Comments on: Warming Up Cold Contacts http://www.ianbrodie.com/marketing/warming-up-cold-contacts/ More Clients in Less Time, Even if You Hate Selling Wed, 08 Feb 2012 13:26:29 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Ian http://www.ianbrodie.com/marketing/warming-up-cold-contacts/comment-page-1/#comment-2370 Ian Fri, 13 Aug 2010 13:44:20 +0000 http://www.sales-excellence.co.uk/?p=85#comment-2370 Hi Nicolay - good point. My friend Art Scobczak often talks about "Potential Value Propositions" rather than the more common marketing focus on Value Propositions. His logic is the same as yours - until you speak directly with a client to clarify what really is useful to them, then you're working on assumptions. Ian Hi Nicolay – good point.

My friend Art Scobczak often talks about “Potential Value Propositions” rather than the more common marketing focus on Value Propositions. His logic is the same as yours – until you speak directly with a client to clarify what really is useful to them, then you’re working on assumptions.

Ian

]]> By: Nicolay Worren http://www.ianbrodie.com/marketing/warming-up-cold-contacts/comment-page-1/#comment-2364 Nicolay Worren Wed, 11 Aug 2010 12:12:07 +0000 http://www.sales-excellence.co.uk/?p=85#comment-2364 Ian, thanks for your very useful blog. In line with your client centred approach, I would suggest that one always includes an open-ended question to the client about whether the product/service/concept that one is marketing actually is relevant ("we focus on improving the quality of market analyses....is this an issue that you are concerned about?"). At such an early stage of a process on is usually working based on assumption about a client need. Ian,
thanks for your very useful blog.
In line with your client centred approach, I would suggest that one always includes an open-ended question to the client about whether the product/service/concept that one is marketing actually is relevant (“we focus on improving the quality of market analyses….is this an issue that you are concerned about?”). At such an early stage of a process on is usually working based on assumption about a client need.

]]> By: John http://www.ianbrodie.com/marketing/warming-up-cold-contacts/comment-page-1/#comment-190 John Wed, 08 Jul 2009 22:13:04 +0000 http://www.sales-excellence.co.uk/?p=85#comment-190 Being recommended on aa third party website helps as we have done with a company called The Disc Directory, we are now know as the most recommended in our field, it makes cold calling easier as I take potential clients to the site <a href="http://www.thediscdirectory.co.uk" rel="nofollow">www.thediscdirectory.co.uk</a> where they read all of our customer testimonials, it just makes it easier to get appointments and sales. Being recommended on aa third party website helps as we have done with a company called The Disc Directory, we are now know as the most recommended in our field, it makes cold calling easier as I take potential clients to the site http://www.thediscdirectory.co.uk where they read all of our customer testimonials, it just makes it easier to get appointments and sales.

]]> By: Greg Woodley http://www.ianbrodie.com/marketing/warming-up-cold-contacts/comment-page-1/#comment-189 Greg Woodley Sat, 08 Nov 2008 02:37:44 +0000 http://www.sales-excellence.co.uk/?p=85#comment-189 Ian, in my current field I find it much harder to target my calls and as such my results per call are much lower. This proves exactly what you are saying. Greg Ian,
in my current field I find it much harder to target my calls and as such my results per call are much lower.
This proves exactly what you are saying.
Greg

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