Sales Prospecting Essentials

Trucon Business DevelopmentIntroduction to Outside Sales

Session ThreeProspecting

Why Prospect? Customers go out of business – They fire you!They leave your market area - They pass awayEconomic changes create change necessities

Contracts terminate - Service issues drive changeTo keep your pipeline full



Prospecting is the process of locating potential customersSalesperson must locate the prospect

Salesperson must screen for need and authority to purchaseSalesperson must screen for ability to pay, volume requirementsSalesperson must screen for demand on the organization’s time

You may have to say NO!



You absolutely must have a clear prospect profile or demographicExamples: Industry, Size (Gross Income – Employees)

Local ownership, Corporate, Franchise or Branch location? Budget for your product, Budget year, Seasonal Sales?

Capital budget item?, Operating expense item? Within your ability to serve? – Geographically? Demand on Resources?



Your job is to prospect, prepare, present, close and build trust relationships, do not get caught up in other nonproductive

activities.Monitor you time usage carefully, use daytime business hours

for customer related activities.Do prep and database activities before 9 and after 4

Trucon Business Development

Introduction to Outside Sales


Capitalize on leads from marketingWebsite responses – Webinars - Pay per click advertising

Newsletter clicks – Printed literature responsesRadio – TV – Periodicals – E-Catalog Responses

Trade shows – Special events – Chamber activities

Trucon Business Development

Introduction to Outside Sales


Networking and Referral DevelopmentAttend and participate in events where your prospects go or

where you can build referral partners into your prospect demographic

Attend regularly – Get involved – Be visible

Trucon Business DevelopemntIntroduction to Sales


Networking ResourcesVisit: www.meetup.com for your city – Look for likely

prospects and referral partner attendanceLocal chamber of commerce – local service clubsProfessional associations – Annual conferences

Become a subject matter expert – Volunteer to speak

http://www.meetup.com/

Trucon Business DevelopemntIntroduction to Outside Sales


Have a networking plan at every eventMeet multiple people – Schedule one to one meetings with the best

potential referral partners or prospectsInstitute a software based customer resource management tool

(CRM) and diligently keep it updatedSchedule systematic follow ups with prospects based on their

responses



Use: Existing or previous customer listsBuy lists – Example - Sales Genie, Sales Force, Dun & Bradstreet

Book of lists from local city business journal – Read local business newsFree listings: Examples - Manta, Yelp, Trade association websites

Search the internet using: Google, Bing, Yahoo, ExplorerAsk your customers for referrals



Be consistent and professionalBusiness cards – Letterhead – e-mail sign off

Attire – Introduction – Stationery – Printed materialsPhone demeanor – Website – Social media presence

Advertising – Invoices – OfficePersonal demeanor – Upbeat and positive



Territory, Account, Rep Agency and Regional ManagersDevelop a strong 80/20 perspective

80% of your business typically comes from 20% of the customers

Use past history sales data and known market metrics on consumption to determine your focus



Social Media efforts: For the independent business owner with no internal marketing department

Optimize your website Be active (4-6 times a week) with Facebook, Linkedin, Twitter

or other sites pertaining to your businessHave a blog that supports your business with relevant news



Your conduct must generate a know, like and trust reputationHave a strong differentiation message

Don’t push the prospect – It rarely worksBe persuasively persistent, not aggressive

Sales Prospecting Essentials

Business

Transcript of Sales Prospecting Essentials