Articles

Get More Business from Your Customer Base

Farmer bird

It’s the New Year. Time to hoe, hoe, hoe! In addition to hunting for new customers, “farm” the ones you already have. There are two types of salespeople—Hunters and Farmers. York Consulting almost always “hunts” for new leads. But lately, some of our clients have asked us to do some “farming,” too—to generate new business [ … ]

Why Do Most Cold Calls Turn People Off?

Dressed-up monkey in a picture frame

Maybe there’s a place for those cut-rate call centers, but you should consider what they’ll do to your reputation and credibility. When prospective clients ask how much we charge to make cold calls on their behalf, they often say, “I can get it cheaper, a lot cheaper.” True enough. I know, because many cut-rate callers [ … ]

How to Maximize Your Sales Appointments

Gold fish and fishing hook in bowl

Recently, a new client received his first appointment from us and called to ask me: “I’ve got the meeting, now what do I do?” Believe it or not, I’m asked this question surprisingly often. First, you need to build rapport and familiarity as soon as possible. So break the ice. Don’t dive right into your [ … ]

How much thought have you given to Search Engine Optimization? Social Media? Or Cold Calling?

"The Thinker" thinking about media

I speak with many who wonder whether they should invest in a call center program for cold calling or customer calling, social media (SM) or search engine optimization (SEO). Search Engine Optimization (SEO) SEO is most effective when prospects know they want something that you can give them, but aren’t happy with their current provider, [ … ]

Should you leave a voice-mail
message when you cold call?

Ringing phone

It depends. In today’s rush-rush, email-driven business world, voice-mail messages take longer to deal with than emails. That’s why people rarely return unsolicited calls—i.e. cold calls. A voice-mail message takes more work than email: It has to be listened to, noted, and returned. Be honest, when you receive dozens of voice-mail messages in a few [ … ]

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