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Featured Article
Why Don't Your Prospects Want to Talk to You?
We spend a significant amount of our sales and marketing effort on filling the pipeline with prospects and following up with them. With a full pipeline and consistent follow-up, you are bound to make plenty of sales, right? Well, much of the time that's true. Finding the right people to contact, and actually making those contacts, will in many cases produce results. But sometimes, it's not enough.
To close a sale, you need to get your prospective clients to agree to some sort of presentation. It may happen in person or over the phone, take five minutes...
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Ford Harding is president and founder of Harding & Company. He is the author of Rain Making: The Professional's Guide to Attracting New Clients (Bob Adams, 1994), Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients (Adams Media, 1998) and Cross-Selling Success: A Rainmaker's Guide to Professional Account Development (Adams Media, 2002). He also writes for Harvard Business Review, The Wall Street Journal, The American Lawyer, Journal of Accountancy, Consulting Magazine, Consulting to Management (C2M), Mechanical Engineering, CE News and other publications. He has helped professionals in fifteen countries learn to sell. Prior to starting his own company, Ford spent fourteen years with a consulting firm where he served on the executive committee and ran the Eastern Regional Office. He has also served as the Director of Marketing at a large architectural firm. Ford is an alumnus of Harvard and J.L. Kellogg Graduate School of Management. |
Random articles by Ford Harding 'Getting It': Three Insights From Proven RainmakersFord Harding Rainmakers aren't born. They are made. And often there is... Read More >>The Deadly Boomerang QuestionFord Harding A former client called me to discuss the loss to... Read More >>What Actuaries and Engineers can Teach About SellingFord Harding Actuaries and engineers aren’t known for their sales ability. They... Read More >> |
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