Mark Bernardto have a copy of your database/e-mail list, or at least have access to it.”
You can negotiate that.
There is much more. But let me say that in prospecting, you need
persistence. Success is in direct proportion to the number of
prospecting calls made. You must make those calls and you must be
very persistent. You must be a hunter, not a farmer. Don’t be afraid to
get out of your comfort zone. Always develop new business. No matter
what industry you’re in, you need to keep your sales funnel open. I’ll
challenge you to continue filling your sales funnel. You still need to
market.WRIGHT^
One of the questions you probably h ear often is how do we get to
the decision-maker so that we can actually do a sales presentation?
BERNARD
The front end people—administrators and frontline staff—are paid to
syphon out the goofs, if you will, who want to see the decision-
makers, because their time is valuable. So how can you differentiate
yourse lf when you want to build rapport? I use a very simple s cript: “Hi,
my name is Mark Bernard, and I have a mystery to solve,” or “I was
wondering if you could be of service. I was hoping that you could help
me solve it and I am looking for the person in charge or involved
with—. Do you know who that may be?” By having a mystery to solve
or needing them to be of service, or having them h elp me look for a
person—I am differentiating myself.
You’re not giving the old cliché of just saying, “Hi, I’m [such
and such] and I’m looking for—.” Why are you looking for them? You
must be clear on that. You always ask f or a first name and always ask
for the person’s phone number. If the frontline person is willing to
give it to you, I always ask f or the prospect’s e-mail address.
So you want to gather four important items from your call: First,
you want to get a nam e—first name and last name. Second, get a phone
nu mber—a direct phone number if you can. Third, obtain the person’s
e-mail. Fourth, possibly the most important item, discover and