Mark Jewell's Blog: Selling Energy, page 5

Follow Up Immediately After a Referral

We have previously discussed times you should always ask for a referral. Today, let’s discuss why it’s important that you follow up immediately – not only to thank them, but also to find out why they gave you a referral. You might think that it sounds self-deprecating or overly modest to ask “Why?” Actually, it’s not. You want to know which aspects of your sales delivery mechanism impressed that person enough for them to want to refer you.

How to Bring Value to the Table

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

Be Your Own Inside Man

A few years ago, I heard some excellent advice from one of our graduates. When he meets with a prospective customer, one of the first things he does is strike up conversations at the front desk or with other employees, asking them basic questions.

Crushing It

If you’re an entrepreneur (or even just thinking about becoming one), the road you’re taking can seem overwhelming and uncertain. As a serial entrepreneur in several industries over the last 45 years, I have lived this reality.

Weekly Recap, February 18, 2024

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

14 Things Productive People Do in the First 15 Minutes of the Workday

How do you start your day? If you want to be truly productive, you need to set clear goals for yourself for the rest of your workday and stick to them.

How to Streamline Your Prospects

Organization is key. That's why we typically dedicate a day of our blog every week to time management and productivity tips. Today, I’d like to offer some important tips on streamlining your approach to prospects, particularly if you’re dealing with different segments and locations.

Successful Lead Generation Tactic

A few years ago, we added marketing to our training repertoire, teaching students about how they can utilize blogs, social media, digital media, and print materials for their business needs. Of course, this goes hand in hand with lead generation, which involves networking events and asking for referrals, both of which are underutilized. In my opinion they should be second nature when it comes finding new customers.

Cost of Delay

When you’re making an investment, you might be advised to wait. Likewise, you might hear from your prospects that waiting is a prudent move regarding energy efficiency. That isn’t always the case.

5 Tips to Make Cold Calls Work

One of my first sales jobs was cold calling from lead lists. On the average day, I would dial 200 numbers, have 40 conversations, and send literature to about 10 of the folks I was able to reach. That was my quota. I only met a handful of the more than 200 folks who became my clients during my two-year tenure there. Virtually all of our transactions were done over the phone.