Smartideas

Helping you qualify, cultivate and prioritize major donors and legacy supporters so you can have fun closing more gifts more efficiently.

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Imagine: One extra call each day.

I simply love inspirational quotes. Here’s one I recently came across from Thomas Edison. He once said, “The successful person has a habit of doing… Read More


The number one thing to avoid saying when you call a planned giving prospect

So somebody was interested in learning more about how to update their will.  You know because they sent in a reply form from one of… Read More


Go ahead… Cold call!

Recently someone told me at a networking function that cold-calling was “old-school” and didn’t work. Of course this person admitted he never made a cold… Read More


How to determine which networking events to go to for lead generation.

There are hundreds of networking opportunities in every major city in America – from chambers of commerce to simple clubs and groups. All you need… Read More


Why people won't call their leads- a post about sales call reluctance.

Just last week I had two discussions with two different clients that blew me away.  We were talking about the leads my firm generated for… Read More


How to leave a voicemail while cold-calling or making follow-up calls.

As most of you know, I still believe in cold-calling. That’s because it still works! Sure I’ve had people tell me it’s old-school. But I don’t… Read More


Why "hope" is not a strategy.

People have been throwing the word “hope” around a lot lately.  Two years ago President Obama’s entire campaign focused on that very word.  And although… Read More


PAIN! Why you can't sell anything to anyone unless they have pain.

Anyone remember David Sandler?  Not Zig Ziglar, not Tony Robbins, and definitely not Tom Hopkins.  I’m not talking about those famous sales trainers.  I’m talking… Read More


The joy of cold calling- 2 reasons to LOVE doing it! Plus some wisdom from Rocky Balboa

Here are two reasons you should absolutely love cold-calling.  One is mine.  The other is a reason I recently heard from a salesman I interviewed… Read More


Why we'd rather see you call an inactive customer before engaging in SEO marketing.

In my last post I told you why I hated SEO and SEO firms.  But I also mentioned that we (at MarketSmart) recommend you have… Read More


When in doubt… ask a question.

The most powerful tool a salesperson possesses is a question. Sure, enthusiasm and creativity will get you pretty far.  Some people can sell ice to… Read More


3 easy recommendations for improving your batting average with cold (or warm) calls.

Don’t “wing-it!” That’s what most sales people do.  They wing-it.  They know they need to make some sales calls to follow-up on leads.  So they… Read More


Three things you should never do when making a cold call.

Reading time for this entry: Under 3 minutes. 1- Never start off by saying, “Hi.  My name is (insert name the prospect could care less… Read More


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