From Cold To Gold: How To Turn Cold Prospects Into Clients – STC, John Doerr
From Cold To Gold: How To Turn Cold Prospects Into Clients
The great news: you’ve got a meeting with a decision maker that would be a great client for your service. The challenging news: she doesn’t know much about you, your company, or what you do. It’s a “cold” meeting…
Learn to:
* Perform the right research and prepare for the meeting
* Employ the 3 keys to establishing credibility
* Craft your three-minute meeting introduction and reply when the prospect says, “Tell me about yourself?” Best of all, learn to deliver this brief overview without sounding stilted or contrived
* Ask high impact questions that get the prospect talking and uncover needs in the area where you can be of help
* Use the secrets to successful follow-up to your best advantage
* And much more…
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