21st century prospecting - ppai expo century prospecting.pdf21st century prospecting a blended...
TRANSCRIPT
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21st Century ProspectingA Blended Approach to Winning New Business
Presented by Troy Harrison
![Page 2: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/2.jpg)
Something You Should Know
• NOTHING YOU LEARN TODAY WILL DO YOU ANY GOOD UNLESS YOU IMPLEMENT IT!
“Sell Like You Mean It!”
![Page 3: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/3.jpg)
Your Prospecting Objective
“Sell Like You Mean It!”
You
Your Prospect
![Page 4: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/4.jpg)
The Old Way
“Sell Like You Mean It!”
You
Your Prospect
Cold Call
![Page 5: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/5.jpg)
A Better Way
“Sell Like You Mean It!”
You
Your Prospect
Teleprospecting Call From Good Database
![Page 6: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/6.jpg)
Today’s Reality
“Sell Like You Mean It!”
You
Your Prospect
TeleprospectingSocial
NetworkingNetworking
ReferralsCustomer Referrals
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Prospecting Approaches
• Social Networking (Long Term)
• Customer Referrals (Long Term)
• Networking Referrals (Long Term)
• Data Driven Teleprospecting (Short Term)
“Sell Like You Mean It!”
![Page 8: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/8.jpg)
Long Term vs. Short Term
• Successful Prospecting includes BOTH strategies
• “Reputation” based strategies – long term; must have customers/business
• Data Driven Teleprospecting is the ONLY way to affect results in the short term
“Sell Like You Mean It!”
![Page 9: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/9.jpg)
Sources of Prospect Data
• Databases; i.e. D&B, Hoovers, ReferenceUSA
• Business associations
• Chambers of Commerce
• Referrals
• Cold Calling, etc.
“Sell Like You Mean It!”
![Page 10: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/10.jpg)
Advantages/Disadvantages of Databases
• Databases are usually best source
• Data is very complete; i.e. contact data, etc.
• Data may be as much as 18 months obsolete, must be verified
“Sell Like You Mean It!”
![Page 11: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/11.jpg)
Using Cheap Technology – the Salesperson’s Toolkit• CRM programs are critical – manage the sales process
• ReferenceUSA – Database Through librararies
• Jigsaw/Data.com
“Sell Like You Mean It!”
![Page 12: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/12.jpg)
ReferenceUSA – the Salesperson’s Best Friend
• Free through most libraries
• Complete/comprehensive online database
• Allows 25 print or download per session (login) – log out and in for more
• Requres library card and PIN
“Sell Like You Mean It!”
![Page 13: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/13.jpg)
Understanding Database Search Parameters
• Databases are searchable based on certain parameters – our example is RefUSA, but others are similar
• Main parameters are Geographic, Business Size, Business Type
• Match your best customers to determine your search parameters
“Sell Like You Mean It!”
![Page 14: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/14.jpg)
The Calling Process
• Build Your Call List, import to CRM/CM
• Pull First Contact Onscreen
• Check LinkedIn – is there a path?
• Call, using Benefit Statement, for appointment
• Repeat by tabbing to next contact
“Sell Like You Mean It!”
![Page 15: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/15.jpg)
Proper Appointment Setting Habits
• Block out a time
• Prepare your environment
• Prepare yourself
• Focus
• SMILE!
“Sell Like You Mean It!”
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Who to ask for the appointment
• Most salespeople start low.
• When you ask for a decision, the two possibilities are “yes” or “no.”
• Power to say “yes” – limited, power to say “no” – virtually unlimited.
• Solution is to sell to those who can say yes.
“Sell Like You Mean It!”
![Page 17: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/17.jpg)
Selling at the Top
• Start at the top of the org chart, and work down.
• Same philosophy as the Guggenheim
• Purchasing managers – our natural enemy
“Sell Like You Mean It!”
![Page 18: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/18.jpg)
The Infomercial
• Key aspect of your “selling personality”
• Introduces you in an exciting and interesting way
• Gives you credibility
“Sell Like You Mean It!”
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The Mindset
• What do you do?
• Salespeople help!
• How do you help your customers?
• Three ways you help your customers - list
“Sell Like You Mean It!”
![Page 20: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/20.jpg)
Parts of an Infomercial• Short attention spans – 15-30 sec max!
• Introduction (no pause)
• Positioning Statement (no pause)
• Following Question
• Discussion
• Close for Appointment
• DO NOT! “How are you today?”
“Sell Like You Mean It!”
![Page 21: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/21.jpg)
Creating Prospecting Times• Prime Selling Hours: 1-5 PM Monday, 8-5 PM Tue-
Thur (except lunch), 8-Noon Friday (1-3 good closing time)
• Maximize face to face contact during PSH
• Use off-prime to prospect
• Make it an appointment with yourself and keep it!
“Sell Like You Mean It!”
![Page 22: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/22.jpg)
Putting it Together
• SMILE! Yes, it’s important
• Use a good Infomercial (15-20 seconds), then conversation
• Ask for commitment for appointment
• Ask any remaining qualifying/prep questions
“Sell Like You Mean It!”
![Page 23: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/23.jpg)
Capturing Data• All salespeople should have some means of data
capture – ACT, Outlook, Goldmine, other corpsystem
• Capture all pertinent info – business card, company demographics, particular industry info
• Capture all activities
“Sell Like You Mean It!”
![Page 24: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/24.jpg)
Social Networking as a Prospecting Strategy
• What is the likelihood that your Target prospects will be tuning in?
• What is the quality of responses you get?
• ALL Social Networking MUST BE PROFESSIONAL in approach
“Sell Like You Mean It!”
![Page 25: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/25.jpg)
LinkedIn – Online Professional Networking• LinkedIn – “Business Facebook”
• Emphasis is on professional resume and introductions
• Sign on then add contacts from your contact base
• Should be representative of real network
“Sell Like You Mean It!”
![Page 26: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/26.jpg)
Maximizing LinkedIn
• Look at your contacts’ contact list
• Request introductions
• Frequent Status updates keep you top of mind
• List Events, etc.
“Sell Like You Mean It!”
![Page 27: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/27.jpg)
How to Misuse LinkedIn
• Send out Link Requests to anyone whose e-mail you get ahold of
• Accept Link Requests indiscriminately
• Post boring, banal Status Updates
“Sell Like You Mean It!”
![Page 28: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/28.jpg)
Facebook – Business or Personal?
• Facebook is primarily personal – CHOOSE which you will use
• Good for building “fan lists” to whom you can communicate
• Good for posting pics, videos, documents, etc. that pertain to business
“Sell Like You Mean It!”
![Page 29: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/29.jpg)
To Twitter Without Being a Twit
• Twitter – short 140 character mini blogs
• Good for building “follower” lists
• Keep Tweets relevant; “I’m home now” is mundane
• Understand – you can tweet great stuff and it still gets buried!
“Sell Like You Mean It!”
![Page 30: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/30.jpg)
Keys To Social Networking• What is the likelihood of your target audience
seeing your SN?
• What is the likelihood of your postings influencing (Motivating) your target audience?
• Are you posting anything that you would NOT want your target to see?
“Sell Like You Mean It!”
![Page 31: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/31.jpg)
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Prospecting Action Items
• Set your prospecting weekly goal
• Set your weekly teleprospecting times
• DO IT!
“Sell Like You Mean It!”
![Page 33: 21st Century Prospecting - PPAI Expo Century Prospecting.pdf21st Century Prospecting A Blended Approach to Winning New Business Presented by Troy Harrison. ... •Cold Calling, etc](https://reader035.vdocuments.us/reader035/viewer/2022062919/5f01dd417e708231d4016883/html5/thumbnails/33.jpg)
Want More?• CALL! 913-645-3603
• E-mail! [email protected]
• Visit the site: www.TroyHarrison.com
• For Sales Training, Recruiting, Consulting
“Sell Like You Mean It!”