All-In-One Resource for Effective Sales Prospecting

All-In-One ResourceFor Effective

SALES PROSPECTINGWith Steve Benson Badger Maps

70%Leads come from prospecting

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https://www.badgermapping.com/?utm_source=Prospecting&utm_medium=Footer&utm_campaign=Slideshare

Yet, not all the leads that match your customer profile can or should be pursued.

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that have the potential to convert

You want to invest time and efforts only on leads

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This process of identifyingpotential customers from

all the leads is called

‘Prospecting’ ‘Qualifying’ orbadgermapping.com


So, which leads should you focus on?

The once that are

M DAbadgermapping.com


They have

M - Money

A - Authority

D - Desire

to buy

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Do they have the MONEY?

● “What’s your company’s process for funding these types of investments?”

● “What are the steps in your budgeting process?”

Questions to ask:

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Do they have the AUTHORITY?

● “Who else would you consult before making the decision?”

● “Is there anybody else I should talk to?”

Questions to ask:

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Do they have the DESIRE?

● “What are the results for past solutions used to achieve goals?”

● “Are you open to a replacement?”

Questions to ask:

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Cold Emails Cold Calls Cold Canvassing

Ways to Qualify Leads

A B C

Most Prefered form of Communication

Cold EmailsA

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If you can't write your message in a sentence, you can't say it in an hour.

Any MESSAGE,

regardless of its length,

can be summarized IN ONE SENTENCE.

DIANNA BOOHER

TIP 1badgermapping.com


For Every Email:

Your only goal - Pique their interest

Your only message - Value to prospect

Your only ‘Absolute No, No’ - Appearing salesy

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Structure Of A Perfect Email

Opening Body Closing

• Strong subject line

• Tailored first line

Answer the

What’s-in-it-for-me

• Include CTA

• Keep it short

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[Name , we can help you [goal]

[Name], you’re not alone

know this about [topic of interest]

X ideas for [pain point]

10x [company] traction in 10 minute

this is a sales email

Sample Subject Lines

4

1

2

3

5

6

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use an all

lowercase

subject line

to stand out

New Message1



Hi [first name],

We’re working with [Industry] and one of their key issues is [key issue].

This past year we helped numerous companies to [insert business driver], resulting in [money saved, revenue added]

If this is something you’re challenged with too, it makes sense to get on a call. Does Wednesday, 10 am work for you? I’ve some ideas that can help.

Thanks! [your name]

Cold Email Template

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Hi [first name],




Thanks! [your name]

Template - See it in action

Prospect connects due to the tailored line

1

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Hi [first name],




Thanks! [your name]


Establishes self as an authority

2

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Hi [first name],




Thanks! [your name]


Did not assume they have a problem

3

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Hi [first name],




Thanks! [your name]


A clear Call- to- Action

4

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10 extra email Dont’s

1. Don’t trick your prospect into clicking opening mail2. Don’t apologize for your emails3. Don’t open with “ I’m xxx and work for yyy”4. Don’t say “How are you?” or “Hope you’re well”5. Don’t reference past failed attempts calls or emails6. Don’t use a weak CTA “Would love to hear your thoughts”7. Don’t attach anything8. Don’t explain all the features9. Don’t use industry jargons

10. Don’t give upbadgermapping.com


Don’t stop after the first attempt.

Follow-up.

80% of sales require 5 follow-ups

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Re-emphasize value

Share industrynews

TIP 3

Avoid the generic ‘Just checking in’ or ‘Wanted to follow up’

With each follow-up email:

Educate with content

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it takes two to tango, [Name]

appreciate your time, [Name]

[Name , trying to connect

how can I help?

did you get what you were looking for?

[Name], thought you’d like these blogs

Sample Subject Lines

4

1

2

3

5

6

Hi [first name],

In case you missed my email earlier this week, I wanted to see if you’d like to discuss how Badger can help your sales reps sell 20% more.

Here’s how XYZ was able to get 2 extra meetings per day per sales rep. [A relevant case study]

What time works best for you for a 10 minute call?

Thanks! [your name]

Follow up Email Template

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FREE Tools to check your email’s strength

Tools Checks litmus.com/gmail-tabs Which tab will your email land in- inbox or promotion?

isnotspam.com Will your email trigger the spam tool?

mailchimp.com Automated, bulk emails

goodemailcopy.com Sample good email content

Mailtester.com Is the email id in the ‘To’ field correct?

litmus.com/email-testing How does your email look in different formats?

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Want to learn more?

Get Free Sales Scripts for Handling Objections

Click the

box

20+ battlefield tested, customizable sales scripts for creating powerful sales pitches

https://www.badgermapping.com/blog/how-to-overcome-sales-objections/

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Highest chanceof getting aResponse

Cold CallsB

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Cold Calls won’t get you the kind of response you want.

But warm callscertainly will.

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You don’t have to start blank. Research.

Best tools - LinkedIn and Twitter

Company - age, size, product/service

Executive - title, targets, education



The Optimal Point

What you know

What they want to know

Use this to secure

a meetingbadgermapping.com


A small firm’s problem will be

different from a larger one

Personalize your message

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You have 8 seconds to:

Secure a meeting

Demonstrate that

you understand their pain point

if you sound awkward on the phone.

All your efforts

go to waste

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A strong opening

“Hi John, this is Steve from Badger Maps”

Pausewill instantly capture

attentionWait for them to respond

Hello

The pause makes you sound assertive and in control

prospect’s



Effective

Humor puts the prospect at ease.

A good sense of humor makes you:

Engaging Entertaining



Spontaneity conveys honesty.

If you see an opening to throw in an unscripted comment, a bit of an inside joke, or a cult reference,

TIP 4

DO IT.

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Hi [first name}, this is XXX from ABC. <Pause>

I hope I didn’t catch you at a bad time.

We help companies [one line sales pitch]

Does this in general sound interesting to you?

<Ask for permission to ask qualifying questions>

Great. Sounds like this could be a great fit. Let me send you our [marketing doc] and schedule a meeting for next week.

What works best for you - Monday 9 am or Wednesday 2 pm?

Cold Call Script

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Script- See it in action

Raise curiosity. Establish authority with the pause. 1

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Shows you respect their time. Now they wouldn’t want to be rude 2

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One line irresistible sales pitch 3

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Fit in both Follow up + CTA at the end 4

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Hi [first name}, this is XXX from ABC.

<Pause>


<Prospect - Yeah, can you call me later?>

Sure. How does 3 pm Tuesday sound? No? How about Friday 10 am?

Great! I’m sending you a calendar invite.

Cold Call Script- When they say NO

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Cold Canvassing

C

Quickest way to Qualify Leads

Expert Sales Reps use simplified storytelling

Emotions stimulate more regions of the brain than facts do.

TIP 1 to evoke emotions.

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Optimal Timing

People are happier and more receptive after they eat

10am to 12pm & 2pm to 4pm



Get Past The Gatekeeper

TIP 3

People find it difficult to be rude when you greet them by their name

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Confidence improvesyour credibility

Appropriate clothes

Genuine eye contactFirm tone of voice Smile

Good posture



Bad Example:

Receptionist: How can I help you?

You: We’re a Routing app for sales reps.

Receptionist: No, thank you, we don’t need that service

Cold Drop-ins Script

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TIP 3

The person asking the questions is the one in control

Right way:

Receptionist: How can I help you?

You: We help save sales reps close more deals

through Lead Generation. How do your sales reps

acquire customers?



“This is John from company X’

-Just say “This is John”

“How’re you doing today?”

-We all know it’s insincere

“Let me honest with you”

- Indicates a hard sell is coming up

Phrases To avoid

1

2

3

Practice brings about eloquence and mastery.

With each attempt made, you only improve.

Happy Prospecting!badgermapping.com


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All-In-One Resource for Effective Sales Prospecting

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