By Caryn Kopp, Chief Door Opener® at Kopp Consulting, LLC I'm proud to announce that Kopp Consulting and our popular Door Opener® Service (we get our clients in the door with their prospects for the first meeting) just completed our 25th year in business. What began...
Door Opening
A Prospect’s Back to School Mentality Can Help You Grow Sales
Did you ever notice people become more serious at the beginning of September? Gone are the lazy days of summer and in front of us are four important months before year end. I call this the “Back to School Mentality.” I see it as much amongst adults as I do amongst...
#1 Sales Tip Given To 1000 Business Leaders
Today, I'm supposed to be in Boston with the Scaling Up Coaches for the CEO Summit where Verne Harnish will speak. Sadly, and thank to my first bout with Covid, I cannot be there and am experiencing F.O.M.O! In honor of the CEO Summit, I'm rereleasing this article I...
Does Cold Outreach Really Work?
Many say cold outreach is not a successful way to land prospect meetings. After owning a company for 25 years that only does outsourced Door Opening at the Executive level, here is my experience... If the cold outreach someone is doing is NOT working, then they're...
What To Do When A LinkedIn Introduction Stalls
One of the limitations of LinkedIn introductions is that you are at the mercy of the person doing the introducing. You have no control over how quickly your contact introduces you and you have no control over when you receive a response. To avoid what can feel like...
Declare Your Sales Independence!
Fellow Business Leaders... Are you ready to declare your freedom from sales tactics and old ways of thinking that no longer serve you in today's market? To honor July 4th and America's Freedom, here are 4 ideas to help you declare YOUR sales independence! 1. You CAN...
4 Tips To Land Prospect Meetings When Success Seems Impossible
Recently, an attendee on my Biz Dev Done Right webinar asked the following question: "Despite trying different direct messaging techniques including phone calls, emails, LinkedIn messages and warm introductions through employees of the target company, one decision...
Why Some Hunters Don’t Hunt… And What You Can Do About It
Did this ever happen to you or someone you know? Great care was taken to hire a seller to land new clients. There was even a plan for spending the surplus cash from the new customers the seller would bring in! Then, the desired results didn’t happen. Finger pointing...
When Prospects Don’t Call You Back
It can be very frustrating when prospects don't call back!Here are a few of the strategies we use which work. We email the decision maker a content rich, compelling (short) email on a Sunday night. Our email becomes one of the first, if not the first, read on Monday...
When to Give Up on a Prospect
When decision makers say, “No thank you," should you keep trying or cut your losses? My experience is that as long as the prospect is someone whom your research indicates is an “A” level prospect there is no reason to give up, unless you receive new information that...
Lead Nurturing Strategies Which Actually Nurture Leads
Most business leaders and sellers are good at setting next steps at the end of a prospect meeting. They are also fairly good at executing the follow up, especially if there is an immediate need. Where too many fail miserably is in effectively nurturing prospect...
Using the “Assume Close” Strategy to Open Doors
The "Assume Close" strategy when opening doors has proven exceptionally successful, especially when working on securing meetings with difficult to reach corporate decision makers. Most recently, one of our Door Openers® used it and booked a meeting with a high level...