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Improve Your Prospecting La2 M, Mike Wyne June 2010


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Struggling to find enough good prospects for your business? Prospecting is simply discarding unqualified leads and retaining the "gold". The job of prospecting is to find buyers that may purchase your product (qualified leads). Learn how to build an appropriate mix of prospecting activities, including valuable lessons you can apply immediately to improve your prospecting effectiveness - tips that will also take the pressure off of yourself and your prospects.

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Improve Your Prospecting La2 M, Mike Wyne June 2010

  1. 1. Improve Your Prospecting Mike Wynn @mikelwynn ©2010 Marr Professional Development Corporation
  2. 2. Sales Prospecting <ul><li>Your prospecting mix </li></ul><ul><li>Your prospecting mindset </li></ul>
  3. 3. Prospecting Mindset <ul><li>“ You can only fail at prospecting if you fail to prospect” </li></ul><ul><li>Prospecting is a sorting exercise, not selling </li></ul>
  4. 4. Prospecting Mix 2008 2008
  5. 6. 1. Client Introductions
  6. 7. 2. Website - Your Firm, Online
  7. 8. 3. Fuzzy File
  8. 9. 4. 30-Second Commercial
  9. 10. 5. Drip Marketing Credibility Contact Information Routine Touches
  10. 11. 6. Presentations
  11. 12. 7. Networking
  12. 13. 8. Client Testimonials
  13. 14. 9. Start a Peer Group
  14. 15. 10. CESAR Review
  15. 16. Free For You <ul><li>Top 10 Strategies for Growing Your Professional Practice </li></ul><ul><li>Executive Luncheon – Tomorrow at 11:00 at Sandler Training </li></ul><ul><li>Q R S </li></ul>
  16. 17. Improve Your Prospecting Mike Wynn @mikelwynn