Creative Prospecting Methods -
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Great B2B leads are all around us. We can try to do everything by phone or handshaking, but we would miss out. Here are some ways to be more productive while not working any harder. Interested?
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Prospecting
Prospecting - The Lifeblood of Selling - Chapter 7 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
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The document discusses various prospecting methods that salespeople can use to identify and qualify potential customers, including obtaining referrals from satisfied customers, using centers of influence, telemarketing, seminars, and spotters. It provides details on how to implement these different prospecting strategies and defines what characteristics make a lead a qualified prospect, such as having a need, ability to pay, and authority to purchase.
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The document outlines the key steps in the selling process: prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. It also discusses prospecting in more depth, including differentiating between leads, prospects, and qualified customers. Additionally, it covers different prospecting methods, pre-approach strategies, approaches to customers, and techniques for handling objections and closing the sale. Maintaining good customer relationships through follow-up is also emphasized.
Selling process
Approach is the stage where the salesperson makes direct contact with the prospect. It involves gaining access to the prospect in order to present the product offer. There are several stages in the selling process according to the document:
1. Prospecting involves identifying and locating potential buyers.
2. Pre-approach is gathering information about the prospect to plan the best approach.
3. Approach is making direct face-to-face contact with the prospect.
4. Presentation and demonstration involves showing the prospect how the product meets their needs.
5. Handling objections deals with answering questions and concerns from the prospect.
6. Closing is asking for and obtaining an order from the prospect.
Chap. 7. prospecting
This document discusses various methods for identifying qualified sales prospects, including utilizing satisfied customers for referrals, networking, identifying centers of influence, internet prospecting, trade shows, seminars, and researching public directories. It emphasizes that not all leads will qualify as prospects and outlines factors to consider like need, ability to pay, authority to buy, accessibility, and eligibility. Effective prospecting is important for sales success.
Sales Process Preapproach
The document discusses the pre-approach stage of strategic customer sales planning. It involves determining sales call objectives, developing customer profiles, creating customer benefit plans, and developing sales presentations. The pre-approach stage requires strategic problem solving to understand customer needs, develop creative solutions, and arrive at mutually beneficial agreements to create strategic customer relationships. The document also reviews different structures for sales presentations, including memorized, formula, need-satisfaction, and problem-solution approaches. It emphasizes having a plan for opening the sales presentation through statements, demonstrations, or questions.
Selling process
Traditional selling process comprising of 7 steps is mentioned in this PPT. The difference between solution selling and Insight selling is brought to light. Referred Harvard Business Review and other leading Journals for making this PPT.
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- The types of leads like buyers, sellers, tenants, and investors. Targeting sellers is highlighted as most revenue generating.
- Strategies for generating leads through referrals, networking, advertising, and growing a database of past clients and personal contacts.
- Myths about lead generation and the need for an ongoing, multi-pronged lead generation system rather than one-time efforts.
WQA 2015 Direct Marketing - What Really Works
This document discusses strategies for effective direct marketing. It emphasizes the importance of branding, targeting the best prospects, and lead generation. It recommends using multiple marketing mediums like direct mail, telemarketing, email, and social media in an integrated marketing calendar. Direct mail should be integrated with targeted lists and offers. Email is effective for brand building. Social media is good for brand building and SEO. Maximizing an existing customer list through tools like CRM is also recommended. The document provides tips for different mediums and examples of targeting niche segments like new homeowners, families, and businesses. It stresses testing messages and offers for the targeted market.
A Fine Romance:10 steps to relationships with active adult prospects
A Fine Romance:10 steps to relationships with active adult prospectsCreating Results - Strategic Marketing
How to woo and win active adult prospects as buyers at your 55 plus housing community. Advice for marketing to boomers first given at the 2009 Building for Boomers conference by Creating Results' Todd Harff and co-presenters.Corporate Giving 2.0
This presentation will provide an overview of the basics of corporate giving and sponsorships, as well as insider tips on building a strong corporate giving/sponsorship program. The presenters will also discuss how corporate donors’ expectations have changed in a post-recession world, and what these changes/trends mean for corporate fundraising strategies.
Learning Objectives:
• How to research foundations/corporations to find the perfect match
• The initial meeting—who do you bring, what do you say, how do you follow-up
• Maintaining relationships—it’s more than the next ask
Starting a Business
This document provides guidance on basic principles for starting and running a successful business. It outlines key areas to consider such as deciding your business focus, managing cash flow and employees, and maintaining integrity. The document emphasizes the importance of vision, passion, and having what it takes to succeed as an entrepreneur. It also discusses developing a business idea, creating a business plan, obtaining funding, building systems and teams, and leveraging technology and best practices. The overall message is that successful entrepreneurship requires thorough preparation and a strong work ethic.
Postioning is everything!
The document provides tips for making money by positioning yourself in your industry and business to generate income. It recommends assessing your limiting skills like communications, marketing, and leadership, and learning new skills in 30 days. It advises maximizing your income by upgrading responsibly within your company and reinvesting earnings without depriving your family. The overall message is focusing on ways to generate income rather than what is going wrong.
Using LinkedIn To Get Business
This document provides guidance on using LinkedIn to get business. It recommends focusing your LinkedIn profile and connections on professionals in your industry. The document advises identifying target customer types and finding them using LinkedIn's advanced search. It also suggests collaborating with others by passing leads and recommends hosting events on LinkedIn to invite potential customers.
How Lumber Dealers Can Grow Pro Sales
This document provides tips for dealers on how to grow sales to professional customers. It emphasizes focusing on developing relationships with pros, understanding their needs and challenges, and providing excellent customer service. Key recommendations include conducting market research by talking to pros; knowing more about specific customer types like homebuilders and contractors; strengthening relationships through annual planning meetings and extra support for new customers; and taking customer service "to a new level" to build loyalty. The overall message is that small actions can make a big difference, and that understanding pros' businesses and priorities is crucial for success.
Lead Generation
This document discusses lead generation strategies for real estate brokers. It begins by explaining that lead generation is the most important aspect of the real estate business. It then discusses the different types of leads including buyers, sellers, tenants, and investors. It provides tips on who to target for leads, including focusing on sellers who are desperate. The document also discusses the lead life cycle and importance of getting customers early in their decision process. It emphasizes generating leads through referrals and maintaining contact with past clients and centers of influence. Different lead generation techniques are listed such as open houses, advertisements, social media, and networking. The importance of matching marketing materials to the targeted customer is highlighted. Myths about lead generation are also debunked.
Event Marketing | Pirate Skills | Ben Sufiani
Hosting your own events is one the best ways to build real human connections with your peers and customers. It might not be as scalable as Facebook Ads or Adwords, but things to live streaming events can reach a ton of people these days.
Organizing events is lots of work, and even if you have a cool event idea, tickets just won't sell themselves, whether your event is a free meetup or a 1000€ conference. Let's share our experience and best practices in building and promoting awesome events:
- Finding the right event format
- Planning a series of events
- Having a promotional plan
- Following up with attendees
- Being present on the right platforms
- And much more
Watcht the live stream here on Facebook:
https://www.facebook.com/pirateskills/videos/877372455767334/
Cheers,
Ben
_________________________________
Ben Sufiani
Pirate Skills
a: Im Mediapark 5, 50670 Cologne, Germany
w: pirateskills.com
e: ben@pirateskills.com
Referral Best Practices Presentation 4
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Creative Prospecting Methods -
- 2. Is Your Day Like This
- 3. Is Your Day Like This Remember DD commercial – “Time to make the donuts?”
- 4. It is Scary Out There
- 5. Whatever You Do – Don’t be Him Hey, I only want to sell referrals. Who do you know? I know I have asked every time we have seen each, but…
- 6. It Isn’t Always Like This
- 7. The Truth, to Grow We Must Keep Getting Leads
- 8. No More Leads=No More Growth
- 9. Standard Prospecting Methods • Telephone Prospecting • Calling from a list • Keep track of your ratios • Hot Knocking • Develop a route – around your appointments • Keep track of your ratios • Referrals • Direct Mailing • It doesn’t cost – it pays! $2.87/piece • Keep track of your ratios
- 10. Creative Prospecting Methods • Stuffing • Buildings – every door • Home Depot parking lot • Doctors parking/Doctor’s mail • Belonging/Joining an Association(s) • Vertical Market – go to dinners, get many leads here • Belonging/Joining a Chamber of Commerce • Village/town/city – Be on New Member Committee, get to know everyone • Belonging/Joining Networking/Lead Groups • BNI/LeTip/Networking after work
- 11. Creative Prospecting Methods • Business Consultants • CPAs – If you sell a business service, this is a strong referral • Bankers • Business Lenders – They deal with business owners everyday • Newspapers/Classifieds – Who is Growing and Looking to Grow • Display Ads – How much money will they invest to grow? Prepay? • Promotions – New responsibilities for a new position, need a win • Internet Job Boards
- 12. Creative Prospecting Methods • Trucks • Phone Number • Number of locations • Headquarters • Junk Mail – Who is growing? • LinkedIn Participation/Contacts
- 13. Creative Prospecting Methods Which Ones Do You Use?