The Accelerator Blog

Learn to shut the door on some of your prospects.

As in, learn when to tell them they aren't a good fit for you.

It isn't easy at first (it's hard as hell at first), but it's what needs to be done.

...

Maybe you're trying to schedule an intro call too soon?

As in, trying to schedule a call RIGHT when a prospect shows some interest.

But the potential issue with that is...

Just because a prospect is...

What if...

The prospects who are the most closed off... are the best prospects to work with?

Please hear me out on this.

If they're closed off, they value their time.

And if they value their...

The "Will you do me a favor?" script is awful & ineffective when used outside of your warm market.

So if you're trying to use it on social media channels like LinkedIn, stop.

Most people don't...

YOUR brand matters more than the company you work for.

So leverage your employer as much as you need to get your brand off the ground and build yourself some credibility as an entrepreneur. But as...

I use, "If I were you"

instead of...

"You should do"

Why?

Because people don't like being told what to do.

Instead of trying to tell someone what they should do, you're telling them what YOU would do IF...

Leave your LinkedIn read receipts on.

That way, you can see if prospects read your messages or not.

The TINY detail of knowing if a prospect has seen your response or not gives an aware salesperson...

People in sales - let's give some GRACE to each other.

- Let's be less harsh when someone else is prospecting us

- Let's only schedule meetings with people trying to prospect us if we're actually...

There is one ability a salesperson must possess which is more important than any other skillset.

It's the ability to "push through".

The ability to keep going. Failure after failure after failure.

...

You're screwed if you prospect on LinkedIn and don't use a CRM.

This is true because not using a CRM will force you to constantly need to start over.

Let's use an example to explain what I mean.

Let's...

And there goes another one.

Another Financial Advisor leaving the industry.

Month by month, I find myself mid-conversation with a financial professional, and one tells me:

"Business is going great!"

...

Ever heard this from your prospect?

"How about you follow up with me in 30 days?"

...uh... how about no? That's 8% of an entire year

Next time a prospect asks you to follow up in 30 days, push back a...