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Prospecting Playbook.101

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Prospecting in today’s internet driven market is easier, more effective and much more enjoyable than it used to be.

This slide show is an introduction to this new school of thought. Welcome to a new path towards more effective and more enjoyable prospecting.

Published in: Technology, Education
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Prospecting Playbook.101

  1. 1. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTThe Road Not TakenTwo roads diverged in a wood, and I—I took the one less traveled by, And that has made all the difference. Welcome to the new path towards more effective and more enjoyable prospecting.
  2. 2. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTHow many dials are needed to make contact with absolutestrangers: 2006 : 4 2008 : 18 2010 : 41Buyers are over halfway (56%) through their purchase decisionprocess, prior to speaking with any sales reps. How much time are we allowed? Each level of prospect allows us some time: [1] STRANGERS 8 seconds [2] ACQUAINTANCES 15 seconds [3] KERNELS 2 minutes [4] ALLIES 6 minutes+
  3. 3. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTProspectingIs a processTo create … AND IT HAS NOTHING TO DO WITHSELLING
  4. 4. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTSTRANGERS … people we have never metACQUAINTANCES ... people we have briefly metKERNELS … people about whom the words “know” and“like” applyFRIENDS AND ALLIES … Kernels whom we also trust and...Each level has their own filters. Speak appropriately to each.
  5. 5. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTAt the seminar regarding these 4 slides, we will discuss • The three critical components to Goodwill • The grace and superior value of attract vs attack • How to build a network of allies … a “tribe” • How to build trust • The #1 prospecting error • How to discover the value in others • The super charged value of “Kernels” • The internet and a buyer’s decision making • The #1 mission critical rule for all prospectors • The concept and value of “connectors” • A no-cost approach to getting the word out
  6. 6. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHT At any Need it Now point in Dont need it now time5% of the market needs your product now. What should be done with the 95% who don’t need us now?
  7. 7. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTMarket Value: How might the 95% bring value to us? OTHER PEOPLE KNOWLEDGE WHAT DO THEY KNOW? GENIUS TALENT WHAT VALUE CAN THEY & SKILL BRING TO US? CONNECTOR WHAT VALUE CAN WE BRING INVESTOR TO THEM? EMPLOYEE PARTNER MENTOR There is value beyond being a customer.
  8. 8. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTTHE RULES OF 1ST MEETING[1] Cause no harm • make no sales pitch[2] Discover “likenesses”[3] Discover their value[4] Brief. (1 hour max)[5] Ask the questions you would like to be asked GOALS OF 1ST MEETING • and when they then ask them of you, be prepared with some [1] Cause no harm nice answers [2] Discover their value [3] Decide if we like them [4] If we do, leave the door open for more interaction [5] Ask their permission to . . .
  9. 9. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHT Ask the question that allows you ?ULTIMATELY, to give your very best answer. For example, “And so, please tell me again who are your favorite customers and why so?” WHAT IS THE #1 I serve three niches: [1] local business QUESTION owners, serving Charlotte, [2] MLM Distributors and [3] Insurance Agencies. THAT YOU • I show them how to enjoy prospecting.WANT TO BE • During a single seminar I share how ASKED? they can prospect more often, meet more people, build goodwill and become known in their communities.
  10. 10. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTAt the seminar regarding these 4 slides, we will discuss: • The protocol of the first face to face meeting • Why Kernels and Connectors are King • Why most people HATE to prospect • The #1 tool for building trust • The #1 way to tactfully share your brilliance • The amazing value of small niches • How to motivate a connector • A new approach to referrals • Your invitation to join the Tribe • How to nurture your network. (Kernels for kernels) • A 95% effective way to get any meeting you want • … and the first 44 (of 101) ideas to be published in the forthcoming PROSPECTING PLAYBOOK.
  11. 11. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHTThanks for considering this new path.May you find some fresh ideas to improve yourprospecting efforts and results, now.Please come to one of the seminars and explorethe whole of this road less traveled.The seminars are offered at least once eachmonth. If you’d like to receive the notices andinvitations to attend, please (or email me, if linkage fails)Thanks again and email your questions or comments

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