âWhere Do I Find Good Leads?â
I get this question all the time. In the old days, we used to buy lists and then dial for dollars. Depending on the age of the list, there was a high probability that either the company was out of business or the contact was long gone.
Today, lists are still available. As for the accuracy, well, I donât think that will ever change: For years, Iâve given the name âDesmond Farquharsonâ to anyone who called to ask for the Office, Accounting, Shipping or any other Managerâs name. Today, he gets mail, credit card applications, and of course, phone calls. Desmond is my 14 year old black lab.
But that is not what I wanted to blog aboutâŚ.
I picked up the Wall Street Journal recently and read the following headline:
âBig Banks Join Battle For Online Paymentsâ
It seems that Bank of America, Wells Fargo, and J.P. Morgan are racing to battle PayPal for the ability to allow its customers to transfer money via cellphone and email. As a PayPal customer (if you have children, I strongly urge you to check out the capabilities of their Student Debit Card), I can vouch for the usefulness of this service. At stake is âbillions of dollars in credit card, overdraft, and checking fees each yearâ according to the article.
So what, you ask?
So thereâs a killer opportunity in them-thar words and inquiring print minds need to see it for what it is.
Banks are interested in signing customers up to their online banking services. Once they do, you see, customers are far less likely to bolt for a competitor. Now, if you have to ask âSo what?â again, you might want to look into many of the fine employment opportunities at WalMart because short of me making the calls for you, I am not sure what else I can do to help.
Hereâs the question, then: How can you help a bank to accomplish this goal? What if they called you and asked for help, do you have the skills? The equipment? The interest? Do you understand what you need to say to a prospect in order to gain an appointment or you can have that kind of conversation?
Applications like this appear every day in the WSJ and the wise print sales reps grab them, make them a part of a prospecting process, solve problems and earn orders. For the rest of you, no, Desmond cannot come to the phone. Heâs napping.
Check out Billâs Sales Resources page on the NAPL website. Call him at 781-934-7036 or email firstname.lastname@example.orgÂ