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To Those Who Want to Quit Cold Calling Print
Written by Cheryl Clausen   

You start the day with your inboxes full.  Ideal prospects are calling, faxing, emailing, and mailing you.  They all want something from you. 

Each prospect has reached out to you because you have something they want.  You have the answers they’re looking for even hungry for.  You aren’t stressed by all these people reaching out to you.

You aren’t stressed because you have systems to automatically fulfill each request.  Plus after the initial request your systems move each prospect through your marketing funnel at a pace that matches their desire for immediate action.  You keep those precious prospects in your marketing funnel until they enter your sales funnel.

When they’re ready to enter your sales funnel they call you.  When you decide to call them first they respond, “I’m so glad you called I was just going to call you.”  You effortlessly schedule an appointment where you both understand the purpose is to determine if you can help them. 

No, this isn’t a fantasy it’s your new reality.  The choice is yours.  You can either choose to beat the bushes trying to fleece out a prospect somewhere, or you can devise a system to market yourself getting your ideal prospects reaching out to you. 

When you choose to learn how to market yourself attracting ideal prospects there are a few things you’ll need to understand and be able to do. 

     •    You must identify an ideal client for you

     •    You must know what they have a burning desire to know, or a burning desire to have

     •    You communicate to them about them and what they want

     •    You have a multi-step process helping them through the four stages of buyer awareness

     •    You offer what they really want and clearly tell them how to get it

As you market yourself you position yourself as a trusted adviser, an advocate, an expert helping people like them get what they want.  Never again do you face a prospect who feels like they have to protect themselves from you.  They view you as a partner guiding them to a good decision. 

Most sales training teaches you to use presentations and manipulative even coercive language.  Those techniques put you at a huge disadvantage.  You start from an adversarial position.  It takes years to earn the trust you need to develop strong relationships with your clients.  Without a strong relationship those hard earned clients are likely to leave you, and are unlikely to refer you. 

If a salesperson made you feel uncomfortable you wouldn’t refer them to others.  Just because a prospect felt forced into buying doesn’t mean they’re going to cough up a good lead to one of their friends, peers, or family members.  They don’t like you. 

Some professionals have the misguided idea that if they open their door the clients will show up.  Of course, that isn’t going to happen.  You have to help the people most likely to need your services to find you.  And you need to do it in a way that positions you as a trusted adviser.  


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Cheryl Clausen
About the author:

Are you where you want to be?  Cheryl Clausen's experience working with clients has been that many insurance agents and financial advisors aren’t where they want to be.At certain points in your business you just get really stuck, and you don’t know what to do to get you where you want to go.Well, my purpose is to help agents and advisors to get unstuck and get going again.

Would you like to learn more about your sales skills? Sales Skills Analysis

Read a daily article to get yourself or your team going:My Blog

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