GETTING SALES ON TARGETDavid Branch

By Remote-Backup.com

Prospecting 1 of 3

Taking Small Bites

ON TARGET

Prospecting

New series of Webinars from RemoteBackup Systems.

Webinars will be geared toward impactingnew business for our Service Providers.

ON TARGET

Quotes

Don’t sell life insurance. Sell what life insurance can do.-Ben Feldman

ON TARGET

PROSPECTING “TAKING SMALL BITES”

Remote Backup Systems

ON TARGET

Prospecting/Opportunity Generation2 Types of

Prospecting

Both are worth their weight in gold

Lead Generation is just THAT. Names on paper or a computer screen.I’m certain that they will get an email.

Prospecting

What is the differences in Lead Generation and Prospecting?

Prospecting is the ability to speakwith someone who may or may nothave a need.Prospecting takes opportunities andmakes them customers or Not.

I’m not asking you to start a funnel system but I will be using it while we discuss prospecting.

For those who have never been introduced to the funnel system along with sales, I will explain.

Prospecting

Keep the last 2 points in mind but I need a few minutes on Funnel generation and development.

Very simple - you put opportunities in the top and revenue comes out the bottom.

My problem with this is that bad opportunities are sometimes lost in the funnel.

I want to get those out as fast as the revenue so I can reload.

Prospecting

Understanding The Funnel System

GETTING SALES ON TARGETDavid Branch

By Remote-Backup.com

Questionnaire

ON TARGET

Self EvaluationWho handles prospecting in your company?

What is keeping you from prospecting?

Lack of lead sources?Don’t know the product well enough?Don’t have handouts?Don’t think it will work for you?Just plain fear?

It is a proven fact that nobody likes prospecting.

That’s why many wait for the phone to ring, yet it doesn’t.

Prospecting

Find what works for you and your Company

To set the stage I am pretending thatI am a company that sells to medical,Dental, and accounting firms within 75Miles of my office.

I own a 5 person company with my partner, and we are very diverse yet have a loyal client base. We are spread too thin yet can handle new clients.

Prospecting

The stage is set.

We do very little, if any, prospecting.

ON TARGET

Famous Quotes

I do not think there is any other quality so essential to success of any kind as the quality of perseverance. It overcomes almost everything, even nature. John D. Rockefeller

A defined strategic company goal to visit 3-5 new opportunities each week.

Identify a market like Medical offices.Identify the person who makes the calls.Identify the person for the follow-up calls.Customer reference.Google Maps.Something to Leave.Positive attitude.

Prospecting

Things you need for this project

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Prospecting/Opportunity GenerationGreat Words for Prospecting

What we have found is …..

Dr. Roberts has been using our Solution for years

Reliable restore of data.

But what would happen if you lost your systems.

Words Not to Use Prospecting

Catastrophe

Devastation

Tragedy

Cataclysm

Calamity

Disaster

Something given to one of your team members for accomplishing something that benefits the/your company.

Rewards

I want to take a second on Rewards – we will come back to it later.

Great Example:

Keep a few gift cards in your deskfor places families like to eat.

Not McDonalds

Project Leader identifies the medical facilities within 25 miles of office.

Try Google maps – find area and type medical businesses. Bingo.

You now have indentified businesses that can use your service.

Determine which ones you can visit every day while going to a customer call.

Prepare you introduction.

Prospecting

The Project - Homework

GETTING SALES ON TARGETDavid Branch

By Remote-Backup.com

Questionnaire

ON TARGET

Self EvaluationHave you identified and researched your market?

Have you identified and researched your competition?

Do you have the tools to do proper research?

Do you know what your prospects are using now,instead of your service?

Do you know how your service can solve aproblem for your prospect?

First have a handout and the prepared first impression like:

My name is Tom with ABC Computing. We provide IT services and a remote backup solution to the medical offices within our coverage are.

Do you personally know Dr. Long? He has been relying on our backup protection for 3 years now. We are looking to bring that solution to others at this point.

Would you be my contact point for an explanation of this solution?

You take it from there.

Prospecting

The Project – The Calls

ON TARGET

PROSPECTING PROJECTRemote Backup Systems

ON TARGET

Famous Quotes

Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.

William Clement Stone

If the contact says that it will be handled by the Doctor, ask to speak with him or make an appointment then.

If all goes well, have someone from your office contact them regarding your solution.

Keep in mind that they can make a decision fast – yes or no.

Prospecting

The Project – The Calls

Other things to do: If the call goes bad, or there is no need for your service, save that name somewhere so you do not call again. Continue your prospecting.

Remember the funnel. You now have names going in, and if there is no need, they are going out.

Prospecting

The Project – The Calls

Keep in mind that references and testimonials will always assist in moving from a prospect to a customer.

If you have a live opportunity – call 2-3 times a week while it is hot.

Come-on! Everyone can carve out 15 minutes a day for prospecting.

Prospecting

The Project – The Calls

ON TARGET

Famous Quotes

I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.

Estée Lauder

GETTING SALES ON TARGETDavid Branch

By Remote-Backup.com

Questionnaire

ON TARGET

Self EvaluationDo you really believe that prospecting will work?

Do you have a CRM system to track prospecting?

Are you excited about your service?

Do you read sales training books?

ON TARGET

SUMMARYRemote Backup Systems

ON TARGET

In your call you must give a customer story in the market you choose to prospect.

Summary Layout

Crawl, Walk, Run and remember the funnel system.Remember that a new prospect is only a Google map away.It takes 10 minutes to find a new opportunity before going on a client call. Heck maybe 2 stops.

Have someone else contact for the follow-up call.

Give rewards to those who assist

Prospecting – Taking small bites

ON TARGET

Famous Quotes

Get Everyone involved in prospecting

David Branch“Crazy Dave”

GETTING SALES ON TARGETDavid Branch

By Remote-Backup.com

Questions and Answers