Upload
gary-d-seale
View
166
Download
0
Embed Size (px)
Citation preview
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
Trucon Business DevelopmentIntroduction to Outside Sales
Session ThreeProspecting
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!
Trucon Business DevelopmentIntroduction to Outside Sales
Session ThreeProspecting
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?
Trucon Business DevelopmentIntroduction to Outside Sales
Session ThreeProspecting
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
Session ThreeProspecting
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
Session ThreeProspecting
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
Session ThreeProspecting
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
Trucon Business DevelopemntIntroduction to Outside Sales
Session ThreeProspecting
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
Trucon Business DevelopmentIntroduction to Outside Sales
Session ThreeProspecting
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
Trucon Business DevelopmentIntroduction to Outside Sales
Session ThreeProspecting
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
Trucon Business DevelopmentIntroduction to Outside Sales
Session ThreeProspecting
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
Trucon Business DevelopmentIntroduction to Outside Sales
Session ThreeProspecting
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
Trucon Business DevelopmentIntroduction to Outside Sales
Session ThreeProspecting
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