A 16-page presentation on developing effective prospecting. Plenty of strategies, tactics and ideas to help you with your prospecting efforts to grow your business!

1. Growing Your Business With Effective Prospecting
Warrene Marketing
Solutions & Consulting
April 2017

2. DOESTHIS REALLY HAPPEN?

3. WHY PROSPECT?
To Increase Sales
To Increase Profitability
To Gain Market Share
Fill The Pipeline - “Irons in the Fire”
Replace Lost Business

4. WHAT IS STOPPINGYOU?
Fear?
Busywork?
Rejection?
Self Doubt?
Procrastination Can Feel So Good!

5. STARTLING SALES STATISTICS

6. WHAT AREYOUR GOALS?
Failing to plan is planning to fail!
Setting the Goals - Contacts? Appointments? Closes?
Planning to Achieve those Goals
Reviewing the Progress - Sales Process Stages
Accountability

7. EXECUTION
Following the Sales Process
Unified Approach - One Message
Company Culture
Pre-Call Planning - Key component to success
Follow Up - Tenacious /Value-Added

8. SUNTZU,THE ART OF WAR

9. THE SALES PROCESS
Prepare for the Call - Prospect or Suspect Stage
Initiate the Call - Discovery Stage
Investigate Customer Needs - Interview Stage
Show you can Help - Presentation Stage
Gain Commitment for the Sale - Negotiation Stage
Gain Commitment for the Sale - Follow Up Stage
Create Customer Dependance - Close the Sale / New Account!

10. RESEARCHYOURTARGETS
Creating your target list.Are you exhausting all sources?
What are good prospects? What are bad prospects?
Create Warm Calls - Why?
Lost Customers
Qualify for Potential
Social Selling - Google, Manta, LinkedIn, Facebook, etc

11. TOOLSTO USE
Customer Relationship Management Software (CRM)
Social Selling
Emailing
Calling - of course
Texting
Snail Mail

12. COLD CALL STRATEGY
Be Ready and Organized
Be Creative - Be Different - Differentiate from your competitors
Be Fast -You are unannounced by the way
Have Fun - What do you have to lose
Two Keys to Prospecting - Building Relationships and Qualifying
Potential Customers

13. SCRIPTSTO USE
Value Proposition - Unique Selling Proposition
Needs Analysis - GAP selling - Find or Create The Need
Answers to Potential Objections
Feel - Felt - Found Method
Four Core BeliefsYou Must Own

14. BEST PRACTICES
Dealing with Rejection & Objections
Role Playing in Training
Referral System
Testimonial System
Success Stories

15. RESOURCES
Continuing Education - Personal Development
Books
Podcasts
Webinars
Web Sites / Newsletters

16. WARRENE MARKETING
SOLUTIONS & CONSULTING