taking prospecting to the next level
DESCRIPTION
Taking Prospecting to the Next Level. 2008 International Insurance & Finance Congress Joey Davenport. Prospecting Philosophies. Prospecting is Belief-Driven. The most successful people are the best prospectors, not the best salespeople. - PowerPoint PPT PresentationTRANSCRIPT
![Page 1: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/1.jpg)
Taking Prospecting to Taking Prospecting to the Next Levelthe Next Level
2008 International Insurance & Finance Congress 2008 International Insurance & Finance Congress
Joey DavenportJoey Davenport
![Page 2: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/2.jpg)
Prospecting PhilosophiesProspecting Philosophies
Prospecting is Belief-Driven.Prospecting is Belief-Driven.The most successful people are the best The most successful people are the best prospectors, not the best salespeople.prospectors, not the best salespeople.We are in a prospecting and promotion We are in a prospecting and promotion business - Granumbusiness - GranumYou have to gather as many “acorns” as You have to gather as many “acorns” as possible early in your career. possible early in your career. The average income of your clientele will The average income of your clientele will equal your average income over time. equal your average income over time.
![Page 3: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/3.jpg)
Reasons for Prospecting FailureReasons for Prospecting Failure
1.1. Simply Don’t AskSimply Don’t Ask
2.2. Lack of BeliefLack of Belief
3.3. Lack of PreparationLack of Preparation
![Page 4: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/4.jpg)
Prospecting is Belief Driven Prospecting is Belief Driven CommunicationCommunication StatisticsStatistics
Words Words = = 7%7%
Tonality Tonality == 38%38%
Body Language Body Language = = 55%55%
![Page 5: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/5.jpg)
Reasons for Prospecting FailureReasons for Prospecting Failure
1.1. Simply Don’t AskSimply Don’t Ask
2.2. Lack of BeliefLack of Belief
3.3. Lack of PreparationLack of Preparation
![Page 6: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/6.jpg)
““ It’s not the It’s not the will to win, will to win,
but the will to but the will to prepare to win prepare to win that makes the that makes the
difference.”difference.”
Paul “Bear” BryantPaul “Bear” Bryant
![Page 7: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/7.jpg)
Prospecting – Setting the StageProspecting – Setting the Stage
““First of all, I’d like to thank Harry First of all, I’d like to thank Harry for introducing us. That’s important for introducing us. That’s important
because I work because I work exclusivelyexclusively on a on a personal introduction basis . . .”personal introduction basis . . .”
![Page 8: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/8.jpg)
Prospecting TransitionProspecting Transition
1.1. Get the affirmativeGet the affirmative
2.2. Refer back to the nominatorRefer back to the nominator
3.3. Ask permission to brainstormAsk permission to brainstorm
4.4. Take the primary objection awayTake the primary objection away
5.5. Feed a name or categoryFeed a name or category
![Page 9: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/9.jpg)
#1 Prospecting Objection#1 Prospecting Objection
“I don’t know anyone in the market for your services”
“No one comes to mind”
“I can’t think of anyone”
![Page 10: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/10.jpg)
““People know people, People know people,
not referrals.”not referrals.”
![Page 11: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/11.jpg)
Client ConcernsClient Concerns
1.1. Concerned about how others will reactConcerned about how others will react
to the referral.to the referral.
2.2. Had a bad experience in the past they Had a bad experience in the past they
don’t want to repeat.don’t want to repeat.
![Page 12: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/12.jpg)
Strategy for Overcoming Strategy for Overcoming ConcernsConcerns
• Acknowledge and validateAcknowledge and validate
• Explore their resistance carefullyExplore their resistance carefully
• Re-frame their thinking softly Re-frame their thinking softly
• If they are still uncomfortable, plantIf they are still uncomfortable, plant
a referral seed and move on.a referral seed and move on.
![Page 13: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/13.jpg)
““The Graceful Exit”The Graceful Exit”
“If you happen to run across someone in the future who you
think could benefit from my services, would you keep me in mind?”
![Page 14: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/14.jpg)
Planting Referral SeedsPlanting Referral Seeds
“If you happen to run across someone in the future who you
think could benefit from my services, would you keep me in mind?”
![Page 15: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/15.jpg)
Planting Referral SeedsPlanting Referral Seeds
“Keep in mind, I’m never too busy to see if I can help friends or
family members you care about.”
![Page 16: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/16.jpg)
Planting Referral SeedsPlanting Referral Seeds
“Don’t keep me a secret.”
![Page 17: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/17.jpg)
Prospecting StrategiesProspecting Strategies
NestingNesting
![Page 18: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/18.jpg)
Benefits of NestingBenefits of Nesting
Increases Your EfficiencyIncreases Your Efficiency
Helps to Pinpoint Specific CategoriesHelps to Pinpoint Specific Categories
You are Perceived as the Expert You are Perceived as the Expert
You Understand their Issues, Benefits, etc.You Understand their Issues, Benefits, etc.
![Page 19: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/19.jpg)
RestaurantRestaurantOwnerOwner
CookingCookingSuppliesSupplies
LinensLinens
FurnitureFurniture
SilverwareSilverware& &
DishesDishes
Other Other Restaurant Restaurant
OwnersOwners
Kitchen Kitchen EquipmentEquipment
FoodFoodDistributorDistributor
Wine Wine & &
LiquorLiquor
RestaurantRestaurantOwnerOwner
![Page 20: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/20.jpg)
RestaurantRestaurantOwnerOwner TiresTires
ToolsTools
WoodenWoodenPalettesPalettes
Other Other Trucking Co. Trucking Co.
OwnersOwners
ShippingShippingMaterialsMaterials
Oil Oil & &
GasGas
Shipping Shipping CompanyCompany
OwnerOwner
TruckingTruckingPartsParts
LargeLargeTrucksTrucks
![Page 21: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/21.jpg)
Ideal Client ProfileIdeal Client Profile
Small Business Small Business OwnersOwners
Franchise ownersFranchise ownersConsultantsConsultantsContractorsContractors
Top SalespeopleTop SalespeopleInsideInside
OutsideOutside
ProfessionalsProfessionalsAttorneysAttorneys
Real Estate BrokersReal Estate BrokersTradersTraders
Investment BankersInvestment Bankers
Corporate ExecutivesCorporate ExecutivesAbbottAbbottBaxterBaxter
GraingerGraingerHewittHewitt
![Page 22: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/22.jpg)
Prospecting ResourcesProspecting Resources
•www.martindale.com
•www.doctordirectory.com
•www.dentistdirectory.com
•www.cpadirectory.com
•www.infospace.com
•www.anywho.com
![Page 23: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/23.jpg)
![Page 24: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/24.jpg)
![Page 25: Taking Prospecting to the Next Level](https://reader035.vdocuments.us/reader035/viewer/2022062301/56813cc5550346895da67088/html5/thumbnails/25.jpg)
Three Ways to Three Ways to Grow Your BusinessGrow Your Business
Increase the Quantity of Your ActivityIncrease the Quantity of Your Activity
Increase the Quality of Your ProcessIncrease the Quality of Your Process
Increase the Quality of Your ProspectsIncrease the Quality of Your Prospects