

By: S. Anthony Iannarino

S. Anthony Iannarino — Sun, 18 Jul 2010 15:54:28 +0000

Amen!

Auto-reminders for every 90 days? To what end?

By: Todd Schnick

Todd Schnick — Sun, 18 Jul 2010 15:22:13 +0000

I love hearing about people who set auto-reminders to follow-up with a prospect every 90 days.

I love it, because I know I am going to beat them.

Serve them, help them, answer questions, provide answers, provide value any way you can…and ultimately your prospect will begin to know what working with you is already like. The sale becomes easy at that point…

By: Todd Youngblood

Todd Youngblood — Sun, 18 Jul 2010 11:39:57 +0000

Anthony,

Great stuff! “Always add value” is too powerful a tip to not reinforce. It applies not only prospecting but to EVERY interaction. Provide value every time you interact with a prospect, customer, colleague, competitor, old friend, new contact… Sure it’s a cliche, but what goes around really does come around.

Todd

By: Daniel M. Wood

Daniel M. Wood — Sun, 18 Jul 2010 07:47:34 +0000

This all comes down to great prospecting.
If you have found a customer that is perfect for you company and that is in need of your products.
You cannot afford to let them go to waste.

Just like you say Anthony, make sure they listen and if they don’t talk to the next in command and so on.

By providing white papers and case studies you can really prove the value you are willing to bring.
I also like proving are success with a list of at least 30 testimonials, preferably from competitors or others in their industry.

People are pack animals and if you can prove that everyone else is following you, your dream client will be inclined to do so as well.

By: Tweets that mention Don’t Disappear -- Topsy.com

Tweets that mention Don’t Disappear -- Topsy.com — Sun, 18 Jul 2010 01:28:32 +0000

[...] This post was mentioned on Twitter by Bill Rice, Stefan Jadlowkier, Executive Oasis Intl, S. Anthony Iannarino, S. Anthony Iannarino and others. S. Anthony Iannarino said: Want to win your DREAM CLIENT? Don’t Disappear http://bit.ly/dzg7eY | #sales #b2b #success [...]