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The Phone Lady's Blog

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sales success

7 Ways to Showcase Your Persistence

By Mary Jane Copps | January 18, 2020

To reach your financial goal, build your business and create consistent revenue, you must embrace persistence. In last week’s post, I used a couple of different dictionaries to create a simple comparison between persistence and pestering and shared with you the value of continuing to reach … Read more

A Hockey Legend’s Inspiration

By Mary Jane Copps | December 7, 2019
making a sales call

In our house, CBC Radio is on most of the time. Sometimes I listen intently, sometimes bits of information enter my consciousness while I’m focused on other things. This is what happened on November 28. The Current was on and a panel was discussing the … Read more

To Listen and Learn … Press Mute

By Mary Jane Copps | October 5, 2019
phone conversation in office

It doesn’t seem to matter how many projects I do as The Phone Lady, I still get incredibly excited when I’m on a discovery call with a new client. As they start sharing their challenges with me, my brain shifts into high gear and I’m … Read more

7 Questions to Maximize Your 77 Days

By Mary Jane Copps | September 1, 2019
planning

Welcome to September! While it does have that “fresh start” feeling, it’s important to recognize that, for most of us (depending on your work week and upcoming vacation days), there are approximately 77 days until year-end. January has that “I have a whole year” feeling; … Read more

What Will You Do With Your 100 Days?

By Mary Jane Copps | July 28, 2019

Are you responsible for meeting a revenue goal this year? Well, depending on your vacation plans for the rest of this summer, and allowing for Thanksgiving and Christmas, you have about 100 days left in 2019 to reach that goal. I’m not saying this to … Read more

Please … Remind Me!

By Mary Jane Copps | June 23, 2019

Many of us worry about whether we are “pestering” our prospects and clients. They agree to a follow-up conversation but when should we call? And how often? Two recent events provided me with answers to these questions and they may eliminate these concerns for you … Read more

What’s Your Post-Sale Process?

By Mary Jane Copps | March 3, 2019

There’s no doubt that it’s great to make a sale. Tons of work and effort go into the moment when a prospect finally becomes a paying customer, so it’s definitely something to celebrate but … what comes next? Do you know? Does it bring value … Read more

Coaching Yourself Through Setbacks

By Mary Jane Copps | February 17, 2019

In a recent workshop, a participant asked, “How can I stay focused and positive during difficult times, when no one is answering their phones or conversations aren’t resulting in booked appointments?” While I’m by no means an expert on creating optimism and enthusiasm, a recent setback taught me … Read more

Options vs Opinions

By Mary Jane Copps | January 13, 2019

As business owners, salespeople and customer service reps, our job is to create the clearest communication possible. Yet we often confuse, and sometimes alienate, clients and prospects when we present their options tangled up with our opinions. How do options and opinions get tangled up … Read more

What’s With Persistence?

By Mary Jane Copps | December 9, 2018

When I stand in front of a group of entrepreneurs or salespeople and talk about persistence, almost everyone squirms in their seat. The discomfort around following up, making multiple calls and connections, is almost universal. Why? I think it’s about semantics, the words we use … Read more

Strategies for Difficult Conversations – Part VI

By Mary Jane Copps | June 16, 2018

While sitting with a small group of committed, engaged and effective salespeople enjoying a lively discussion about how to inspire conversations, someone shared: “But it’s so hard when no matter what question you ask, they give you a one-word answer.” Someone else quickly added, “Yeah, I … Read more

Think BIG for Client Retention

By Mary Jane Copps | August 27, 2017

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

A Tale of 3 Assumptions

By Mary Jane Copps | July 16, 2017

Assumptions are – and always have been – vital to our survival. Since ancient times we have made assumptions that have kept us alive, while hunting for food, exploring new territories  … and building businesses. But they can also be harmful, especially to our businesses … Read more

Ready, Set, Crunch … The Numbers You Need for Year-End Success

By Mary Jane Copps | September 4, 2016

Wow … what a crazy August it’s been for The Phone Lady. I’ve had the honour of attending a conference in Iowa, working with very energetic sales and customer service teams in Toronto and travelling to all  four Atlantic provinces in four days to share phone communication … Read more

Making Things Happen

By Mary Jane Copps | September 1, 2014

Part of being The Phone Lady is accepting some criticism – and cynicism – about the work I do. Reactions range from “Cold calling is dead” to “You do what? Who could possibly need information on how to talk on the phone!” This doesn’t deter … Read more

Location in Real Estate; Follow Up in Sales

By Mary Jane Copps | January 19, 2014

This week I am pleased to present  a “phone story” submitted by Maureen Farmer, owner and manager of Word Right Career and HR Consulting. Perhaps you have a story you’d like to share? Details at the end of this post.  As a sole practitioner in … Read more

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.
CBCs-The-Current
CRTC has recently taken new steps to fight fraud calls and phone scams. Read (and listen) to what Mary Jane has to say about this problem.
Cold Calls: The Psychology Behind the Human Voice - listen to this podcast featuring The Phone Lady.
This Hour Has 22 Minutes
Episode featuring The Phone Lady - watch Telephone Lessons for Millennials.
The Wall Street Journal.
Some on Wall Street are hanging up on voicemail. See what The Phone Lady has to say.