O'Reilly logo

The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business by Gary Walker

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 14THUNDER AND LIGHTNING

Up to this point we have talked about telephone and e-mail as prospecting methods; we have explored their advantages and disadvantages, explained how you can attempt to enhance their effectiveness by using them to engage your prospects at their time of need, described the directness and tone of the messages that you use, and discussed the timing and frequency with which you use them. Now I’d like to introduce you to yet another variable that I have found to be very effective as part of my own daily prospecting activities. I call it thunder and lightning—the synchronous use of the telephone and e-mail.

Tell me if this, or something like this, has ever happened to you. You are sitting at your desk working on a project, ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required