Creative Prospecting Methods -
Transcript of Creative Prospecting Methods -
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Creative Prospecting MethodsCreative Prospecting Methods
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Is Your Day Like This
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Is Your Day Like This
Remember DD commercial – “Time to make the donuts?”
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It is Scary Out There
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Whatever You Do – Don’t be Him
Hey, I only want to sell referrals. Who do you know? I know I have asked every time we have seen each, but…
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It Isn’t Always Like This
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The Truth, to Grow We Must Keep Getting Leads
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No More Leads=No More Growth
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Standard Prospecting Methods
• Telephone Prospecting• Calling from a list• Keep track of your ratios
• Hot Knocking• Develop a route – around your appointments• Keep track of your ratios
• Referrals
• Direct Mailing• It doesn’t cost – it pays! $2.87/piece• Keep track of your ratios
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Creative Prospecting Methods
• Stuffing• Buildings – every door• Home Depot parking lot• Doctors parking/Doctor’s mail
• Belonging/Joining an Association(s)• Vertical Market – go to dinners, get many leads here
• Belonging/Joining a Chamber of Commerce• Village/town/city – Be on New Member Committee, get to know everyone
• Belonging/Joining Networking/Lead Groups• BNI/LeTip/Networking after work
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Creative Prospecting Methods
• Business Consultants• CPAs – If you sell a business service, this is a strong referral
• Bankers• Business Lenders – They deal with business owners everyday
• Newspapers/Classifieds – Who is Growing and Looking to Grow
• Display Ads – How much money will they invest to grow? Prepay?• Promotions – New responsibilities for a new position, need a win
• Internet Job Boards
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Creative Prospecting Methods
• Trucks• Phone Number• Number of locations• Headquarters
• Junk Mail – Who is growing?
• LinkedIn Participation/Contacts
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Creative Prospecting Methods
Which Ones Do You Use?