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High Profit Prospecting - Coggle Diagram
High Profit Prospecting
Positive Mindset, Inner Locust of Control.
Strategic Questions - Pages 34 & 35.
Customer Avatar
Is my product a consumable or something bought on a regular basis?
If so contacting them frequently, if not then bi/tri weekly.
Is it a routine purchase or a capital expense/major expense?
Number Of Decision Makers changes
Are my customers professional buyers who interface with many salespeople?
Keep in touch consistently.
If they're not buying from me, are they buying from someone else or not at all?
Build a relationship and educate the customer, be at the forefront of the buying process.
Are they buying what I sell from someone else?
Increase awareness, when the competitor slips up, you jump in.
Is what I sell purchased via a contract, quote or some other deadline process?
Be careful to not be played against other competitors. This is a long term game.
Are they familiar with what I sell or do I need to educate them on it?
Tailor Your Plan for Each Prospect
Use Past Reasons of Purchase to Segment your Audience.
Prospect/Suspect Segmentation
Purchase Deadline, Important Info, They Have a Need, Are a Decision Maker, Purchase Ability, RFP from Comp, Ask them to review info.
Time Management (Based on 40H)
Prospecting/Existing Accounts/Sales Calls & Proposals/Customer Follow Up & Admin
Find Strategic Buyers - It is not only about developing leads, but good leads.
After Delivering Value - Ask for a referral and introduction.
Take Care of Existing Customers
Follow Your Contact Points if they change company
Check CC'd and OoO Contacts
Check Industry Trade Associations
Go for those that serve on the boards. - Ask them about the industry don't blow smoke. - If you can't reach the board member, talk to staff that works with members.
Contact old Customers
Affiliate with other businesses
Have a list of your suppliers and contacts
Customers of Your Customers.
Find Contact Info & Identify Reason for Call.
Practices for Making Initial Contact
We want to find out info & secure a second meeting.
Referral/Connection
Key Insight/ Information
Value Statement
Early Morning and 5 After 5 Calls.
Call All Year Round - Especially During Holidays.
Start with a script and one industry/customer type. So you can learn and use that info on the following calls.
Telephone
Its about them, have energy, call!, be prepared (Customer, Gatekeeper, Voicemail), Quality Headset, Record Calls, 6 Contacts in 1 Month, Don't leave the same voicemail,
Person Answers
Gatekeeper Answers
Treat them with respect, intro yourself, ask them questions.
If stubborn - Call outside of their office hours, ask for accounts receivable dept, Change the last digit of the number, contact other locations.
Voicemail
Intro > CTA & Reason > Invitation to contact you.
12 to 18 Seconds.
Email
CTA, Benefit, Personal Connection, Time Sensitive.
Open with an Interest/Expertise/Strategic Words
Must be smartphone friendly.
Max 4 Mails Per 6 Weeks
Referrals
Ask for referrals
Connect with the referral
Keep the person who gave you the referral in the loop.
Be appreciative each step along the way.
Ask after they purchase/you show value, and follow up for more referrals every 6 to 12 months.
Blitz - Referral Req > Customer Feedback > Appreciation
Social Media
Why do I want to use them? What does my profile currently say about me?
Enterprise
What are their goals > Barriers > Timeline > Decision Makers > Risk Tolerance.
At the end of convo, ask if there are others who can give you input. Find out about their previous similar purchases. Engage all contacts you have via email. Follow up with everyone who is in CC.
When asking to speak to C suite ask for 20 mins.
Call them at the top of the hour or bottom of an hour.