James Oliver

Follow up as quickly as you can after the call, meeting or interaction. Show them you are at the top of your game and you value the interaction you have just had with them. Always confirm the next steps so you are both aligned on what is required to move forward, and always offer the opportunity for them to ask questions on something they are not sure of.

Giving value, is a buzzword at the moment. I would say it is too generic. You can add value by doing many things, but it has to be relevant value to your prospect. Show them what you can do for them, yes e-books are great and I will send you one right away, sir! But if that won't solve their problem, then there is no value. Always offer more than what you ask for in return.

No matter the industry, being authentic is key to your success. You cannot be anyone else. What works for one sales person in your office, won't always work for you. Be you, be humble and be prepared to follow through on what you promise. That is the best way you can show your authenticity.

This is the definition of being prepared, there is nothing worse than having someone call you and they do not know anything about you or the business. Establishing common ground before you even pick up the phone is a no-brainier, it will give you something to cut through the noise and start a conversation. In today's world, there is no excuse for not doing your homework, the resources are out there. It turns a cold call into a warm call, really quickly.

Face time is so valuable in sales, if you can get in front of your customer to present the offer. Worst case scenario I agree with Abie and to pick up the phone. This gives you the opportunity to explain the offer and answer any questions / receive feedback there and then. Then have something tangible for the customer to take with them, at worst send an email confirming everything if they are still contemplating. Then follow up, follow up, follow up.

I have found collaborating the most successful way to unlock new audiences and at a rapid speed. That could be through a podcast, webinar or article. It really doesn't matter. But also allow people who can add value add to your audience too. This isn't all about what you can get, but it is about what you can give to other's audiences and what they can give to yours.