LET'S GET PERSONAL!

摘要

Prospecting - some see it as having all the glamour of cleaning the BBQ while some relish the opportunity - why is this? It's all about ROE (Return on Effort). Some prospectors appear to have high levels of ROE yet others do not. For those that do not, it often becomes a law of diminishing returns i.e. if we do not appear to be successful, we will not pursue the subject with the same level of enthusiasm the next time which reduces the performance level even further. We find ourselves in a decaying orbit. Why is this? What are we doing? Do we have structure? What are we going to say to each prospect? Is it the same message? Do we need a different message for each customer?