Another Quick Update, Q & A, Top Posts

I thought I’d take a moment to address several questions, some updates, and the top read posts.

I get asked a lot about “how to prospect” for new business.  The questioner usually asks about cold-calling, door-knocking, mail, advertising, telemarketing, past customers to name a few.

When it comes to prospecting there is no great ONE WAY of doing it.  I recommend more than just one method.  For example, if you only advertise you won’t be near as successful than if you include other methods.

Utilize at least three forms of prospecting into your funnel.  Below are a few posts on the topic. 

How to Save Time Prospecting While Presenting 
Prospecting (Two-Step Approach) ezine article 
2-Minute Drill, Prospecting
Warm Fuzzy Prospecting & The Cable Guy   
How to Avoid 10 Mistakes Pre-Need Sellers Make Prospecting, part 10 
Low Cost Prospecting Mine Your Natural Market 
7 Secrets to Prospecting, conclusion

There’s several more posts, check out the “prospecting” button on the top left of this page.  You can also go to the “archive” page and check out the titles for a bunch more posts on prospecting.

Another common question is how long does it take to get rolling in this business?

It can take some time to get rolling and make sales in this business.  There’s a learning curve for the products/services and most new people spend way to much time on learning products, presenting, and paperwork.  If anything I’d rather be weaker at presenting than prospecting.  Most pre-need sales people are really good at presenting and closing but lousy at prospecting for new business.  I don’t care how good you are at closing the sale if you don’t have someone to talk to (Prospecting) nothing else matters.

The reality is the more people you have to talk to the more likely you’ll get a sale.  The reverse isn’t true.  The less people you have to talk to the less likely you’ll be at closing them all and the more likely you’ll be frustrated, anxious and desperate.  You’ll appear starving to your prospects.  The easiest way to avoid the desperation is to have lots of people to see.

Next time I’ll have part two of:

A Real World Story Of How To Improve Your Prospecting, part 2

The Door-Knocking test has been extended.  Originally the test was scheduled for two weeks but I’ve extended it for two more weeks because of the time it takes for some follow-up and several surprises.  I haven’t been door-knocking in years.  Door-knocking is “old school” and the way pre-need was sold in the early days.  The question is how well does it work today?  I’ll be posting the status, impressions, successes, leads generated, and sales from the experiment shortly.  Stay tuned.

Many have asked why I don’t email updates as often as in the past. 

No real reason.  Just haven’t had much time to keep up.  In the future I’ve made it a goal to send one email a week with updates.

Several asked about any books I’ve written.  If you purchase the Ultimate Package it includes both books (How To Mine Your Natural Market & 50 Ways To Get Rich & Stay Rich Selling).  Or you can get the Intro Package which includes How to Mine Your Natural Market.  Click here for the Ultimate Package. 
Click here for the Starter Kit.

What are some of the Top Posts Read?

The Top 10 Read Posts
September Archives

There will be some updating of the website late at night through out this weekend & Monday.  I’m told you won’t even notice.

Until next time, Happy Selling!

David…

P.S.  If you are a Member (purchased something from me) I’ll be updating shortly.  I’ll let you know.  If you haven’t invested in your self yet, well, for Pete’s sake, why not?  Go to the catalog page and invest in the Ultimate Package and you’ll be an instant member.  Once a member anytime I update you’ll have access to the materials at no charge.  It’s automatic.  Membership has its privileges.

P.P.S.  Lastly I get asked about investing.  If you don’t invest in you….no one else will.  No matter what you do no one can take away your education and experience.  But, you won’t get it with help.  So, invest in YOU!  You’ll appreciate it even more when you spend money on YOU!  You’ll also practice what you learn when you have a vested interest (money spent).  We always appreciate advice when we’ve spent something to get it.  Ironically we never seem to appreciate advice that comes free.

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