Please enable JavaScript.

Coggle requires JavaScript to display documents.

Fanatical Prospecting by Jeb Blount CH15 - CH23 - Coggle Diagram

- - - - Call early or late
      - Leverage social media
      - meet them in person
      - Send an email
      - Send a hand written note
- - - - People don't car what you want only what they want
        Avoid - I want to talk about my product
        show you what we offer
        tell you about - all about pitching
      - Craft a short compelling message that connects emotionally with them -
        learn more about
        share some insights
        share some best practices
        gain an understanding of your situation
        see how we might fit
        etc.
    - - ask for the info
        ask for an appointment day and time
        for sales conversation as open ended question
      - Get to a YES / No / Maybe fast
- - - - Short phrase to give your brain time to catch up
    - - Agree with the prospect
    - - Ask for what you wanted on the call in the first place
  - - - Not interested
      - Don't have the budget
      - Too busy
      - Send information
      - Overwhelmed
      - Just looking (inbound leads)
  - - - Said reflexively no thought needed
        
        such as
        We're happy
        We're all set
        I'm not interested etc.
    - - Said so that there is no conflict
        nicer way of saying no
        
        Call me later
        send over some information
        call me back next month
    - - More truthful & logical usually with a because
        
        we already signed a contract
        our budgets have been locked down
- - - - Always be learning
        Live as if we will die tomorrow, learn as if you will live forever
      - Outlearn = Outearn
    - - Workout
      - Sleep
      - Eat healthy
    - - How do you plan to get what you want
      - how bad do you want it?
      - what do you want
    - - Expect to win
      - Believe everything happens for a reason - how can i learn from this
      - Positive attitude
        
        Find people with good attitudes
        
        Positive self talk
        
        Change your input to positive stuff
        
        Change your focus - you are not defined by what happens to you but by how you deal with it
- - - - Familiarity gets your email opened
      - Your subject line must scream OPEN ME
        
        3 Common mistakes
        
        1: Too long
        Keep subject lines shorter than 40 - 50 characters
        
        2: They include questions
        Use action words and directive statements
        eg. "3 reasons why ABC chose us" or
        Jeb Blount said we should talk
        
        3: They're impersonal or boring
        connect your subject line to an issue your prospect is facing especially if it is emotional or stressful or compliment them on a recent achievement eg.
        Loved your book or congrats on new job etc
    - - must be planned and targeted and personal
        Compel the recipient to take an action
    - - Dont send bulk email
        
        Avoid attaching images
        
        avoid links
        
        avoid attachments
        
        skip spammy words
        
        dont send to too many people at one company at once
        
        dont send too many emails to one person
        
        scrub bounces from CRM
        
        Be careful with sensitive industries