Prospecting Best Practices

Data Mining: Annual Report, Contact Us, Find Locations; I.D. C-Level Executives

Knowledge is Key: Research Social Media, Yahoo/Google Finance.

Seek prospect accomplishments, magazine articles to reference.

Know prospects competition (Pro’s & Con’s)

Copy & paste info into spreadsheet or word file & build mapping .

Prospect Data Mining

Old fashioned detective work…

Call main phone switch ask for various C level or VP level people in IT.

Engage Gatekeeper: Don’t waste time on Gatekeeper.

Act Lost: Use automated directory get through to any departments to get transferred; Phone systems typically use *8, *0 or 0 to get back to the directory.

Purposely dial one number up or down from the extension you are looking for and ask for the person you intend on contacting.

Rules of Engagement

Hi, this is (Name) with Intelligent Automation. We are

a NJ based Automation & Networking systems integrator.

We assist companies by integrating best of bread solutions

for building Automation, Media Centers, Security &

Surveillance & Network Services. Our team members have

and average of 20 years of experience in the industry

designing & building enterprise IT solutions. We would like

to schedule a brief conversation so we can discuss your 2013

initiatives, introduce our company & see if there is fit.

Which is better for you, Tuesday at 3pm or Thursday at

10am.

Cold Calling Introduction

Qualify decision makers & directors of IT, email address, extensions.

Send email meeting invitation, re-cap conversation in body of email, suggest alternate date “if that is not convenient”.

Attach product line of interest information.

Schedule dual reminder on meeting.

Confirmation

Sample Mapping Results

Assessment

Strategic Customer Profile

Name Date

Address Account Executive

Services Requested Security Audio Lighting VirtualSolutions Other Active Customer Yes/No

Yes/No Yes/No Yes/No Yes/No Yes/No Target Account Yes/No

OTHER: Business Sector

Current Vendors IA Account Number:

Contact: Title: Phone

Email: Fax

Additional Contacts DM CEO

CFOCOOSecretarySpouseChildrenPresidentDean

Payment Terms (Days)

PRODUCTS PRESENTED NOTES QUOTE

Adtran

Saltos

Visio

Aruba Wireless

Ubiquities

Client Concerns

Sales Cycle

Strategy

Relationship Management