Steve Kloyda (twitter facebook linkedin youtube The Prospecting Expert) Eric Davis (twitter github blog) Charles Max Wood (twitter github Teach Me To Code Rails Ramp Up)
01:03 – Steve Kloyda Introduction
The Prospecting Expert The Prospecting Minute
02:38 – Being a good prospector
Never stop prospecting Passion
04:42 – Prospecting and Selling
To Sell Is Human: The Surprising Truth about Moving Others by Daniel H. Pink
08:10 – Marketing and Sales
12:05 – Prospecting Tools
Email Text Messaging Video Social Media The Icarus Deception: How High Will You Fly? by Seth Godin The Thank You Economy by Gary Vaynerchuk
19:25 – Audience
Connect Educate Engage
24:54 – The Wizard of Oz
Purpose Who Game Plan Solution Next Step
34:03 – The Best Next Step
38:31 – Referrals
Fear of rejection Psychology Centers of Influence
46:51 – Keeping the sales process simple
Ask for the business Objections
Indie Game: The Movie (Eric) Anker Battery Pack (Chuck) Parade of Homes (Chuck) Evernote (Steve) Evernote Hello (Steve) Evernote Food (Steve) Nozbe (Steve) How I Raised Myself from Failure to Success in Selling by Frank Bettger (Steve) The Icarus Deception: How High Will You Fly? by Seth Godin (Steve)
Bookkeeping and Business Expenses with Scott Sweeney
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CHUCK: Hey everybody and welcome to Episode 50 of The Ruby Freelancers Show. This week on our panel, we have Eric Davis.
CHUCK: I’m Charles Max Wood from devchat.tv. I just want to remind you that you have one week left to go sign up for Rails Ramp Up at railsrampup.com. And we have a special guest and that is Steve Kloyda!
STEVE: It’s great to be here, thanks for having me.
CHUCK: Oh it’s great to have you! I met Steve at the New Media Expo. He was hanging out with the bunch of us from Cliff Ravenscraft’s "Podcast Mastermind", and it turns out that he knows a lot about prospecting for potential clients. And it seems like that’s one of the hard things that we have to do as programmers – to find new clients. So I invited him to the show and we are happy to have you.
STEVE: It’s really great to be here. And yes, we are all searching for new clients at point or another and it’s probably one of the biggest challenges that entrepreneurs, small business owners, and sales people face on a daily basis. So I’m really excited to be here to talk about it because this is my passion.
CHUCK: Awesome! You’re also the podcasting expert at thepodcastingexpert.com, correct?
STEVE: Yes "theprospectingexpert"..
CHUCK: [laughs] Sorry..
STEVE: It’s alright. Theprospectingexpert.com is my website address and then I have a podcast that I do every week called "The Prospecting Minute" podcast.
CHUCK: Is it longer than a minute, I take it?
STEVE: Actually it’s 3-5 minutes. Sales people tend to have a very short attention span, and some of my — I do interview some people and sometimes I go 25 or 30 minutes, but the average show is between 5 and 7 minutes in length. That’ll like to give them quick,