Prospecting in Sales - Sources - Tips - Rules

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Prospecting in Sales - Sources - Tips - Rules

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  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system to get your feedback to compare?
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Prospecting in Sales - Sources - Tips - Rules

  1. 1. Prospecting 2.0Prospecting• The continual search for past, presentand potential clients that areready, willing and able to purchasewhat you sell.
  2. 2. Prospecting 2.0Focus For Maximum Results• Do your A,B,C’s on:– Referral sources– Networking events– Associations– Volunteer Activities– Types of Prospecting• Be on 24/7 vs. 9 to 5• Have system for follow-up
  3. 3. Prospecting 2.0Network Prospecting• Your Association, Activity and Club Contacts• Community contacts• Neighborhood Contacts• Your Personal Suppliers• Your Business Associates• Existing Clients• Your events and seminars
  4. 4. Prospecting 2.0Investigative Prospecting Sources - Continued• Names fromConversations• Association Directories• Membership Lists• Purchased data-bases• Success Stories– Print– Radio– TV• Websites• Purchased MailingLists• Vehicle Signage
  5. 5. Prospecting 2.0Lead Sources• Professional firms• Realtors• Data Bases (InfoCanada, BIV book of listsetc.)• Professional Associations• Internet• Chamber of Commerce• Landlords• Property Managers• Business Brokers• University Faculty orAlumni list• Government Departments• NGO’s• Female Associations(Business Women’sAssociation. Etc.)• Newspaper Articles• Enterprise Magazines• Existing Clients (Happy)
  6. 6. Prospecting 2.0Lead Sources• Who’s Who Publication• Trade Publication• Newsletters• Specific events andfunctions• Social meeting places• Vehicle Signage• Newspaper andmagazines in general• Networking Clubs• Niche Banks• Exhibitions/Conventions/Trade Shows• Seminars/Conferences• Business Suppliers andPersonal Suppliers• Clubs/Places of Worship• Relatives/Friends/PastEmployers
  7. 7. Prospecting 2.0Lead Sources• Children’s’ School• Mortgage Specialists• Travel Agents• Company telephonedirectories• Club telephonedirectories• Embassy’s, Consulates, Trade Commissioners• Other Purchased Lists.• Executive Announcements• Attendees of specificseminars• Social networking sites• Volunteer for variousgroups• Meetups• Others?….
  8. 8. Prospecting 2.0Examples: Associations / Groups /Events• Board of Trade/Chamber ofCommerce, DistinguishedSpeaker Events, Luncheons• Hong Kong - CanadaBusiness Association• UBC Events• Terminal City Club, MarineClubs, Rowing Club etc.• BIA’s• Local MLA/MP Events• Ethnic Chamber ofCommerce• Hop Scotch Festival (myfavorite)• Volunteer for A categorycharity or communityevents• Hold your own VIP mixer
  9. 9. Prospecting 2.0Internet - Prospecting and Networking• Linkedin• Trolling Blogs• E-cademy• Press Releases• Industry Portals• Facebook• Yellowpages.ca(Associations)• Zoominfo ($)• Jigsaw ($)• Google Alerts• Twitter• Meetup.com• Newswires• Chamber andAssociation directories• Other social networkingsites…
  10. 10. Prospecting 2.0Linkedin“Linkedin is an online network ofmore than 200 millionexperienced professionals fromaround the world, representingevery fortune 500 and almostevery industry”
  11. 11. Prospecting 2.0Responsive Prospecting• Poster Marketing• Mail Drops• Direct Mail Campaigns• External Displays• Purchased E-mail blasts• Web-site Advertising• Attending Events and Functions
  12. 12. Prospecting 2.0Referrals• “Do you know anyone who could benefitfrom having someone come to theiroffice and set them up on the sameprogram like I have done with youtoday?”• “Do you know anyone (non-competitors)that could benefit from partnering withus?”
  13. 13. Prospecting 2.0Best Time to Ask for Leads / Referrals• When a client has just bought and / or isexcited and enthusiastic about your productor service• When a client is really complimentary aboutyour product or service• When a client is talking about someone or acompany that fits a situation or need for yourproduct or service“Timing is important”
  14. 14. Prospecting 2.0When Not to Ask for a Lead• When a client is upset or concerned aboutsomething to do with your product or service• When a client is pressured or upset aboutother issues• In the middle of a presentation• When you just closed a tough sale and theclient’s focus is still on the “how to’s” etc.• When you have no rapport!“Use common sense”
  15. 15. Prospecting 2.013 tips on making the world yournetworking function1. Be referable don’t gather contacts or pressurefor referrals2. Be interested not interesting3. You can’t have 200 best friends – prioritize4. Add value with your network5. Bank your equity (with the right people)6. It’s a small town
  16. 16. Prospecting 2.013 tips…7. Map and seek out the “white hot center”8. The more you give the more you get9. Do your due diligence before you refer10. Keep Promises, Follow-through11. Be seen12. Step it up every year – build your community13. It doesn’t matter how many competitors arethere, as long as you’re there adding morevalue with more credibility

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