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The power of partnership.




    Sales Training Series
      How to Prospect

Training Module Run Time: 23 minutes
Welcome

What you will learn from this tutorial:
    • Prospecting rules and best practices
    • How to use various metho...
Complex Deal Sale Cycle

 Get In the
                 Discovery      Validation      Propose          Close
   Door
• Righ...
Prospecting Realities


There is no silver bullet

Planning + Professionalism + Effort + Timing = Success




            ...
What is the Goal of Prospecting?

 • Find qualified leads

     − Have a problem that you can solve

     − Willing to act...
Rules of the Game

                Litmus Test:
  How would you react to a similar approach?

 • Common sense

 • Make it ...
What Does Not Work

  • Spam

  • Hard sell

  • Spoofing

  • Voicemail

  • Annoying tactics




                       7
Compelling Reason to Contact

 • Don’t call unless you have a compelling reason!

     − In the news…

     − Idea to help...
Prospecting Methods

                    Pros                           Cons
Email               • Non-threatening        ...
Email / Letter Best Practices

  • Need to build trust, credibility by end of second paragraph

     − Establish boni fide...
Sample Email

  SUBJECT: I have an idea I would like to run by you….WIFM

  Dear ____,
  (My company) helps companies like...
Cold Call Best Practices

 First response is to get you off the phone…

    • You must answer

       − Who are you?

    ...
Phone Call Example

Cold call to VP of Marketing at family restaurant chain

  • What to look for…

     − Intro (who am I...
Objection Handling

 • You have to expect and welcome objections…..

 • Objection handling process –Example of “no need”

...
Trade Shows / Industry Conferences

High Risk – High Reward

  • Prepare to Succeed!

     − Establish a target list

    ...
Trade Shows / Industry Conferences

  • Have a pitch for each type of connection




          Sample Networking Conversat...
Personal Networking

90%+ of all net new customers come from referrals /warm introductions!

  • Business is Relationships...
Personal Networking Opportunities

  • Leverage personal contacts
  • Industry Events
  • Charity Work
  • School Function...
Personal Networking Tools

  • Elevator Pitch
  • Approach
  • Questions
  • Pay it Forward Philosophy




               ...
Research

Should be done for both formal and informal networking
  • Google Search
  • Linkedin
  • Call someone who knows...
Follow-up

You MUST follow-up after every networking conversation…
  • Within 24 hours
  • Cite something specific you tal...
What is Social Media?




                        22
Mindset




“The best cold call pitch is the one you
 believe in.”
                - Old School Sales Manager




        ...
Prospecting Summary

 • There is no silver bullet

 • Follow the rules

 • Employ a mix of methods

 • Have a winning mind...
The power of partnership.




     For Further Information:

     Call your sales rep
800.732.3440 | info@accudata.com
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AccuData's Webinar Prospecting Tutorial Final

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AccuData's Webinar Prospecting Tutorial Final

  1. 1. The power of partnership. Sales Training Series How to Prospect Training Module Run Time: 23 minutes
  2. 2. Welcome What you will learn from this tutorial: • Prospecting rules and best practices • How to use various methods • The importance of the right mindset 2
  3. 3. Complex Deal Sale Cycle Get In the Discovery Validation Propose Close Door • Right • Understand • Desire • Compelling • Decision person? the state? reason to makers on- • Right time? problem/ • Compelling buy from board? needs of reason to you? • Handled the change? objections? customer? • Favorable • When are to our they ready solution? to buy? • Validated Approval Process? 3
  4. 4. Prospecting Realities There is no silver bullet Planning + Professionalism + Effort + Timing = Success 4
  5. 5. What is the Goal of Prospecting? • Find qualified leads − Have a problem that you can solve − Willing to act − Have authority to make decisions − Have money • Engage those leads in a dialogue/get in the door 5
  6. 6. Rules of the Game Litmus Test: How would you react to a similar approach? • Common sense • Make it personal • Keep it short • Have a call to action 6
  7. 7. What Does Not Work • Spam • Hard sell • Spoofing • Voicemail • Annoying tactics 7
  8. 8. Compelling Reason to Contact • Don’t call unless you have a compelling reason! − In the news… − Idea to help their business… − Industry/economic event impacting their business − Referral 8
  9. 9. Prospecting Methods Pros Cons Email • Non-threatening • Spam filters • Can do off hours • Getting noticed • Easy for prospect to reply Phone (Cold Call) • Interactive • Business hours only • Difficult to catch someone live • Uncomfortable Trade Show • Interactive • Frequency • Target audience • Cost • People attend to network Personal • Trust factor • Frequency Networking • Level of effort Social Media • Efficient • Multi-step process Networking • Can do off hours • Target audience 9
  10. 10. Email / Letter Best Practices • Need to build trust, credibility by end of second paragraph − Establish boni fides by relating success story / how you solved a problem • Don’t start selling – say you are interested in understanding their needs • Include a call to action − I will be calling you on….
  11. 11. Sample Email SUBJECT: I have an idea I would like to run by you….WIFM Dear ____, (My company) helps companies like Applebee’s, Outback Steakhouse, and The Cheesecake Factory increase store visits and acquire new customers. Credibility In response to the difficult economy, we have developed new data solutions that improve identification and targeting of prospective customers. I assume that as the VP of Marketing, you are looking for ways to make your direct marketing programs more effective. Relevance We would like to engage you in a conversation to see if there might be an opportunity to improve your current situation. I will be calling you on June 12th to discuss our idea with you. Don’t sell…call to action Thank you for your time and consideration. Regards, Ed Giordano 11
  12. 12. Cold Call Best Practices First response is to get you off the phone… • You must answer − Who are you? − Why are you calling me? − Why should I care? − How long will this take?
  13. 13. Phone Call Example Cold call to VP of Marketing at family restaurant chain • What to look for… − Intro (who am I, why am I calling?) − Risk mitigation − Relevance − Call to action 13
  14. 14. Objection Handling • You have to expect and welcome objections….. • Objection handling process –Example of “no need” 1. Prospect: “I’m already using (Competitor X) and I’m very happy with the results.” 2. “You know, a lot of our clients used to feel that way, however after giving ___________ (your company name) a try, they found us to be far more responsive and cost effective. You can see for yourself… just give us a try! What types of projects are you currently working on? 14
  15. 15. Trade Shows / Industry Conferences High Risk – High Reward • Prepare to Succeed! − Establish a target list − Create goals − Have a connection plan (Booth, Set meetings, Networking events, seek out − Have a pitch for each type of connection 15
  16. 16. Trade Shows / Industry Conferences • Have a pitch for each type of connection Sample Networking Conversation… 16
  17. 17. Personal Networking 90%+ of all net new customers come from referrals /warm introductions! • Business is Relationships • Invest in your Network! 17
  18. 18. Personal Networking Opportunities • Leverage personal contacts • Industry Events • Charity Work • School Functions • Social Engagements • Catch Up Calls 18
  19. 19. Personal Networking Tools • Elevator Pitch • Approach • Questions • Pay it Forward Philosophy 19
  20. 20. Research Should be done for both formal and informal networking • Google Search • Linkedin • Call someone who knows your target
  21. 21. Follow-up You MUST follow-up after every networking conversation… • Within 24 hours • Cite something specific you talked about • Re-affirm next steps commitments made • Keep it short
  22. 22. What is Social Media? 22
  23. 23. Mindset “The best cold call pitch is the one you believe in.” - Old School Sales Manager 23
  24. 24. Prospecting Summary • There is no silver bullet • Follow the rules • Employ a mix of methods • Have a winning mindset 24
  25. 25. The power of partnership. For Further Information: Call your sales rep 800.732.3440 | info@accudata.com

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