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Wi max general session
- 1. Perfectly Clear DirectSales Breakout
- 2. Class Rules Beon time Take notes Turn off cell phones and PDAs Turn off computers Be courteous to others Interact and share your stories Network Have fun!
- 3. Why You AreHere To build on and expand your role as a Direct Sales partner with Clear Specific topics include: Essential Sales Activities Activity Management Role-Plays (time-permitting)
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- 5. Activity Types ProductionActivities: Any activity designed to produce results immediately. Funnel Activities: Any activity designed to find prospective customers who will close at a later date. This is more passive activity than production activity.
- 6. Production Activities Events(guerilla or organized) Closing appointments Address and credit are pre-qualed. You have credit card and SSN #. Door-knocking: You know where towers are, if neighborhood prequals, average Cheetah scores, and household counts. You’ve pre-qualed addresses on Comcast’s site. If they don’t pre-qual and we do, it’s a great opportunity. MDU “Move-in Day” event Fill your days!
- 7. Funnel Activities Retail relationships Take-one stands, lead boxes, referral coupons Cold calls Self-generated lists, current customer lists, voice prospect lists, SMB lists MDU visits to property managers Canvassing areas to check Door-hanging Email blasts and Newsletters Referrals 2x2x2 Signal Check appointments (low priority)
- 8. Six Primary SourcesDoor-knocking MDUs Events Email blasts/Flyers Cold calls Referrals
- 9. Door-Knocking Door-knocking requireseffective planning You and your manager will create a master plan of what neighborhoods have been canvassed so same areas are not overworked Door-knocking reminders Schedule two to three hours (100-120 houses) Requires effective planning to avoid wasting time Keep accurate contact lists to maximize results
- 10. MDU Door-Knocking GuidelinesMap out and prepare by 10pm Sunday each week Work with manager to generate market-specific list of apartments and/or condos Visit MDUs and/or property managers between 9:15am and 11:15am Tues-Thurs each week Get move-in lists and Clear information into move-in packs Place Clear candy bowls in Leasing Office - refill when you visit Remember holidays and birthdays
- 11. Event Profiles OrganizedEvents Include swap meets, fairs and festivals, block parties Events planned by Clear such as sporting events, corporate events, technology events, etc. Street/Guerilla Events High foot traffic location (50+ people per half hour) City centers, outside restaurants at lunch, empty lots, Big Box stores, grocery stores, laundromats High car traffic local (100+ cars per half hour) Rush hour at congested street corners with high visibility and car access
- 12. Event Rules ofEngagement Use long-range eye contact to draw attention to you and Clear. Approach customers coming out of store or restaurant, not on their way in. Do not stay behind the Clear table - it separates you. Be prepared to walk with customer. Do not approach people during hectic times (rushing to work). Use open-ended questions or clever traffic grabbers.
- 13. Email Blasts Existingcustomers: Email blast from you two times per month. Blasts should include information about new products, referral bonuses, and contests. Leads: Email once per week continuing to remind potential customers about Clear and the current promotions.
- 14. Flyers Deliver NOLESS than 1000 pieces of collateral with name and phone number on it per week Have minimum of 20 “take-one” locations established and documented on a lead sheet Hand out take-ones at events, tradeshows, dry cleaners, health clubs, etc.
- 15. Cold Calls Shouldbe part of your everyday plan Can be face-to-face or over the phone Generate cold call lists from many sources Vertical markets Residential lists Mortgage company customer and prospect lists Small business lists Managers can get list of current customers who have upgrade potential
- 16. Referrals Take ownershipof your customer base! 250 customers should provide return of 15 to 25 referral sales per month 2x2x2 calls are DAILY activity Stay close to your customers. Call them on regular basis for referrals. Address concerns before they become a cancellation. Clue your customers in! They can get up to 25 $25 Amex cards for every referral who activates.
- 17. Dress Code Clearshirts and pressed pants, skirts or slacks (black/khaki) No jeans, shorts, stirrup pants, spandex, cutoffs, skirts above knee No t-shirts, tank tops, sleeveless or midriff shirts Appropriate footwear required Sandals, flip flops, gym/tennis shoes, or similar footwear not permitted Maximum of two earrings per lobe Other facial jewelry or visible body piercing (e.g. nose rings, tongue loops) not acceptable Potentially offensive tattoos must be covered
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- 19. Planning and TrackingHow many Contacts and Presentations were required to make your sales today? Can you explain where your sales came from to identify what was successful? (Flyers/door knockers, MDU, referrals, cold calls, email blasts, events) Were there any deviations from the Daily Plan that worked or didn’t work? Do you have tomorrow's Activity Game Plan lined up? Does your Activity Game Plan match your sales forecast for tomorrow?
- 20. Know Your Numbers!Know how many people you have to engage to get a sale. Know how many people you have to attempt pre-qual to get a sale. Review Comp Report to see how many prequals are needed to close sales. Review Daily STARS report to know where you stand. Review Comp Calculator (updated daily) to know how much you need to sell to reach your goals.
- 21. A Day inthe 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. Using Outlook CalendarsWeekly calendars are due every Sunday by 10pm. Every day should consist of three to five production and three to five funnel-related activities. Your schedules are reviewed daily at the 8:30am sales meeting. Your GM has access to all calendars.
- 23. Sample Direct RepCalendars
- 24. Calendar Example FunnelActivities Production Activities Notice where activities are scheduled throughout the day!
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- 29. You’re on yourway – thank you for attending!
Editor's Notes
- #2 Suggested welcoming script: “Welcome to the Direct Sales Breakout of Clear’s General Session Sales Training . My name is __________ and I’m excited to be here in [City/Market] to share with you some very important information that will help you to be successful in your career here at Clear. Before we launch into the content, let’s do a quick round of introductions . Please tell us your name and share something interesting that no one would know just by looking at you. I’ll start. [Class Introductions] Great – I want to get into the material right away, but first I’m going to review some of the basic rules of this session that will make it as effective a use of your time as possible.” Session Time: 4 hours* * Please note that time cited is a suggested estimate, and will vary depending on such factors as number and duration of breaks, number of participants, participation level and level of familiarity with the content covered. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #3 Review the general rules of conduct for the session. Using a piece of flipchart paper, create a “parking lot” for any questions that arise that either cannot be answered at the time of the session or should be addressed later for whatever reason. Ask for two volunteers: One person to be the “break monitor” (gauges the group’s need for breaks and ensures that the group gets back to class on time) and one person who will write down the “parking lot” issues the training team will follow up on after the session. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #4 Review the slide, then ask the participants if they wish to discuss any questions about the planned training. Encourage participants to raise any questions that they have along the way, including any about selling in general or Clear’s sales method in particular. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #5 “ This first section defines what you’ll be doing in your role as a Direct Sales partner.” 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #6 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
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- #8 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #9 Direct Sales come from six primary areas : Door Knocking MDUs Events Street / Guerilla Organized Email Blasts/Flyers Cold calls Referrals 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #10 The door-knocking routine requires effective planning – simply “zigzagging” around neighborhoods or jumping from street to street lowers contact rates by 50-75% or more. It is very important to start the day with an effective plan. You should work with your manager to create a master plan (map) of what neighborhoods have been canvassed so that the same areas are not overworked (meaning no more than one pass per quarter). You are expected to adhere to this plan. Door-Knocking Reminders and Tips Schedule two to three hours (100-120 houses) per outing. Plan effective planning to avoid wasting time. Keep accurate contact lists – this helps to maximize our results. If there’s a screen door, open it to knock and keep it open. When you ask to come in, start wiping your feet on the mat, assuming that you will be let in. Always have your modem in hand and get it into theirs as quickly as possible. Focus on our coverage areas closest to Clear towers. After a finished appointment, knock six doors to the left, 12 doors across the street, cross the street again, and knock six doors back towards the first appointment. Write an intro to use with gatekeepers. Ask the class: What components are important to include in your introduction? Suggested responses: Smile, Maintain eye contact, Be considerate of personal space – you are a guest in their home, Be sincere and be yourself, Be prepared with your engaging introduction See Door-Knocking activity and sample introductions on next page. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #11 Map out and prepare by 10pm Sunday each week. Work with your manager to generate a market specific list of apartments and/or condos. Visit MDUs and/or the property managers between 9:15am to 11:15am Tues-Thurs each week. Get move-in lists and Clear information into move-in packs. Place Clear candy bowls in the Leasing Office and refill when you visit. Remember holidays and birthdays. BUILD RELATIONSHIPS 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #12 There are two main categories, or profiles , of events. Organized Events: One set of organized events are things such as swap meets, fairs and festivals, and block parties - basically, any scheduled event not specifically planned or managed by Clear. Then there are events planned by Clear such as sporting events, corporate events, and technology events. Street/Guerilla Events: These are opportunities that can be leveraged at various times as circumstances present themselves. For example, a high foot traffic location (which is one where at least 50 people walk past every half hour). Frequently there are high foot traffic locations at city centers, outside restaurants at lunchtime, in empty lots, in Big Box stores, in grocery stores, and in laundromats. Another possible opportunity is a local location with high car traffic (defined as 100 or more cars travelling through per half hour). This may be rush hour at congested street corners - ones with high visibility and easy, safe car access. See Events Activity on opposite page. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
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- #15 You should plan on delivering NO LESS than 1000 pieces of Clear collateral, with your name and contact information on each, per week. Always have a minimum of 20 “take-one” locations established and documented on a lead sheet. Remember to hand out take-ones at events, tradeshows, dry cleaners, health clubs – anywhere you find foot traffic. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #16 Cameron Christian currently sends these lists to managers weekly for Home Voice upgrades. Cold calls should be part of every Sales partner’s everyday plan. They can be conducted face-to-face or over the phone. We generate cold call lists from many sources: Vertical markets Residential lists Mortgage company customer and prospect lists Small business lists Managers can get you list of current customer who have upgrade potential. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #17 Each Sales partner needs to take ownership of their customer base! If managed correctly, 250 customers should provide a return of 15 to 25 sales per month from referrals. 2x2x2 calls are a DAILY activity: Stay close to your customers. Call them on a regular basis for referrals. You also want to address any concerns before they become a cancellation. Clue your customers in! They can get up to 25 $25 Amex cards for every referral who activates. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #18 Review the following Dress Code Guidelines: Employees must wear Clear shirts and pressed pants, skirts or slacks in black or khaki color. When a Clear shirt is not worn, applicable business casual attire is required (collared shirt, pressed and in good condition). No jeans, shorts, stirrup pants, spandex, cutoffs, skirts above knee level are permitted. In limited situations during weekend events or when weather requires, local GMs may permit black or khaki shorts. No t-shirts, tank tops, sleeveless or midriff shirts are permitted. Appropriate footwear is required: This means good quality, well maintained, closed-toe shoes. Sandals, flip flops, gym/tennis shoes, or other similar footwear is not permitted. A maximum of two earrings per lobe can be worn. All other facial jewelry or any visible body piercing, such as nose rings, tongue loops etc. are not acceptable. Any potentially offensive tattoos must be covered during work hours. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #19 “ We’re now going to take a look at ways you can manage your sales activities in order to maximize efficiency and results.” 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #20 Planning and Tracking will get you to your numbers! How many Contacts and Presentations were required to make your Sales today? Can you explain where your sales came from to Identify what was successful? (Flyers/door knockers: MDU, referrals, cold calls, email blasts, events). Were there any deviations from the Daily Plan that worked or didn’t work? Do you have tomorrow's Activity Game Plan lined up? Does your Activity Game Plan match your Sales Forecast for tomorrow? 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #21 Know how many people you have to engage in order to get a sale. Know how many people you have to attempt pre-qual in order to get a sale. Review the Comp Report to see how many pre-quals are needed to close sales. Review the Daily STARS report to know where you stand. Review Comp Calculator, which is updated daily, to see how much you need to sell to reach your goals. Show the comp report and the daily STARS reports to the class. Walk through the comp report and point out how it reflects pre-quals. Examples of each report appear on the next page. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #22 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #23 Guidelines for using your Outlook Calendars: Weekly calendars are due every Sunday by 10pm. Every day should consist of three to five production and three to five funnel related activities. Your schedules are reviewed daily at the 8:30am sales meeting. Your GM has access to all calendars. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #24 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #25 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #26 NOTE: If you have time, have the participants do some of the following role-plays. Otherwise, skip directly to the Review and Wrap-Up. Now that they’ve heard about the Direct-specific tools used by Clear partners and completed the online sales process training, it’s time for the participants to get some practice at implementing all of that info in real-world sales situations. To that end, the majority of the remaining time will be dedicated to role-plays . 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #27 This slide can be displayed during the role-play exercises if desired. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #28 Briefly review the topics covered today (you may want to ask the participants to cite each of the main topics that were discussed, and perhaps even a brief summary of key take-aways they learned). Clarify any questions or comments the group might have. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #29 Have the group take ten minutes to complete the Clear Action Plan that they will find in their Participant Guides. See example on next page. Time permitting, ask volunteers to share some of the items from their plan with the group. Review the initial agenda for this session and answer any outstanding questions. Remind the class that you will follow-up with any unanswered questions or concerns soon and that the online information is available at any time. “ Any final questions before we end the training?” 2009 CLEAR Proprietary information. Unauthorized use is prohibited.
- #30 Wrap the session by thanking the participants for their time and attention, and wishing them all the best of luck in their Clear careers. 2009 CLEAR Proprietary information. Unauthorized use is prohibited.