7 Quick Prospecting Tricks 1. Call/Email High: Rather than going directly to your target, call above them and get referred down to the right person. 2. Attitude: You’re a nonthreatening researcher, not a pushy salesperson. Favorite Questions (useful by phone or email): (Phone only): “Did I catch you at a bad time?“ "Who is the right person to talk to about _____?" "May I ask how your ___ [team/process/function] [is structured/works] today?" “Would it be a waste of time to discuss ____ to see if we could help?" 3. Think “Bite-sized Emails”: Keep it short and sweet! Assume emails are read on Blackberries. Ask one (and only one) question per email… keep it simple. 4. If They Aren’t Interested, Find Out Why: Is (whatever problem you solve) just not a priority? No budget? Organizational change has the place in chaos right now? Is it worth your time to dig more, or should you move on? This insight is important because you will learn if the blocks are objections to overcome, or what and when your next step should be. 5. Don’t Give Up Too Easily! (With Ideal Prospects):