Prospecting – Soup to Nuts Climbing to New Heights

IDENTIFYING PROSPECTS CORPORATE Reader boards Business Times/Business Journal Commercial Real Estate Mergers = TRAINING & RELO Weekly Team Exercise

IDENTIFYING PROSPECTS SMERFE - Sports City/Community Parks & Rec Do they control the local facilities? Schedules available? Sports Commission? Venues Sports Associations Other Club Sports Local High Schools & Colleges Who uses their facilities during summer?

IDENTIFYING PROSPECTS MISC Parent’s Weekend – hospitality area Entertainment venues Student Travel – www.syta.com Have a pool? Family Fun packages to Day Care & Elementary Schools Film Commission? Competitors Phone # www.google.com 201-867-4400

Call Preparation Who - YOUR TARGET 100. When – COUNTERINTUITIVE Your entire sales strategy should be centered on penetrating this target 100. When – COUNTERINTUITIVE Early morning, late evening, M/F - What – Your OBJECTIVE Key, critical information you need to know

Show them you know about their business when you call them. Call Preparation Show them you know about their business when you call them. What information is easy to access and relevant to know prior to the initial prospecting call?

A prospecting call is about INFORMATION GATHERING AND QUALIFYING. It is not about selling.

MEASURING OUR CALL EFFECTIVENESS If you are constantly measuring effectiveness, then you will be able to quickly and easily adjust when something is not bringing about your desired result. We respect what we inspect. Here’s an example.

In one week we made progress on 12 of our target 100.

REFERRALS Notice the last line of the chart – REFERRAL. The difference between good sales people and remarkable sales people is their ability to generate new business from existing business. We can’t sit idly by and hope that if we do a good job, we’ll get a referral. We need to ask for it.

REFERRALS Each member of our team assigned to each existing account. Have a regular schedule of meeting face to face with them. Don’t wait until there is a problem – do it regularly.

REFERRALS The following questions should be asked. And don’t let them simply tell you “everything is ok”. What are we not doing that you would like us to? How well are we meeting your needs? How can we improve what we are currently doing?

REFERRALS As we saw on the chart above, we should be tracking referrals we get from each of our accounts and from each of our prospecting calls. It should be a habit and a goal to get referrals.

Additional Tips Objective for every call. Treat the Gatekeeper as you would the client. Gather info BEFORE the call. Use Gatekeeper. Pique interest so they LET you probe. After asking questions, BE QUIET. Be Confident in your probing.

Additional Tips 7. Resist selling when the door is only slightly open. 8. Get time/date commitment for follow-up calls. 9. If objection comes up, don’t defend right away. 10. What do you want to accomplish with info you are sending?

Additional Tips 11. Never experience rejection again. 12. Use the phone as your main source of communication. You are a Salesperson!