Broadfield Communications

Understand your prospect's world. He's late for work because he got stuck in traffic. He's got a big presentation he's preparing for with his company president and all of the other senior executives that's scheduled to happen in 90 minutes. The coffee machine is out of order, two of his top employees quit yesterday, he and his partner had a huge fight last night, and one of their kids is in trouble at school. This is the moment you call him and say, "Hi my name is John, how ...are you today?" Followed by, "I wanted to tell you five ways Acme Giggler Pins are the best giggler pins you can buy from here to Mars." You hear "Not interested" or something a bit more colourful and go the next name on your dwindling list. You interrupted, you didn't ask for a couple of minutes of his time, you offered no value in exchange for his time, and you started pitching. The next thing you know you're telling your boss and everybody else who will listen that cold calling doesn't work. Nothing done the wrong way works. .

Ask a prospect what outcome they most want and show them how your product will help them get that outcome and you’ll be amazed how easy it is to sell.

Understand your prospect's world. He's late for work because he got stuck in traffic. He's got a big presentation he's preparing for with his company president and all of the other senior executives that's scheduled to happen in 90 minutes. The coffee machine is out of order, two of his top employees quit yesterday, he and his partner had a huge fight last night, and one of their kids is in trouble at school. This is the moment you call him and say, "Hi my name is John, how ...are you today?" Followed by, "I wanted to tell you five ways Acme Giggler Pins are the best giggler pins you can buy from here to Mars." You hear "Not interested" or something a bit more colourful and go the next name on your dwindling list. You interrupted, you didn't ask for a couple of minutes of his time, you offered no value in exchange for his time, and you started pitching. The next thing you know you're telling your boss and everybody else who will listen that cold calling doesn't work. Nothing done the wrong way works. .

Every small manufacturer needs to understand their primary function is to consistently manufacture customers.

http://broadfieldconsulting.com/lead-generation-two-step/

Measuring the wrong things to optimize is as bad as being willfully ignorant. 80/20 all of it and get better results with less effort.