Archive for tag: prospecting

We’ve all experienced it – a conversation with someone about an idea or product or service and they practically gush with enthusiasm. They ask great questions, add valuable information, want to participate. They lift our spirits and increase our optimism. But there’s a dark side. I encountered it this past week while working for a client. I reached this enthusiast (someone I’d never spoken to before) on my first call and provided a very brief project description. ...

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For this, my 174th blog post, I am delighted to introduce my first guest writer, Maureen Farmer of Word Right Career & HR Consulting This is the story of Hanipe. Originally from Africa, Hanipe came to Canada after completing her combined business and IT degrees in the U.S. With good experience under her belt, and after working in business and lecturing in her field, she felt she was equipped to begin her career. She chose Halifax ...

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At the Ottawa Airport this morning, someone’s boarding pass drifted past my feet as I walked to my gate. I picked it up and went over to the agents for the appropriate flight. “Good Morning, ladies,” I said to them both (it was 7 am), holding up the boarding pass. “I … .” But I didn’t get to finish my second sentence. One of the agents, without looking up from her computer screen and making eye contact, ...

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I’ve spent much of this past week prospecting for both myself and others and I’ve noted common characteristics among voicemail messages. Does your message match any of these … and what does this mean to your prospects and customers? The Flight Attendant This message has the same intonation and pacing as the safety procedure message we hear at the beginning of every flight. It is well rehearsed, contains no errors or “uhms” or “ahs”. It is absolutely ...

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Dig the well before you are thirsty. Chinese Proverb This quote came across my desk on Thursday. I had just returned to my office from prospecting practice  at The Hub (see below, News and Events, May 30), so it was very appropriate. On the large white board we had created an imaginary time line for gaining new customers. (I’m convinced this is the most common mistake of entrepreneurs and salespeople alike – to focus on the customers ...

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“What’s the best time to call?” is one of the questions I get asked frequently and earlier this week I posted my answer to The Lunch Pack’s Burst of Learning group on LinkedIn. (It takes less than a minute to read and can be found here: http://lnkd.in/__b3NS) While writing that post, I began to think about the frequency of other comments on phonework. Then during my time at Oxford Learning’s Niagara Falls conference http://www.oxfordlearning.com/ this past week, I ...

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During a brainstorming session this week I found myself saying “Phone calls are not the right approach for this project.” What! There was certainly a lot of laughter over The Phone Lady saying this. Yes, I do strongly advocate for everyone to recognize and use the telephone to connect and build relationships. But there are indeed some situations when it’s not the best choice. For example, my dearest friend has owned a voiceover business for the past ...

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This is an inspired blog … inspired by Brookes Diamond to be exact. I had the pleasure of running into him on Barrington Street on Tuesday – looking very dapper I  might add. (Brookes and Fiona Diamond are amazing entrepreneurs, currently creating heritage entertainment for Canada and the international market. Find out more here: http://kanatashow.com/). We were both on the move to other appointments but there was time for a hug and a brief conversation. He’d ...

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Phonework contains a unique combination of creativity and logic that has captivated me for 26 years. The writer in me embraces the language challenges – finding the right words and presenting them in the right way to clearly communicate ideas and inspire conversation. Effective phonework is closely related to the art of storytelling. This is balanced by statistics – simple, logical bits of information that are essential to the success of everyone using the telephone as a ...

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In the past 6 weeks two entrepreneurs have approached me about making calls to potential clients on their behalf. And in both cases, they picked up the phone themselves and discovered their own “phone power”. There’s freedom in this – a greater confidence in creating a strong bottom line, when one can pick up the phone and make things happen. You have your own phone power; we all do. To discover it, like all skills and talents ...

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