Billy Bio: Telphone Prospecting Skills

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Billy Bio and the Chalice of Change: one man's quest to get his innovation into the hands of a decision maker. A prospecting skills seminar talk delivered as an adventure story. It was the final session of the final day!!

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Billy Bio: Telphone Prospecting Skills

  1. 1. A tale of one mans quest to get his innovation into the hands of the decision maker told by Ally McCulloch BillyBio & the Chalice of Change
  2. 2. <ul><li>Know thy Prospect </li></ul><ul><li>buy list ? </li></ul><ul><li>phone </li></ul><ul><li>network </li></ul>
  3. 3. Effective Openings <ul><li>You have 10 seconds: </li></ul><ul><ul><li>Who you are </li></ul></ul><ul><ul><li>Reason </li></ul></ul><ul><ul><li>Benefit </li></ul></ul>
  4. 4. “ Good morning, My name is William Biotech, holder of the Chalice of Change – a secret that has transformed walled cities throughout the Kingdom. The reason for my call is to identify City Fathers who are interested in building a better city by reducing waste and increasing productivity…” Effective Introduction
  5. 5. “ Good morning, My name is William Biotech, holder of the Chalice of Change – a secret that has transformed walled cities throughout the Kingdom. The reason for my call is to identify City Fathers who are interested in building a better city by reducing waste and increasing productivity…” Who you are
  6. 6. “ Good morning, My name is William Biotech, holder of the Chalice of Change – a secret that has transformed walled cities throughout the Kingdom. The reason for my call is to identify City Fathers who are interested in building a better city by reducing waste and increasing productivity…” Reason for call
  7. 7. “ Good morning, My name is William Biotech, holder of the Chalice of Change – a secret that has transformed walled cities throughout the Kingdom. The reason for my call is to identify City Fathers who are interested in building a better city by reducing waste and increasing productivity …” Why they should talk
  8. 8. <ul><li>You have 10 seconds: </li></ul><ul><ul><li>Who you are </li></ul></ul><ul><ul><li>Reason </li></ul></ul><ul><ul><li>Benefit </li></ul></ul>Effective Openings
  9. 9. Effective Messages <ul><li>Sell next step </li></ul><ul><li>Don’t be shy </li></ul><ul><li>Action </li></ul><ul><li>Keep promises </li></ul>
  10. 10. Increase Visibility <ul><li>Traditional </li></ul><ul><li>Internet </li></ul><ul><ul><li>industry sites </li></ul></ul><ul><ul><li>seo </li></ul></ul><ul><ul><li>expert advice </li></ul></ul><ul><ul><li>build buzz </li></ul></ul>
  11. 11. Increase Visibility <ul><li>Web Presence </li></ul><ul><ul><ul><li>wiki’s </li></ul></ul></ul><ul><ul><ul><li>forums </li></ul></ul></ul><ul><ul><ul><li>blogs </li></ul></ul></ul><ul><ul><ul><li>seo </li></ul></ul></ul>
  12. 12. <ul><li>Billy built a network of contacts </li></ul><ul><ul><ul><li>gatekeepers </li></ul></ul></ul><ul><ul><ul><li>influencers </li></ul></ul></ul><ul><ul><ul><li>decision makers </li></ul></ul></ul>BillyBio & the Chalice of Change
  13. 13. <ul><li>Billy got to know the gatekeepers </li></ul><ul><ul><ul><ul><li>learned to trust Billy </li></ul></ul></ul></ul><ul><ul><ul><ul><li>always kept his promises </li></ul></ul></ul></ul>BillyBio & the Chalice of Change
  14. 14. research & identify prospects BillyBio & the Chalice of Change
  15. 15. have an effective introduction BillyBio & the Chalice of Change
  16. 16. leave effective messages BillyBio & the Chalice of Change
  17. 17. offer passive and active response channels BillyBio & the Chalice of Change
  18. 18. BillyBio & the Chalice of Change only sell benefits of next step
  19. 19. BillyBio & the Chalice of Change www.allymcculloch.co.uk QUESTIONS

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