We can now curate who we talk to in a way that wasn’t thinkable when a bulky landline phone rang with anonymous urgency. Listen in here.
The Phone Lady's Blog
B2B selling
My friend and colleague Anita Kirkbride of Twirp Communications sent me a midday email last week with this subject line: I just received the worst cold call ever. I shudder when I hear this because shoddy salespeople allow long-held negative stereotypes to persist. Sales is … Read more
Recently an entrepreneur I coach was feeling defeated by the loss of a long-time corporate client in Montreal. Persistent phone follow up had resulted in receiving an impersonal email saying the firm’s current focus was working with Quebec-based trainers. But she knew her work was … Read more
We all procrastinate about something. Whether it relates to our finances, home repairs, writing projects or exercise, each of us has at least one thing we know we must do … but we don’t. (Housework tops my list!) While procrastination may simply be a natural human characteristic, … Read more
Declining revenue is one of the reasons entrepreneurs and salespeople contact me for one-to-one coaching. Many have made the common mistake of focusing so much time and attention on current clients, they have few, if any, prospects ready to become paying customers. I call this the … Read more
The most important outcome of speaking with a prospect – or existing client – is learning more about them. Our ability to serve is directly connected to how much we understand their needs, challenges and goals. Yet many times we end a phone conversation without … Read more
Losing control of a phone conversation is a challenge that often comes up in my coaching sessions and workshops. As a conversation expands, one or both parties bounce from topic to topic and the call ends without essential information being shared or the most crucial … Read more
Before you get completely overwhelmed by even the thought of making a cold call, one of the things you need to do is take a few moments to determine what type of cold call suits your service or product. The task may be much less … Read more
The summer I turned 18, I spent as much time as possible at my sister’s cabin, an isolated homestead deep in the woods of Northern Ontario. And I often brought along a friend to enjoy the canoeing, reading, swimming and hiking. One friend came prepared … Read more
The phrase “follow up” can be defined as an activity carried out in order to further develop earlier work. For me this brings to mind the stages involved in creating a painting, or sculpture, or writing a book. For all works of art, there is a … Read more
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