It goes without saying that we, as consumers, are constantly looking to purchase items that are unique and of value, i.e. have meaning and relevance, and will be useful to us in some way. You’re probably thinking I’m referring to your products or services, but how about the personal expertise you possess regarding the consumers […]
Judy Olbrych, creator of the Lead Generation Unleashed podcast, wanted to interview Chris Harris and pick his brain about generating very high quality leads, market trends, life balance and much more. Here are the highlights: The secret to 75 – 95% close rates (1:04) Three critical questions to ask when evaluating your leads (3:42) What is a SIT […]
As I explained in an earlier article, it’s important to diversify your prospecting efforts because sometimes your pipeline slows down, and you need to quickly fill it back up with an infusion of good-fit leads. When used correctly, and in tandem with the help of a referral partner, a feed list is an effective way […]
A few weeks ago, a discouraged business owner (whom I’ll call Bob) and I were discussing the importance of lead generation and its role in creating a thriving business. He began espousing the merits of developing solid strategic partnerships—going so far as to claim, “It should be the only method necessary to obtain high quality prospects. Other approaches are just a waste of time.” His statement didn’t sit well with me, and here’s why.
A few weeks ago, a colleague (Cathy) and I were prepping for a meeting with a respected business development executive for a large financial services firm. Cathy was eager to make this prospect a client, hoping it might lead to an eventual corporate-wide training contract for both of us. Prior to the initial contact, she […]
Getting too gabby during a business meeting is a cardinal sin in any industry—and all the more true in the context of sales. Excessive blabbing leaves your prospects feeling like they’ve not been heard, that their needs are unimportant to you, and that they’re being railroaded by a used car salesman. In an effort to […]
Making sales calls to people you barely know is one of the most difficult tasks to navigate in business. Your success hinges on how you open the conversation, and you’ve only got 5 seconds to identify yourself, identify your organization, and determine if you are speaking to the right person. Once that’s out of the […]
More times than not, our most promising referral opportunities send us on a Fool’s Errand and turn out to be a colossal waste of time. Countless emails and follow-up phone messages go unanswered. You even drop the names of highly respected sources who recommended you, and still—you get nowhere. There are two very simple reasons […]
Are you winging it? Doing a little of this and a little of that in hopes that you will meet your sales goals. It can be a tenuous and stressful existence as you get to the end of each month. Will you hit your goals? Or will you fall short…again? According to the recent findings […]
Have you ever had someone leave you a message like this? Hi Charlotte. My name is Chris with RefuseOrdinary. I hope you day is going well. I was given your name by Brandon Smith—he said some great things about you and thought I should call and set up a meeting with you to learn a […]
