Okay, thank you all for the help. Next bit I am having trouble with is prospecting!! I am held to this 40 point system, which I get half of a point for each time I make contact with a decision maker. This is SO hard!! Half the time you can't get someone on the phone and the other half they are shut you down. I seem to have better luck with walking in to places, but I am also running into all of my senior sales people's accounts!!!
How do I prospect new business that is worth my time?
Thanks again!!
Kyla
Ask your folks in accounting to see old accounts that have been on the air over the past five years that are no longer on the air. Also ask for their annual billing. I dug up some great business this way when I started 5 years ago. A lot of it simply fell through the cracks.
If the client is mad about something that happened...just listen. Don't take it personally. It has nothing to do with you. Let them vent and them assure them that since you are now handling their business the problem will not happen again.
Check out Chris Rolando's Crawl Walk Run series on youtube. He takes all the mystery out of prospecting. Kinda made me feel like the newbie I am with how obvious it should be but I am not complaining. I expect a lot of myself and his training is helping me realize those expectations.
