The first thing I did when I got my objectives was split them up into what I felt made most sense: what I needed to accomplish for myself in these short 10 weeks, and what I needed to accomplish for the company by going above and beyond, and you will see that in my final point with Kick Start, which Gavin gave you an introduction to a few minutes before me. I tried to split my time as evenly as possible between the two sides, and I am really happy with what I have been able to accomplish since the internship began at the beginning of June.
First off: I want to focus on the short term objectives with my Appointment Setting Highlights.
This was the most difficult thing for me in my internship: getting comfortable on the phone. I struggled at the beginning, I would fail a few times and get discouraged. I fell behind the other interns in appointment setting, and I knew I wasn’t reaching my full potential. I wasn’t really enjoying my experience and I hated feeling like a failure, when, around the 5th week of the internship, I sat down for a meeting with Mark and Justin and we talked for about 40 minutes. Essentially, Mark said, “You’re better than this. Get it together.” And I did. The first call I made after that meeting I set an appointment. It felt great, and I emailed him to thank him as corny as that is. But that was really the turning point for me in my internship. I ran into a few really successful weeks of appointment setting and settled in and really began to enjoy myself. It took me awhile to hit my stride and get comfortable, but I’m really happy with where I ended.
Here’s a graphic breakdown of the appointments I set and calls I made with objections I faced. I worked all of these objections with rebuttals into the flowchart I made located inside of the Kick Start folder, so hopefully the next class of interns does not face the same troubles I do. In total, I called 204 people in the Fox Valley, I could not reach 121 prospects,I got rejected by 83 people,And ultimately set 17 appointments, good for a 20% success ratio.One of the things I found success with later in the internship was persistence and follow up. I set 2 appointments with people on email follow ups to phone calls.
And here is another breakdown of the appointments I set. Just under half of my appointments were in the Manufacturing industry, which makes sense due to the make up of businesses in the Fox Valley.
These are the 8 appointments that I went on, and I just want to take a few seconds to highlight two of my favorites.
I know some people here don’t follow football, but here is a quick stat for you. The St. Louis Rams, my team I may add, over the past 5 seasons are 15 and 65, good for the worst 5 year stretch by any team in NFL history. It was a cold streak, like Key Auto Mall. Key Auto was not in Salesforce, we had never talked to them, they had never heard of us.
Then, the Rams fired their entire coaching staff and brought in a competent General Manager to select the right players. Talk about what’s on the slide….
And this year, us Rams fans finally have something to get excited about. We have a young team, some electric players, and Key Auto Mall is the same way. They are as hot of a prospect as Tavon Austin, the Rams first round pick this year. Who mind you, had 572 all purpose yards against a #12 ranked Oklahoma team in college last season.
My second appointment highlight is Hurckman Mechanical. I called Cheri, the HR Manager there, 11 times before she finally returned my call. It was your textbook case of persistence paying off.
Next I want to get into what I believe sets me apart, my above and beyond accomplishments. One of my objectives was to produce Health Care Reform resources, and that ultimately became Kick Start, the folder Gavin and I were so excited to introduce. So let’s get more into Kick Start.
As a refresher, Kick Start is…As Gavin has already taken you through the what, the contents of Kick Start, I am going to take you through the benefits that Kick Start can bring to both the Intern as well as Cottingham and Butler.
Here are some benefits for the interns:
Here are some benefits for C & B:
Without Kick Start, this is how we did this summer.
Using this year’s numbers, by implementing Kick Start, I approximate…
With Kick Start, instead of setting 230 appointments as a group we could potentially set 280 appointments. That puts us in front of nearly 22% more clients in a single summer.
To put a more personal spin on Kick Start, there are roughly 450 square miles in the Fox Valley. And I believe the most important aspect of Kick Start are the personalized campaigns. Here is a starting quote from Ultimate Sales Machine…
In addition to Kick Start, I have a few other recommendations as well. In the Fox Valley, there are really 3 markets that stand out: the Credit Unions, Manufacturing, and Construction. We have relationships with most already, and we should be able to leverage that. Next, another one of my objectives had me prepare a list of self-funded prospects in WI. I came up with 67 names, ranging from existing clients to prospects that I was only able to speak to once. I believe that is a list we should continue to grow and develop, and put one single producer in charge of who’s only role is to cater to and attract self-funded clients. Lastly, I think it is very important to build off of existing work, and make sure that Cottingham and Butler is a name that people recognize. Interns should have material in front of them to know who we have spoken with in the past, who we have met with, and it should be available information that they don’t have to spend forever digging for. Salesforce is key, and I have built a campaign in the on Salesforce in the Kick Start folder that all future interns can see and use.
All in all, I loved my summer experience. I really wanted to thank Mark and Justin, who put me on the right path, and my mentors Tracy and Angie. I had a great experience with all of the Appleton office, and I wouldn’t trade the experience for anything. But most of all, I want to thank Damian Simons. Damian went above and beyond to help me out, between sitting on the phone with me to help learn things I could quite get down, take my mock phone call early on, and just really set me up for success by giving me all the pointers as he picked them up going through the same internship. People like Damian in this company are the reason why I would love to come back full time with Cottingham and Butler.
I’m sure everyone is excited that this is the last presentation and it’s finally time to get out on the golf course, but does anyone have any questions?
2013 C & B Summer Internship
Presented by | Your Name(s)
By: Matt Verstegen
August 2, 2013
2013 C&B Summer Internship
Appointment Setting Breakdown
• 66 rejections
•“I’m happy with my current broker”
•“Send more information”
•“Just renewed” / ”Don’t have time”
• Alternate funding
• Email follow-ups/delayed phone
•Resulted in 2 appointments
Appointment Setting Breakdown
0 2 4 6 8 10
•Fulfillnet w/ Tracy Kleist
•Machine Service w/ Damian Simons
•Key Auto Mall w/ Steve Pasdiora
•The Stanley Foundation w/ Steve
•Midwest Harness w/ Jason Gutzman
•Girl Scouts of the NWGL w/ Jason
•The Learning Shop w/ Damian
•Milk Source LLC w/ Jason
Appointment Setting-Key Auto Mall
Key Auto Mall was a colder prospect than the Rams in 2011.
Appointment Setting – Key Auto Mall
• Started with Connie McKean- Office Manager/HR
• Set multiple appointments with escalating decision makers within the
• 250+ employees
• 4 Locations
• Steve Pasdiora – Producer
• ~$60,000 in commission
• Next appointment scheduled by Steve Pasdiora
Appointment Setting-Key Auto Mall
Now, Key Auto Mall
is as hot of a prospect
as Tavon Austin.
Appointment Setting- Hurckman Mechanical
• Left 11 voicemails
• Finally got a callback to send information
• Called back a week later to follow up, and got the appointment
• Persistence paid off
What is Kick Start?
• A folder designed to reduce stress
and eliminate the transition period
of going from new hire to active,
• Supplement to C & B provided material
• Resource to help guide interns
Benefits of Kick Start - Intern
• Instead of starting at ground zero, hit the ground running
• Resource created by interns that have been through exact same
• Allows the intern to get into the mind of previous interns, and see what
did and did not work in the past
• Makes calling warmer
Benefits of Kick Start – C & B
• Reducing training & learning time by 1-2 weeks
• Interns get into calling faster and more confidently
• More appointments set overall, leading to greater/wider leads and
increased revenue overall
• Alleviate pressure on Mark & Justin
• More seamless process
Numbers without Kick Start
• Nine interns set 231 appointments as of 7/30/13
• Called for approximately 7 weeks
• 33 Appointments per week
• 3.7 appointments/week per intern
Numbers with Kick Start
• Interns would be able to call for ~8.5 weeks
• Using previous numbers:
• 50 more appointments per summer
• ~5.5 more appointments per intern
Benefits of Kick Start – C & B
Without Kickstart With Kickstart
Kick Start – Personalized
• “There is always that smoking gun that positions you above everyone
else… strategic advantages that slaughter your competition, get you in
the door more easily, and give you something of great interest to the
buyer.” - Ultimate Sales Machine, p.76-77
• About 400 companies within the Fox Valley
• Most, if not all of them we have a connection with in some way or another
• Relationships – our Smoking Gun
• #1 driver/wedge to get in the door, get a meeting, and eventually write the account
• In the Fox Valley, target:
• Credit Unions
• Citizen’s First
• Self-funded Prospects
• One single producer
• Salesforce Campaigns
• Key to building relationships in Fox Valley
• Great internship, great experience
• Loved working with everyone
• Constantly improving
2013 Sales Intern
Cottingham & Butler
563-587-5088 – direct
920-915-3788 – cell