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The right attitude for marketing…

Posted by Ilise Benun on

Every day, I get reinforcement after reinforcement that, no matter what the economy's doing from day to day, the creative professionals who are getting the work and the ones doing their marketing — come hell or high water — every day (or at least a few days a week).

In yesterday's Quick Tip from Marketing Mentor, I wrote about Martha Retallick of Western Sky Communications, who is definitely one of those. She told me recently about her daily "Prospecting Hour." 

"I don't know about the rest of this planet, but here in my studio, taking  whatever comes along is a recipe for failure. I can't depend on business coming to me. I have to be a go-getter and go get it. That's why the first hour  of every workday is The Prospecting Hour. That's when I make calls and  send e-mails to cold and warm leads.

"I've  been in the design business for 15 years, and I've never had the luxury  of depending on word of mouth. Instead, I've had to pick up the phone  and ask strangers for their business. And, in my case, cold calling has  led to the most lucrative clients I've ever had."

When we spoke in August, Martha had made an amazing 3081 phone calls, 80% of which went to voice mail. Of those, 99 prospects had expressed some level of interest (approximately 3% positive response).

In our 20-minute interview (link below), she describes her target market and her simple process to find and reach them. She explains how she tracks her calls and actually recites her no-BS phone script. (She's just finishing an ebook about her process, which I'll be reviewing here soon.)

But what's most impressive about Martha is her attitude (which you can hear most clearly in the interview).

Listen here or download the mp3 here.

And feel free to comment here on the blog…what do you think of Martha's attitude and her effort?

And if you want to cultivate this attitude and the confidence that is the foundation, I have one spot open in my Beginning Marketing Group that starts next week.

  • More in: Cold Calling, Inspiring stories, marketing plan, networking, Posts by Ilise

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