Dear Salesperson, Business Owner or Business Service Professional:

You know you have to get out there and find prospective clients for your business.

You like me, have probably figured out that the most important part of your sales job is getting in front of the optimal number of quality prospects in favorable circumstances. You may also have uttered some version of the most frequently-voiced salesperson complaint:   "I'm fine when I get in front of a prospect. It's easy and I close a good percentage. But I'm having a hard time seeing enough prospects." Even worse, you may have resigned yourself to the "fact" that prospecting is painful, rejection-filled work.

And as a consequence, set yourself on a career course that delivers less money, more labor, less fun and a less-fulfilling life.

This is where I come in.

For over 10 years, I've been coaching salespeople to change how they feel about prospecting and cold calls.

Before that, I was the wimpiest, most call-reluctant salesperson you ever met.

It took me a few years, lots of prospecting calls, a truck-load of sales training and coaching, and even a little therapy.

It took a LONG time...it happened very gradually...but I finally GOT it.

I KNEW I GOT it the day I made a cold call on a prospect, said 9 words to him, and he said the following to me:

I know, because I was once the "King of Call Reluctance." I did everything wrong.

I was so bad I managed to be both overly aggressive and ridiculously wimpy at the same time.  And it was these strategies that worked for me.

I also know because these strategies have worked for hundreds of salespeople just like you.

Keep reading, and I'll show you exactly what to say and do for your situation.

The very first thing we need to do, is to get you to see what the obstacles to successful prospecting are. As with many things that seem difficult, painful or hopeless, the solutions are "simple but not easy."

One of the obstacles, especially for us call-reluctant personalities, is that we STAY with strategies that DON'T WORK...
 

Which of these are you attached to?

1. Try to be accommodating and get prospects to like you. This doesn't work on a couple of counts. First, it stamps you unmistakably as "salesperson," and the deeply ingrained, pre-programmed reaction most prospects have to the typical sales approach is "get rid of 'em."

Second, when you try to "be accommodating" to a prospect - someone you don't know and just called up, who's very wary of salespeople - what the prospect really hears is, "I'll do anything to make a sale."

And it's not "anything" from a position of strength.

It's "anything" from a position of neediness.

When a prospect encounters someone who communicates "needy," what they feel is repulsion.

2. Try to be sharp, smart, impressive and logical; and make the most compelling offer you can. This doesn't work because it assumes that prospects act rationally and logically. Not true, at least in the early stages of prospecting calls.

3. Hope. Specifically, never letting go of a prospect. We keep following up on that outstanding proposal, making the 23rd unreturned follow-up call, hoping against hope that it's still alive, because if it isn't we have to find another prospect.

4. Using assumptive tactics that attempt to remove the prospect's choice.  This may have worked OK 30 years ago, but a lot of people just won't put up with it today.

5. Being concerned with, focused on, worried about THE SALE. You know, you just come across as "needy" if it's obvious this is what you're thinking about. And it IS obvious.
 

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The problem with strategies like these for many of us is twofold. First, they create pressure, for both the prospect and the salesperson, and most people seek escape from pressure. They reinforce, for us salespeople, the idea that prospecting is painful. Second, they set up many situations in which the salesperson is undertaking an impossible task. Here's what I mean by that. There are lots of situations where it doesn't matter how good the salesperson is...the prospect just isn't interested and isn't going to say "yes" to an appointment.

Now, do you want to try to persuade someone to say "yes" who just isn't going to, or do you  want to find out if that's the case as soon as you can?

See, in my view, prospecting is a lot more like marketing than sales. It's figuring out who IS a prospect, not trying to MAKE someone into a prospect who isn't.

I've heard a lot of very smart marketers say that good marketing is as much running off the people you DON'T want as it is attracting the ones you DO want.

So, one of the things you want to do in prospecting is to actually try to run people off a little.

Really.

It could be something as simple as saying, "Hi, I'm just making my prospecting calls for the day...if you don't want to take a 2-minute sales call, just tell me, I'll hang up."

Simple, direct, no pressure, no techniques, no concern with a sale, preserves all choices. Heck, it even encourages choices.

Another thing happens when you communicate to your prospects that you're OK if they don't want to talk.

They actually get a little curious. It's subtle, not real obvious, maybe not even conscious.  But you begin to exert some "pull," some "attraction" when you're not coming off as needy.
 

1.  Seek "permission" from your prospects every step of the way.  When your prospects give  you permission to give them a 2-minute introduction of your product and business, for example, they're participating.

     The chances that they're actually listening and considering is vastly increased.

     Maybe more importantly, when you get your prospect's permission, you make him or
     her much more comfortable with you.

2.  Try to get your prospects to say "no" to you rather than "yes".

     What?

     Yes, it takes some guts to do this.

     But you know what?  Your prospects sense it, and they're attracted  by it.  They respect
     it.

     The funny thing about this is that the ones who were going to say "no" to you still say
     "no," of course.     But now they do it straight out, instead of saying "send me some
     literature"  or "call me back in 2 weeks."

     Naturally, the ones who were going to say "yes" to you still do.

     And the ones who were unsure are more likely to say "yes" with this approach.

3.  Forget about selling, convincing and persuading in your prospecting activities.

     It's just an area of focus that has been shown to increase pressure (for both the
     salesperson and the prospect). 

     It helps build resistance in prospects, and makes salespeople more doubtful and
      tentative.

     What you want to concentrate on are things that you can actually control - the number
     of attempts you make, what the steps of your process are, etc.

     You have to understand what the natural ups and downs of selling do to your head
     (your most important resource, by far).

     The first place you can focus your attention is on things you can't control, like the
      number of sales you make.  Now, when this is your focus, and when something bad
      happens (like a prospect is rude to you), the natural tendency is to feel like you're out
      of control...that you have no say in your own destiny.

     And if you feel this enough times...if it becomes a habit...you start to feel hopeless and
     resigned.

    And if you're in the habit of feeling hopeless and resigned, of course you know the
     repulsive effect that has on the people you come into contact with.

     Conversely, you can put your focus on things within your control.

     You could say to yourself, for example, "My goal is to make 100 phone calls today."

     Naturally, this is good because it's totally under your control.  When you get to the end
     of the day and you've made your 100 calls, you feel accomplishment, empowerment, 
     and a sense that you're in control of your earnings and your life.

     I'll tell you something else.  When you make 100 calls in a day feeling accomplished,
     empowered and in control, I guarantee you you'll make a bunch of appointments.

     Doesn't that stand to reason?
 

I've just finished a new book called 30 Days To Prospecting Success...for the call-reluctant
and other non-pushy sales types that gives you the strategies to change your own thinking
about prospecting AND the actual words to say to people that will relieve pressure and actually make them FEEL favorably towards you.

It's really different than any book you've ever read on sales or prospecting. I go to the bookstore all the time and read the titles on sales and prospecting. About 80% of all the titles STILL try to teach you how to CLOSE - how to persuade or convince your prospect to either buy from you (if it's a sales call), or to make an appointment with you if it's a prospecting call. They're filled with technique, emphasis on the sale and manipulative persuasion tactics. My take on this is that it's too much work. Why not do it the easy way? Why not really get your prospecting right and set up easy sales?

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Traditional sales tactics DO work - when both the salesperson and the prospect are OK with those tactics.

The problem is that fewer and fewer prospects AND salespeople can tolerate these tactics anymore.

30 Days To Prospecting Success is about one thing - how to remove the pressure of prospecting situations that derails so many potentially beneficial business relationships. You get BOTH the strategies for making yourself more comfortable, attractive and productive, and the EXACT WORDS TO USE in just about every prospecting scenario you can imagine.
 

• Exactly why prospecting is far and away the most important part of selling for most
  salespeople;
   
• The 14 statements salespeople make about prospecting that put them in an unproductive mental state;
   
• Precisely where to concentrate your focus when you're doing prospecting work, in order to get the biggest payoff;
   
• How call reluctance is really narcissism in disguise;
   
• Exercises that will diminish, vanish or alleviate call reluctance;
   
• A simple drill to re-program all your negative thoughts about prospecting;
   
• How to find the true causes of your call reluctance, and what to do when you've found
  the causes;
   
• The real reason most salespeople aren't very good prospectors;
   
• How to feel much more confident in your prospecting approaches;
   
• The three critical things you must know about your prospects' reactions to your prospecting approaches;
   
• How to get your prospects to want to listen to you, rather than get rid of you;
   
• The problem with most "referrals," and exactly what to say to your referral partners to correct that problem;
   
• How to act when you're prospecting (when's the last time you gave any thought to that?);
   
• The 2 most important things to do to make your prospects feel comfortable, not fearful;
   
• 7 specific strategies to induce prospect comfort;
   
• Four questions you can ask yourself that reliably motivate you to make your calls;
   
• How need for approval could be undermining your effectiveness;
   
• How the idea of delegating your toughest prospecting tasks works, and;
   
• 3 detailed ways for "delegating" prospecting tasks;
   
• The only  3 put-offs you'll ever get, and how to handle them;
   
• The 4 categories of prospecting approaches, and 67 distinct ways to can take your product or service to your market;
   
• Detailed instructions for making the simplest, easiest, fastest telephone prospecting call;
   
• Step-by-step walkthroughs of 3 ways to make appointments at networking events;
   
• How to "borrow" prospecting energy from other people;
   
• The best ways to actually "get yourself ready" to prospect;
   
• Key thoughts and self-talk that actually make you want to prospect;
   
• A simple strategy to get yourself to do big numbers of prospecting calls;
   
• Why it's more important for your prospects to respect you than to like you;
   
• The most useful way to "categorize" your prospects;
   
• 6 interesting, edgy, unconventional approaches for telephone prospecting: concepts, explanations, templates, examples - everything you need.

Just so you know where I'm coming from and how I developed these ideas, I want you to know that I've worked as a sales coach for over 10 years now. I've worked with hundreds of salespeople in extended, one-on-one coaching relationships.

I've specialized in developing prospecting strategies for people who are NOT the prototypical, hard-charging, hard-closing, "traditional" salespeople.

And 30 Days To Prospecting Success is the summation of all those prospecting strategies developed over the last 10 years.

Now, you must take the next step.

If you want to feel confident about your prospecting; if you want to KNOW that you can pick up the phone (or go to networking events, or do whatever activity you do for prospecting) and make appointments any time you want; if you want to EASILY book LOTS of high-quality appointments; you have to CHANGE what you've been doing.

30 Days To Prospecting Success will give you the specific strategies to make those changes, feel that confidence and assurance, and get dramatically better prospecting results.

You can download the book right now for only $39.95.
 

I'm so confident that this book will help you that I'm providing all customers with a 100% Money-Back Guarantee. Read the book and try out some of the ideas risk-free. If the information isn't helpful - and that decision is TOTALLY up to you - we'll gladly refund your money and you can keep the book.

Just click on the link below to order your book with our secure order form.

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I can help. But you've got to take the first step.

I look forward to hearing from you today.

Sincerely,

Dan Blanchard
30DaysToProspectingSuccess.com

PS - For the time being, I'm offering a couple of valuable bonuses to make sure you have every opportunity to understand the book's concepts fully and put them into action.

Bonus #1 - A full month of unlimited email coaching

Ask me any question you like, as many times as you like for a month.  Ask me 10 a day if you want.  The bottom line is I want you to be successful with this book, and a way I can contribute to that is to customize my knowledge and experience to your particular situation.  This is the best and easiest way I know to do that.

Please allow up to 72 hours for a reply.  I don't know how long I'll be able to offer this...I'm sure it won't be indefinite, so take advantage.

Bonus #2 - 1 (one) individual telephone coaching session

Same motivation as Bonus #1, and I'm positive I won't be able to offer this one for very long.

You'll receive instructions for using both bonus items, as well as contact information, in a "welcome email" after your order is confirmed.

Bonus #3 - subscription to my ezine, Radical Selling

Radical Selling offers a weekly dose of unconventional, out-of-the-box sales wisdom with particular emphasis on prospecting.

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PPS - How many of the 58 strategies in "30 Days To Prospecting Success" will work for you?

I don't know, but let me ask you a couple of questions.

Is what you're doing now working?

Have you given up...resigned yourself to a career in which you loathe doing prospecting but feel like you have to just to make ends meet?

Will you be kicking yourself for the rest of your life if you didn't try everything to re-ignite that passion and excitement for selling and success you once thought would propel you to a life of fulfillment?

I can't decide for you. It's up to you.

You've got to take a step.

If you get stuck, or need some individual coaching, I've included my phone number and  contact information in the book so you don't have to go at this alone.

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