Mark Jewell's Blog: Selling Energy, page 180

Bringing Value to the Table

When you’re meeting with a prospect ask yourself this question: "If I had 30 minutes with the most important person in this organization, what would that person want me to show them?”

6 Tips for Effective Follow-Up

If you follow up too infrequently, you’re going to lose your prospects.  Here are some tips on how to keep yourself in step with those prospects, based on my own experience. 

Safety Violations Could Lead to Great Prospects

There are certain shortcuts when it comes to generating leads, and recently I stumbled across another one.  Just because a prospect isn’t actively seeking your offerings doesn’t mean they don’t genuinely need them.  This is the case when it comes to safety in the workplace.  In fact, I recently spoke to a student who says she gets all of her leads by looking up OSHA safety violations.  Another sales manager told me that he would find leads by looking up “lighting-related accidents in industrial settings” by state.

Showing Genuine Appreciation

You may notice that, in Selling Energy training materials, we encourage you to thank your clients frequently for their time and attention. This may seem like a matter of protocol, a mere formality even. However, do not take the element of gratitude for granted. When you say, “Thank you,” say it from a place of sincere reflection. 

An Entrepreneur's Guide to Keeping Your Head Without Losing Your Heart

Whether you are an employee or an employer, your main concerns are surviving and staying on top.  The field draws individuals who are driven, creative and intense, but even people suited to this work can find themselves in dire straits.  This doesn’t only concern the health of their business, but their physical and mental health as well.  Stress takes a toll, and if you aren’t mindful of its pitfalls then you might find yourself suffering from anxiety, obesity, addiction or other manifestations of illness.  Your relationships may likely suffer as well, worsening your symptoms. 

Weekly Recap, May 5, 2019

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs...

Don’t Make These Mistakes When Working Remote

How to Make Cold Calls Work

One of my first sales jobs was cold calling from lead lists.  I would dial 200 numbers a day, make about 40 connections, and send out literature to about 10 of those folks I was able to reach.  That was my quota.  I only met a handful of my more than 100 clients during my two-year tenure in that position.  And virtually all of our transactions were done over the phone.  

What Should an Elevator Pitch Be?

Sometimes an elevator pitch needs to be taken back to square one.  When my students work on them during our trainings, they often end up with something entirely different than what they started with. 

Manufacture Your Own Leads

An underused tactic for leads is manufacturing them on your own.  Doing this is simpler than you think and can be as effortless as sending a short note.