Prospecting

Prior Customer List (for returning campuses)

• Easiest sales to regain• Contact 2 months before they

ordered the previous year• Introduce yourself as the new

Campus Manager• Reference specific event• Make sure they are still responsible

for ordering

Prospect List• What groups should you include?

– Groups you are involved in– Groups you have friends involved in– Greek organizations– Non Greek organizations– Sports teams (intramural, varsity, club)

When to Contact Groups

• Reach out to all prospects before school starts to introduce yourself as the new CM

• Reach out to them again once school starts

• 2 months before their event that you know they are having

How to find contact information for Prospect list

• Utilize your school’s website – List of Student Organizations– Event Calendar– Date of the student organization fair

• Go to Greek Life and Student Activities office– Play the role of an interested student,

not a sales rep

• Use Facebook!!!!!

Example• The University of Virginia

– University Calendar– Date of the student organization fair– Organizations & Councils

Organization Fair• Things to bring with you to the fair:

– 1 minute pitch on University Tees– Business Cards– Sign in sheet for everyone you meet

• Name, email, phone, organization

– Promo items to give away

• What to do when your there:– Go early and stay late– Walk around to every table and meet everyone– Send follow up emails to everyone you met through

your school email address with a University Tees signature (Why?)

Panhel & IFC Meetings• Things to bring with you to the

meeting:– 1 minute pitch on University Tees– Business Cards– Snacks – Sign in sheet for representatives to fill

out• Name, email, phone, organization

– Promo items to give away– Go at least once a semester

What to say when contacting a Prospect

• Whether calling or emailing a group for the first time you want to make sure to do the following:

• Tell them who you are• Briefly tell them what University Tees does

and how you can help their group• SETUP IN PERSON MEETING

09000 2 87654321510 04 98765432103 9876543210987654321021 987654321098765432100Hours Minutes Seconds

What are your take-aways?

09000 1 87654321500 04 98765432103 9876543210987654321021 987654321098765432100Hours Minutes Seconds

What are your take-aways?