Warm up your cold calls now

woman's hands on computer keyboard
Making cold calls or sending cold emails are typically the last thing any entrepreneur wants to do.

On the flip side, most would-be clients don’t want to receive information from someone they don’t know.

But corporate client prospecting doesn’t have to be that challenging.

The good news is, you can spend ALL your time in what I call the “no cold calling zone”.

It’s a place from which you can generate leads without feeling salesy (and without your clients feeling like Herb Tarlek, the fictional slimy salesman for WKRP in Cincinnati TV […]

What corporate decision makers want to see in a discovery meeting

work meeting

When I worked as a sales executive many moons ago, I remember being on the receiving end of prospective consultants pitching their services to our company.

Unfortunately, nine times out of 10, these smart, savvy, forward-thinking folks wouldn’t get much further than, “Hi Kim, I’m here today to talk to you about x, y, z service I can offer…”

That was never music to my ears. Not only did that approach show that the person hadn’t done their homework, but that they were more interested in what they had to offer INSTEAD OF […]

Why Cold Calling on Corporate Decision Makers Rarely Works and What to Do About It

The other day, when talking to a new small business owner client of mine, I asked her what method she used to prospect. She reported that she’d tapped out her network so had been mostly been sending out cold emails to people she didn’t know and she also did a lot of cold calling.

As soon as I heard that, I stopped her in her tracks.

If you’re still doing this, I’ll ask you to stop right now, too!

Cold calling/emailing no longer works.

Why?

Well, it puts people off because they already know you’re trying to […]

How to tap into your highest value when you speak


What is the ultimate HOLY GRAIL solution or result that will entice clients to meet with you and ultimately hire you?

Can you quickly articulate that in any type of presentation, whether speaking at a conference, at a networking gathering, or 1:1 with a new corporate prospect?

Alan Weiss, author of Million Dollar Consulting: The Professional’s Guide to Growing A Practice, states that the value you provide as a consultant is navigating the gap between what a client wants and what they need.

Which means…

  • Your clients won’t consciously pay you or hire you for […]

How to become a trusted advisor for corporate clients

business womanConsultants, coaches and small business owners often make the mistake of thinking they have to “sell” their services in a big way in order to land big corporate contracts.

However, when you approach your market – and your business – believing that you’re a Trusted Advisor, your prospects will clearly understand the value you bring.

You see, prospects are looking for value above price.

So when they have a need, if you’ve positioned yourself appropriately, then the sale will happen naturally at the right time.

It’s not about clever salesy techniques, but about BEING RELEVANT.

And […]