seven essential steps to turn a prospect into a … essential...seven essential steps to turn a...
Post on 26-Jul-2020
9 Views
Preview:
TRANSCRIPT
Seven Essential Steps To Turn A Prospect Into A Customer
Gregory P. Muzzillo, Sr. Founder of Proforma greg@proforma.com
Create Wealth
Create Wealth
Wealthy
A Little About You
A Little About Me
A Little About Me - 1978
A Little About Me - 1985
A Little About Me - 1985
Marketing Supplier
Relations
Collections
Banking
Marketing
Credit
Collections
IT
Sales
Training
Importing
Billing Computer
Systems
Company
Stores
Accounting
Recruiting
Sales
Tools
Had a vision of independent distributor owners sharing:
1. Sales Tools and Marketing Programs
2. Purchasing Clout with Suppliers
3. Complete Back Office Support
A Little About Me - 1986; Created the Proforma Network
A Little About Me - 1985
Marketing Supplier
Relations
Collections
Banking
Marketing
Credit
Collections
IT
Sales
Training
Importing
Billing Computer
Systems
Company
Stores
Accounting
Recruiting
Sales
Tools
A Little About Me - 1985
Over 720 Members sharing: 1. Award Winning Sales & Marketing Tools and Programs.
2. Purchasing & Service Clout of a $450 Million
Dollar Organization.
3. One Back Office Providing World Class Accounting,
Cash Flow and Technology Support.
A Little About Me - 1986; Created the Proforma Network
A Little About Me – Proforma Today
A Little About Me – Proforma Today
2014 Proforma Highlights • 15 Owners qualified for the Inc. magazine prestigious list of the 5,000 fastest
growing businesses
• 18 Owners made our Million Dollar Club* for the first time
• 10 Owners made our Multi-Million Dollar Club* for the first time
• 2 Owners made our $5 Million Dollar Club* for the first time
• 2 Owners made our $10 Million Dollar Club* for the first time
• 1 Owner made our $25 Million Dollar Club* for the first time
• 6 Owners closed $1 million dollar+ acquisitions with the help of our Proforma Acquisitions Team
• 14 Owners closed $1 million dollar+ programs with the help of our Proforma Global Major Accounts Team
• 8 Owners hired $1 million dollar+ sales reps with the help of our Proforma Recruiting Team
* Proforma Owners who have had sales of more than $1, $2, $5, $10, and $25 million respectively during a calendar year. See Item 19 of our FDD.
Seven Essential Steps To Turn A Prospect Into A Customer
Gregory P. Muzzillo, Sr. Founder of Proforma greg@proforma.com
A Few Observations
Opportunities for More Sales are Everywhere
You are 1 or 2 hours from $250 million to $2 billion
in business.
And these businesses are very easy
for you to approach.
What’s the Number 1 reason most people never get wealthy in
this business?
Hint: It’s something very, very
frightening
What’s the Number 1 reason most people never get wealthy in
this business?
NO
What Business are We In
KNOW, LIKE & TRUST
NO
KNOW,
LIKE
&
TRUST
First, the ‘Why to’… Then, the ‘How to’
If you want to succeed beyond your wildest
dreams…
You must have big wild dreams!
What are YOUR big dreams?
Dream Big
Only 4 Ways to Grow Your Business
• Earn new customers
• Sell more to your current customers
• Hire and manage sales reps
• Buy out your competition
Seven Essential Steps To Turn A Prospect Into A Customer
Gregory P. Muzzillo, Sr. Founder of Proforma greg@proforma.com
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
• Identify Qualified Prospects
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
• Identify Qualified Prospects
• Create Awareness
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
Identify Qualified Prospects Market and Business Prospect Analysis
Identify Qualified Prospects
• Promotional products industry in North America = $20 Billion
Market and Business Prospect Analysis
Identify Qualified Prospects
• Promotional products industry in North America = $20 Billion
• Commercial print industry in North America = $180 Billion
Market and Business Prospect Analysis
Identify Qualified Prospects
• Promotional products industry in North America = $20 Billion
• Commercial print industry in North America = $180 Billion
• Promotional products = $350 per white collar employee
Market and Business Prospect Analysis
Identify Qualified Prospects
• Promotional products industry in North America = $20 Billion
• Commercial print industry in North America = $180 Billion
• Promotional products = $350 per white collar employee
• Promotional products + printing = $3,500 per white collar employee
Market and Business Prospect Analysis
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
How to Create Awareness
1) Make people aware of who YOU are • Presence on LinkedIn
• Presence on Facebook
• Website should represent who you are and what you do
• Understand your elevator pitch
• Always have business cards and sales tools ready
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
How to Turn a Cold Call into a Warm Call
• Sales Automation, aka Proforma Pete
• Appointment Setting Program
• Field Calls
• iTunes Gift Card Offer
OR
How to Turn a Cold Call into a Warm Call
OR
• Sales Automation, aka Proforma Pete
• Appointment Setting Program
• Field Calls
• iTunes Gift Card Offer
• How to conduct a Field Call
How to Turn a Cold Call into a Warm Call
• How to conduct a Field Call
How to Turn a Cold Call into a Warm Call
How to Turn a Cold Call into a Warm Call
• How to conduct a FUN Field Call
How to Turn a Cold Call into a Warm Call
• How to conduct a FUN Field Call
How to Turn a Cold Call into a Warm Call
How to Turn a Cold Call into a Warm Call
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
How to Secure a First Appointment
• Just ask for 10 minutes of their time • Note Card Message:
• I recently dropped off a card to introduce myself and the variety of print, promotional product and related services Proforma offers. If you give me 10 minutes of your time as an introduction, I will give you a $10 iTunes gift card to say ‘Thank you’.
How to Secure a First Appointment
• Just ask for 10 minutes of their time • FUN Card Message:
• I recently sent you card that I hope made you laugh and maybe realize just one of the differences in Proforma. If you can clear just 10 minutes of time on your calendar to talk about my print, promotional product and related services, I’ve got a $10 iTunes gift card with your name on it.
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
How to Conduct a Great First Appointment
PURPOSE of the first appointment:
• To inform people who we are and what we do
• To learn about the prospect
• To create a relationship
• To earn an opportunity to work on a project to quote
• To determine next steps and follow-up
How to Conduct a Great First Appointment
• Show ‘n Tell • Listen and Learn
No one cares how much you know, until they know how much
you care.
How to Conduct a Great First Appointment
How to Conduct a Great First Appointment
How to Conduct a Great First Appointment
How to Conduct a Great First Appointment
How to Conduct a Great First Appointment
• Thanks for your time today. As I promised you... here’s your iTunes card.
• I did some research on (name of company) and I want to congratulate you (or tell you how impressed I am) with… name 3 things.
How to Conduct a Great First Appointment
May I ask... (now you want to ask at least 3 questions in the following areas:
• 1 clarifying question about the company
– Its key products / path to market / key near term goals
• 1 question about the person’s key roles and responsibilities
– It’s okay to even ask... “may I ask your key roles and responsibilities”
• 1 question about some of their key near term goals for their department
How to Conduct a Great First Appointment
• Then transition - say “Great... thanks for the information... Now I would like to give you an overview of Proforma and then talk about how we may be able to help you and (name of company).
• Then give them the sales presentation brochure and begin your presentation.
• The KEY is the dialog that should follow.
• Always end with next steps, commitments and dates.
• REMEMBER: If you go over about 12 – 15 minutes... you should say, “I know I promised to only take 10 minutes of your time... is it ok if we continue?”
How to Conduct a Great First Appointment
How to Conduct a Great First Appointment
How to Conduct a Great First Appointment
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
How to Follow Up
• Make sure to take good notes
• Determine the next steps
• Agree to those next steps with the people you meet
• Mark dates of actions on notes
• Put the company name on the calendar date to follow up
How to Follow Up
• People buy from people they know, trust and like.
• Making a commitment and doing what you said you would do will help people trust you.
How to Follow Up
How to Follow Up
• Take notes on your sales call • Write the dates on your calendar
Seven Essential Steps To Turn A Prospect Into A Customer
• Position for Yourself Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Three Words You Need To Know To Be A Marketing Expert
• Awareness
• Trial
• Commitment
Plan
“If you don’t plan your day… someone else
will do it for you.”
Plan
• Every Day
• Every Week
• Every Month
• Every Year
3 Steps to Planning
•Plan
3 Steps to Planning
•Plan •Execute
3 Steps to Planning
•Plan •Execute •Evaluate
3 Steps to Planning
Every Day
Every Day
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Dream Big
Seven Essential Steps To Turn A Prospect Into A Customer
• Position Yourself for Maximum Success
• Identify Qualified Prospects
• Create Awareness
• Turn a Cold Call Into a Warm Call
• Secure a First Appointment
• Conduct a Great First Appointment
• Follow Up
Seven Essential Steps To Turn A Prospect Into A Customer
Gregory P. Muzzillo, Sr. Founder of Proforma greg@proforma.com
top related