Oct 19, 2010
Martha Retallick, of Western Sky
Communications, told Ilise recently about her daily
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 she spoke to Ilise 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 their 20-minute interview,
Martha 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