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Perfectly Clear Direct Sales Breakout
Class Rules <ul><li>Be on time </li></ul><ul><li>Take notes </li></ul><ul><li>Turn off cell phones and PDAs </li></ul><ul>...
Why You Are Here <ul><li>To build on and expand your role as a Direct Sales partner with Clear </li></ul><ul><li>Specific ...
Essential Activities module 1
Activity Types <ul><li>Production Activities:  Any activity designed to produce results immediately. </li></ul><ul><li>Fun...
Production Activities <ul><li>Events (guerilla or organized) </li></ul><ul><li>Closing appointments </li></ul><ul><ul><li>...
Funnel Activities  <ul><li>Retail relationships </li></ul><ul><ul><li>Take-one stands, lead boxes, referral coupons </li><...
Six Primary Sources Door-knocking MDUs Events Email blasts/Flyers Cold calls Referrals
Door-Knocking <ul><li>Door-knocking requires effective planning </li></ul><ul><li>You and your manager will create a maste...
MDU Door-Knocking Guidelines <ul><li>Map out and prepare by 10pm Sunday each week </li></ul><ul><li>Work with manager to g...
Event Profiles <ul><li>Organized Events </li></ul><ul><ul><li>Include swap meets, fairs and festivals, block parties </li>...
Event Rules of Engagement <ul><li>Use long-range eye contact to draw attention to you and Clear. </li></ul><ul><li>Approac...
Email Blasts <ul><li>Existing customers:  Email blast from you two times per month. Blasts should include information abou...
Flyers <ul><li>Deliver NO LESS than 1000 pieces of collateral with name and phone number on it per week </li></ul><ul><li>...
Cold Calls <ul><li>Should be part of your everyday plan </li></ul><ul><li>Can be face-to-face or over the phone </li></ul>...
Referrals <ul><li>Take ownership of your customer base! </li></ul><ul><li>250 customers should provide return of 15 to 25 ...
Dress Code <ul><li>Clear shirts and pressed pants, skirts or slacks (black/khaki) </li></ul><ul><li>No jeans, shorts, stir...
Activity Management module 2
Planning and Tracking <ul><li>How many Contacts and Presentations were required to make your sales today?  </li></ul><ul><...
Know Your Numbers! <ul><li>Know how many people you have to engage to get a sale. </li></ul><ul><li>Know how many people y...
A Day in the Life Time Activity 8:30-9:00 Sales meeting 9:00-10:00 Admin., follow-up, prep materials for  events/canvassin...
Using Outlook Calendars <ul><li>Weekly calendars are due every Sunday by 10pm. </li></ul><ul><li>Every day should consist ...
Sample Direct Rep Calendars
Calendar Example Funnel Activities Production Activities Notice where activities are scheduled throughout the day!
Role-Plays module 3
Role-Plays
Review 1 DIRECT
Wrap-Up
You’re on your way – thank you for attending!
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Wi max general session

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Wi max general session

  1. 1. Perfectly Clear Direct Sales Breakout
  2. 2. Class Rules <ul><li>Be on time </li></ul><ul><li>Take notes </li></ul><ul><li>Turn off cell phones and PDAs </li></ul><ul><li>Turn off computers </li></ul><ul><li>Be courteous to others </li></ul><ul><li>Interact and share your stories </li></ul><ul><li>Network </li></ul><ul><li>Have fun! </li></ul>
  3. 3. Why You Are Here <ul><li>To build on and expand your role as a Direct Sales partner with Clear </li></ul><ul><li>Specific topics include: </li></ul><ul><ul><li>Essential Sales Activities </li></ul></ul><ul><ul><li>Activity Management </li></ul></ul><ul><ul><li>Role-Plays (time-permitting) </li></ul></ul>
  4. 4. Essential Activities module 1
  5. 5. Activity Types <ul><li>Production Activities:  Any activity designed to produce results immediately. </li></ul><ul><li>Funnel Activities:  Any activity designed to find prospective customers who will close at a later date. This is more passive activity than production activity. </li></ul>
  6. 6. Production Activities <ul><li>Events (guerilla or organized) </li></ul><ul><li>Closing appointments </li></ul><ul><ul><li>Address and credit are pre-qualed. You have credit card and SSN #. </li></ul></ul><ul><li>Door-knocking: </li></ul><ul><ul><li>You know where towers are, if neighborhood prequals, average Cheetah scores, and household counts. </li></ul></ul><ul><ul><li>You’ve pre-qualed addresses on Comcast’s site. If they don’t pre-qual and we do, it’s a great opportunity. </li></ul></ul><ul><li>MDU “Move-in Day” event </li></ul>Fill your days!
  7. 7. Funnel Activities <ul><li>Retail relationships </li></ul><ul><ul><li>Take-one stands, lead boxes, referral coupons </li></ul></ul><ul><li>Cold calls </li></ul><ul><ul><li>Self-generated lists, current customer lists, voice prospect lists, SMB lists </li></ul></ul><ul><li>MDU visits to property managers </li></ul><ul><li>Canvassing areas to check </li></ul><ul><li>Door-hanging </li></ul><ul><li>Email blasts and Newsletters </li></ul><ul><li>Referrals </li></ul><ul><li>2x2x2 </li></ul><ul><li>Signal Check appointments (low priority) </li></ul>
  8. 8. Six Primary Sources Door-knocking MDUs Events Email blasts/Flyers Cold calls Referrals
  9. 9. Door-Knocking <ul><li>Door-knocking requires effective planning </li></ul><ul><li>You and your manager will create a master plan of what neighborhoods have been canvassed so same areas are not overworked </li></ul><ul><li>Door-knocking reminders </li></ul><ul><ul><li>Schedule two to three hours (100-120 houses) </li></ul></ul><ul><ul><li>Requires effective planning to avoid wasting time </li></ul></ul><ul><ul><li>Keep accurate contact lists to maximize results </li></ul></ul>
  10. 10. MDU Door-Knocking Guidelines <ul><li>Map out and prepare by 10pm Sunday each week </li></ul><ul><li>Work with manager to generate market-specific list of apartments and/or condos </li></ul><ul><li>Visit MDUs and/or property managers between 9:15am and 11:15am Tues-Thurs each week </li></ul><ul><li>Get move-in lists and Clear information into move-in packs </li></ul><ul><li>Place Clear candy bowls in Leasing Office - refill when you visit </li></ul><ul><li>Remember holidays and birthdays </li></ul>
  11. 11. Event Profiles <ul><li>Organized Events </li></ul><ul><ul><li>Include swap meets, fairs and festivals, block parties </li></ul></ul><ul><ul><li>Events planned by Clear such as sporting events, corporate events, technology events, etc. </li></ul></ul><ul><li>Street/Guerilla Events </li></ul><ul><ul><li>High foot traffic location (50+ people per half hour) </li></ul></ul><ul><ul><ul><li>City centers, outside restaurants at lunch, empty lots, Big Box stores, grocery stores, laundromats </li></ul></ul></ul><ul><ul><li>High car traffic local (100+ cars per half hour) </li></ul></ul><ul><ul><ul><li>Rush hour at congested street corners with high visibility and car access </li></ul></ul></ul>
  12. 12. Event Rules of Engagement <ul><li>Use long-range eye contact to draw attention to you and Clear. </li></ul><ul><li>Approach customers coming out of store or restaurant, not on their way in. </li></ul><ul><li>Do not stay behind the Clear table - it separates you. Be prepared to walk with customer. </li></ul><ul><li>Do not approach people during hectic times (rushing to work). </li></ul><ul><li>Use open-ended questions or clever traffic grabbers. </li></ul>
  13. 13. Email Blasts <ul><li>Existing customers: Email blast from you two times per month. Blasts should include information about new products, referral bonuses, and contests. </li></ul><ul><li>Leads: Email once per week continuing to remind potential customers about Clear and the current promotions. </li></ul>
  14. 14. Flyers <ul><li>Deliver NO LESS than 1000 pieces of collateral with name and phone number on it per week </li></ul><ul><li>Have minimum of 20 “take-one” locations established and documented on a lead sheet </li></ul><ul><li>Hand out take-ones at events, tradeshows, dry cleaners, health clubs, etc. </li></ul>
  15. 15. Cold Calls <ul><li>Should be part of your everyday plan </li></ul><ul><li>Can be face-to-face or over the phone </li></ul><ul><li>Generate cold call lists from many sources </li></ul><ul><ul><li>Vertical markets </li></ul></ul><ul><ul><li>Residential lists </li></ul></ul><ul><ul><li>Mortgage company customer and prospect lists </li></ul></ul><ul><ul><li>Small business lists </li></ul></ul><ul><li>Managers can get list of current customers who have upgrade potential </li></ul>
  16. 16. Referrals <ul><li>Take ownership of your customer base! </li></ul><ul><li>250 customers should provide return of 15 to 25 referral sales per month </li></ul><ul><li>2x2x2 calls are DAILY activity </li></ul><ul><ul><li>Stay close to your customers. Call them on regular basis for referrals. </li></ul></ul><ul><ul><li>Address concerns before they become a cancellation. </li></ul></ul><ul><li>Clue your customers in! They can get up to 25 $25 Amex cards for every referral who activates. </li></ul>
  17. 17. Dress Code <ul><li>Clear shirts and pressed pants, skirts or slacks (black/khaki) </li></ul><ul><li>No jeans, shorts, stirrup pants, spandex, cutoffs, skirts above knee </li></ul><ul><li>No t-shirts, tank tops, sleeveless or midriff shirts </li></ul><ul><li>Appropriate footwear required </li></ul><ul><ul><li>Sandals, flip flops, gym/tennis shoes, or similar footwear not permitted </li></ul></ul><ul><li>Maximum of two earrings per lobe </li></ul><ul><ul><li>Other facial jewelry or visible body piercing (e.g. nose rings, tongue loops) not acceptable </li></ul></ul><ul><li>Potentially offensive tattoos must be covered </li></ul>
  18. 18. Activity Management module 2
  19. 19. Planning and Tracking <ul><li>How many Contacts and Presentations were required to make your sales today? </li></ul><ul><li>Can you explain where your sales came from to identify what was successful? (Flyers/door knockers, MDU, referrals, cold calls, email blasts, events) </li></ul><ul><li>Were there any deviations from the Daily Plan that worked or didn’t work? </li></ul><ul><li>Do you have tomorrow's Activity Game Plan lined up? </li></ul><ul><li>Does your Activity Game Plan match your sales forecast for tomorrow? </li></ul>
  20. 20. Know Your Numbers! <ul><li>Know how many people you have to engage to get a sale. </li></ul><ul><li>Know how many people you have to attempt pre-qual to get a sale. </li></ul><ul><li>Review Comp Report to see how many prequals are needed to close sales. </li></ul><ul><li>Review Daily STARS report to know where you stand. </li></ul><ul><li>Review Comp Calculator (updated daily) to know how much you need to sell to reach your goals. </li></ul>
  21. 21. A Day in the Life Time Activity 8:30-9:00 Sales meeting 9:00-10:00 Admin., follow-up, prep materials for events/canvassing 10:00-12:00     In-field funnel building activity, MDU visits, canvassing, cold calling, retail relationships, etc. 12:00-2:00 Lunch and Learn, guerilla event 2:00-4:00 Funnel Activity 4:00-7:00          Production event, door-knocking 7:00-9:00 Closing appointments                        
  22. 22. Using Outlook Calendars <ul><li>Weekly calendars are due every Sunday by 10pm. </li></ul><ul><li>Every day should consist of three to five production and three to five funnel-related activities. </li></ul><ul><li>Your schedules are reviewed daily at the 8:30am sales meeting. </li></ul><ul><li>Your GM has access to all calendars. </li></ul>
  23. 23. Sample Direct Rep Calendars
  24. 24. Calendar Example Funnel Activities Production Activities Notice where activities are scheduled throughout the day!
  25. 25. Role-Plays module 3
  26. 26. Role-Plays
  27. 27. Review 1 DIRECT
  28. 28. Wrap-Up
  29. 29. You’re on your way – thank you for attending!

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