PART THREESUCCESSFUL PROSPECTING WITH E-MAIL
If you keep on saying things are going to be bad, you have a good chance of being a prophet.
—ISAAC BASHEVIS SINGER
Everyone is in business development today. Uncovering new business, whether from a cold and obscure source, a warm lead, or a former or current customer, is the second most profitable thing a salesperson can do. (The first most profitable? Taking good care of your existing customers.)
Yet for many sales professionals, even those with experience and excellent track records, prospecting or cold calling is uncomfortable and unsettling. Many hide behind e-mail with less than stellar results.
E-mail can be a highly profitable method of prospecting. It takes knowing what to write to engage ...
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