Prospecting Strategies

Account Relationship Building/UpsellReferralsSocial Networking and EventsTargeted Prospecting CampaignCold CallingSending Mass-mailing/e-blastsRelying on Advertising and Marketing

Turn up the heat!

Numbers Game Funnel - Cold to Close

Emails/Dials/Drop InsMeaningful Conversations

PresentationsProposals

Closed Deals

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What can you do to help the sales team?

ReferralsExamplesIntroductionsReferencesTestimonials

5 Reasons to Conduct Pre-approach research

1. Identify qualified buyers2. Take existing accounts to a higher-level3. Increase the likelihood of getting

appointments from prospecting4. Save BSM & Client time5. Present an image of an informed

consultant rather than a salesperson

Amateurs Wing It - Professionals Research & Organize

Jeffrey Gitomer: Sales BlogGary Vaynerchuk: Jab, Jab, Jab, Right Hook

What is the attention span of a Goldfish?

Listen up!!! Create a Credibility Statement!

1. Cite general benefits BSM provide that relate to the buyer’s needs.

2. Give results of how specific clients have benefitted.

3. Suggest that similar benefits are possible.4. Transition to the next step.

Thanks!

Now sale to infinity and beyond!