Marketing to corporates

The In-office Referral Program.

Marketing to CorporatesCopyright 2010 Enterco www.enterco.co.uk

Speech Notes - Slide 1

1. [Title] Marketing to GiantsMarketing to Giants1

Welcome to the Marketing to Corporates program.All the examples you see in this program have been used by me for a real client. This program has been put together off the back of over a decade of my prospecting experience. I have produced appointments with some of the biggest and best organisations in the world for the companies I have worked with.Companies like BP, AXA, Volkswagen, HSBC, HBOS, Lloyds TSB, RBS, Prudential, Wall-Mart(ASDA), Tesco's, Sainsbury's, Virgin and the list goes on.Copyright 2010 Enterco www.enterco.co.uk


1. [Title] Welcome to the Marketing to Giants program.Welcome to the Marketing to Giants program.

2. [Content Placeholder 2 Par: 1] All the examples you see in this program have been used by me for a reel client.All the examples you see in this program have been used by me for a reel client.

3. [Content Placeholder 2 Par: 2] You will be able to add your own messages in the work books to build your own access vehicles to the organizations you want to work with.You will be able to add your own messages in the work books to build your own access vehicles to the organizations you want to work with.

4. [Content Placeholder 2 Par: 3] This program has been put together off the back of over a decade of my prospecting experience. I have produced appointments with some of the biggest and best organizations in the world for the companies I have worked with.This program has been put together off the back of over a decade of my prospecting experience. I have produced appointments with some of the biggest and best organizations in the world for the companies I have worked with.

5. [Content Placeholder 2 Par: 4] Companies like BP, AXA, Volkswagen, HSBC, HBOS, Lloyds TSB, RBS, Prudential, Wall-Mart(ASDA), Tesco's, Sainsbury's, Virgin and the list goes on.Companies like BP, AXA, Volkswagen, HSBC, HBOS, Lloyds TSB, RBS, Prudential, Wall-Mart(ASDA), Tesco's, Sainsbury's, Virgin and the list goes on.2

ContentsProducing the Ultimate reason to meet.Building the Ultimate reason to meet.Building your wish list.Working from the top down.Ideas of vehicles, you can use to get the appointment.What next if you dont produce an appointment. Stay in touch. Prospecting Path Steps.How to implement improvement.

Copyright 2010 Enterco www.enterco.co.uk


1. [Title] ContentsContents

2. [Content Placeholder 2] Producing the Ultimate reason to meet. Building the Ultimate reason to meet. Building your wish list. Working from the top down. Getting past the gatekeeper. The Referrals voicemail. What to say to get the appointment. Ideas of vehicles, you can use to get the appointment. What next if you don't produce an appointment. Stay in touch. Prospecting Path Steps. How to implement improvement. Producing the Ultimate reason to meet. Building the Ultimate reason to meet. Building your wish list. Working from the top down. Getting past the gatekeeper. The Referrals voicemail. What to say to get the appointment. Ideas of vehicles, you can use to get the appointment. What next if you don't produce an appointment. Stay in touch. Prospecting Path Steps. How to implement improvement.3

My Claim This program will enable you to successfully call and book high-level executive appointments with the organizations you would like to work with. This program will eliminate the biggest obstacle in making the appointment (the political obstacle).You will embrace this program enthusiastically, because it will produce more opportunities than any other program.



1. [Title] My ClaimMy Claim

2. [Rectangle 3 Par: 1] This program will enable you to successfully call and book high-level executive appointments with the organizations you would like to work with.This program will enable you to successfully call and book high-level executive appointments with the organizations you would like to work with.

3. [Rectangle 3 Par: 2] This program will eliminate the biggest obstacle in making the appointment (the political obstacle).This program will eliminate the biggest obstacle in making the appointment (the political obstacle).

4. [Rectangle 3 Par: 3] You will embrace this program enthusiastically, because it will produce more opportunities than any other program.You will embrace this program enthusiastically, because it will produce more opportunities than any other program.4

Your Reaction.Not unlike you prospective clients you have heard it all before.Your thinking Prove it.Show me the proof.



1. [Title] Youre Reaction.Youre Reaction.

2. [Rectangle 3 Par: 1] Not unlike you prospective clients you have heard it all before.Not unlike you prospective clients you have heard it all before.

3. [Rectangle 3 Par: 2] Your thinking Prove it.Your thinking Prove it.

4. [Rectangle 3 Par: 3] Show me the proof.Show me the proof.5

My Proof.It is estimated that typical success rates of cold calling are at a rate of 2 5%.Most companies do not know which organizations they want to contact we will hit that business sector.Most companies have no real process for prospecting, so results are varied. Most importantly it takes an average of 5 attempts to get an appointment.Copyright 2010 Enterco www.enterco.co.uk


1. [Title] My Proof.My Proof.

2. [Rectangle 3 Par: 1] It is estimated that typical success rates of cold calling are at a rate of 2 5%.It is estimated that typical success rates of cold calling are at a rate of 2 5%.

3. [Rectangle 3 Par: 2] Most companies do not know which organizations they want to contact we will hit that business sector.Most companies do not know which organizations they want to contact we will hit that business sector.

4. [Rectangle 3 Par: 3] Most companies have no real process for prospecting, so results are varied.Most companies have no real process for prospecting, so results are varied.

5. [Rectangle 3 Par: 4] Most importantly it takes an average of 5 attempts to get an appointment.Most importantly it takes an average of 5 attempts to get an appointment.6

My Proof Why traditional cold calling fails.Calling the wrong levelFocusing on peoples greed (newer, better, faster, cheaper)Not providing proof to back up there statements.The value proposition (newer, better, faster, cheaper) provides no valid business reason to meet.



1. [Title] My Proof Why traditional cold calling fails.Why traditional cold calling fails.

2. [Rectangle 3 Par: 1] Calling the wrong levelCalling the wrong level

3. [Rectangle 3 Par: 2] Focusing on peoples greed (newer, better, faster, cheaper)Focusing on peoples greed (newer, better, faster, cheaper)

4. [Rectangle 3 Par: 3] Not providing proof to back up there statements.Not providing proof to back up there statements.

5. [Rectangle 3 Par: 4] The value proposition (newer, better, faster, cheaper) provides no valid business reason to meet.The value proposition (newer, better, faster, cheaper) provides no valid business reason to meet.7

My ProofWhy Executives Grant AppointmentsCopyright 2010 Enterco www.enterco.co.uk


1. [Title] My Proof Why Executives Grant AppointmentsWhy Executives Grant Appointments

2. [Object 3] Object 3 Cliparound 5% of executives will grant an appointment off the back of a cold call.12% will if you send information and then cold call.forty % of executives will take an appointment if a referral comes in from outside their company.and a massive 83% will take an appointment if they get a referral from inside their company.8

My ProofWhy this program results in appointmentsCopyright 2010 Enterco www.enterco.co.uk


1. [Title] My Proof Why this program results in appointmentsMy Proof Why this program results in appointments

2. [Object 3] Object 3 ClipWe now know that 83% of executives will take an appointment if they get a referral from within their company.however a higher 87% of executives will agree to an appointment if the referral comes from higher up in the company.and 92% will take an appointment if they have a referral from higher up and the opportunity to seel benefital information they can use. 9

My Proof

It can take over 5 attempts to get an appointment.

With that in mind over 70% of all salespeople will give up after only one rejection. 15% will try two times . 10% will try three. Only 5% will try four or more times.So remember it can take over 5 attempts before we get an appointment.



1. [Title] How many attempts does it take to get an appointment How many attempts does it take to get an appointment

2. [Body Par: 1] It can take over 5 attempts to get an appointment.It can take over 5 attempts to get an appointment.

3. [Content Placeholder 4 Par: 1] With that in mind over 70% of all salespeople will give up after only one rejection. 15% will try two times . 10% will try three. Only 5% will try four or more times.With that in mind over 70% of all salespeople will give up after only one rejection. 15% will try two times . 10% will try three. Only 5% will try four or more times.

4. [Content Placeholder 4 Par: 2] So remember it can take over 5 attempts before we get an appointment.So remember it can take over 5 attempts before we get an appointment.10

Producing the Ultimate reason to meet.

Why It is so hard to meetFirst of all, a whopping 90% are not interested in your product or service at all.So for most companies only between 4% and 10% of their market is prepared to look at what they have to offer.Now because of this the chances are that all your competition will be selling and meeting with the same10%. This means your prospects have listened to a similar message from your competition. Would you like to listen to the same info over and over again?



1. [Content Placeholder 11 Par: 4] This means your prospects have listened to similar message from your competition. Would you like to listen to the same info over and over?This means your prospects have listened to a similar message from your competition. Would you like to listen to the same info over and over again?11

Producing the Ultimate reason to meet.What to do to Create the ultimate reason to meetYou can give the prospects the chance to see information and experts (you) that they would normally have to pay for. Consultants cost a fortune and if you give a educational meeting you are the expert not just another company that wants their business.Look at data and trends relating to your industry to build first class info. The info must be useful to your prospects and also show a solid business case for your company.Put the info into an educational briefing format.Give it to your prospects with no strings attached.



1. [Body Par: 1] What to do to Create the ultimate reason to meetWhat to do to Create the ultimate reason to meet

2. [Content Placeholder 4 Par: 1] You can give the prospects the chance to see information and experts (you) that they would normally have to pay for.You can give the prospects the chance to see information and experts (you) that they would normally have to pay for.

3. [Content Placeholder 4 Par: 2] Consultants cost a fortune and if you give a educational meeting you are the expert not just another company that wants their business.Consultants cost a fortune and if you give a educational meeting you are the expert not just another company that wants their business.

4. [Content Placeholder 4 Par: 3] Look at data and trends relating to your industry to build first class info. The info must be useful to your prospects and also show a solid business case for your company.Look at data and trends relating to your industry to build first class info. The info must be useful to your prospects and also show a solid business case for your company.

5. [Content Placeholder 4 Par: 4] Put the info into an educational briefing format.Put the info into an educational briefing format.

6. [Content Placeholder 4 Par: 5] Give it to your prospects with no strings attached.Give it to your prospects with no strings attached.12

Producing the Ultimate reason to meet.What can be achieved by offering an educationBe positioned asan expert in the eyes of your prospects and clients.Dramatically improves the influence you have with your prospects.The market data builds a case making your product or service more important.Shows information that positions you above all of your competitors.Improves the communication experience between you and your prospects. Builds a sense of urgency that makes your prospect move things forward more quickly Creates more loyalty toward you over everyother competitor.Makes it easier to up-sell to existing clients.



1. [Content Placeholder 4 Par: 6] Builds a sense of urgency that makes your prospect move things forward more quickly Builds a sense of urgency that makes your prospect move things forward more quickly 13

Building the Ultimate reason to meet.

How To find and use data and trends.

You will want to research back 20 to 30 years if possible if not as far back as you can.Look for stats that shows what is going on in your market that could be bad news to your prospects.Relate this data to your product and service and show how you could help them avoid or improve on the problems you have uncovered.Talk to your clients and find out what prompted them to use a organisation like yours, also find out how things have improved since using your product or services.In simple terms you are looking for what market trends support the need for your organisation.



1. [Body Par: 1] How TO find and use data and trends.How TO find and use data and trends.

2. [Content Placeholder 4 Par: 2] Look for stats that shows what is going on in your market that could be bad news to your prospects.Look for stats that shows what is going on in your market that could be bad news to your prospects.14


How to find and use data and trends.Some ideas of researching Resources

The Internet.Research companies.Your clients.Calling your prospects with a questionnaire.Your company records.Other companies related to your own market.Government figures.



1. [Body Par: 2] How to find and use data and trends.How to find and use data and trends.

2. [Body Par: 3] Some ideas of researching ResourcesSome ideas of researching Resources

3. [Content Placeholder 4] The Internet. Research companies. Your clients. Calling your prospects with a questionnaire. Your company records. Other companies related to your own market. Government figures.The Internet. Research companies. Your clients. Calling your prospects with a questionnaire. Your company records. Other companies related to your own market. Government figures.15


How long should it last.

The meeting should last between 20 to 45min. Remember if it is good your clients and prospect will have questions. They may also feel that they would like to move things forward with you so you will probably be in the meeting for longer.



1. [Content Placeholder 4] The meeting should last between 20 to 45min. Remember if it is good your clients and prospect will have questions. They may also feel that they would like to move things forward with you so you will probably be in the meeting for longer.The meeting should last between 20 to 45min. Remember if it is good your clients and prospect will have questions. They may also feel that they would like to move things forward with you so you will probably be in the meeting for longer.16

Building your wish list.

Who are your top prospectsThey are the wealthiest prospects who have the money and the greatest sphere of influence. If you send them an offer every single month without fail, within a year, they will know who you are. This is something your competition dreams of.If you sell to the business-to-business market, it's usually fairly clear that your top prospects are, the biggest companies. So what are you doing, every month to let these companies know who you are?There's no one you can't get to as long as you constantly market to them, especially after they say they're not interested. People will not only begin to respect your persistence, they will begin to feel that they should listen to you.This doesn't happen right away, but even the most judgmental executive or prospect begins to respect you when you refuse to give up.



1. [Body Par: 1] Who are your top prospects?Who are your top prospects?

2. [Content Placeholder 4 Par: 1] They are the wealthiest prospects who have the money and the greatest sphere of influence. If you send them an offer every single month without fail, within a year, they will know who you are. This is something your competition dreams of.They are the wealthiest prospects who have the money and the greatest sphere of influence. If you send them an offer every single month without fail, within a year, they will know who you are. This is something your competition dreams of.

3. [Content Placeholder 4 Par: 2] If you sell to the business-to-business market, it's usually fairly clear that your top prospects are, the biggest companies. So what are you doing, every month to let these companies know who you are?If you sell to the business-to-business market, it's usually fairly clear that your top prospects are, the biggest companies. So what are you doing, every month to let these companies know who you are?

4. [Content Placeholder 4 Par: 3] There's no one you can't get to as long as you constantly market to them, especially after they say they're not interested. People will not only begin to respect your persistence, they will begin to feel that they should listen to you.There's no one you can't get to as long as you constantly market to them, especially after they say they're not interested. People will not only begin to respect your persistence, they will begin to feel that they should listen to you.

5. [Content Placeholder 4 Par: 4] This doesn't happen right away, but even the most judgmental executive or prospect begins to respect you when you refuse to give up.This doesn't happen right away, but even the most judgmental executive or prospect begins to respect you when you refuse to give up.17


Market to your Top prospects.Try and build a list of 50 to 100 Top ProspectsJust think how much your turnover would increase if you just have 5 of these prospects buy from you.



1. [Body Par: 1] Market to your Top prospects.Market to your Top prospects.

2. [Content Placeholder 4] Try and build a list of 50 to 100 Top Prospects Just think how much your turnover would increase if you just have 5 of these prospects buy from you.Try and build a list of 50 to 100 Top Prospects Just think how much your turnover would increase if you just have 5 of these prospects buy from you.18


The snow ball effect. Most companies never use the leverage that can be created from who they meet with and who their clients are. Later in this program we will look at how to do this. The diagram you are about to see will show you what I mean by the snowball effect.



1. [Body Par: 1] The snow ball effect.The snow ball effect.

2. [Content Placeholder 4] Most companies never use the leverage that can be created from who they meet with and who their clients are. Later in this program we will look at how to do this. The diagram you are about to see will show you what I mean by the snowball effect.Most companies never use the leverage that can be created from who they meet with and who their clients are. Later in this program we will look at how to do this. The diagram you are about to see will show you what I mean by the snowball effect.19

Building your wish list.The Snow Ball EffectCopyright 2010 Enterco www.enterco.co.ukWhy focus on dream prospects and large companies?

If done correctly it will start a snow ball effect, look at this diagram of companies that would want to meet with you off the back of one appointment with a large dream prospect.


1. [TextBox 8] TextBox 8 ClipWhy focus on dream prospects and large companies? If done correctly it will start a snow ball effect, look at this diagram of companies that would want to meet with you off the back of one appointment with a large dream prospect.20

Building your wish list.The Snowball Effect As you can see this table could grow and grow. The companies them selfs want to meet as you are giving them good information they can use and you are showing social proof by meeting with companies they know, and no one likes to feel they are out of the popular loop. (Well if he is meeting with them and they liked it I want to see it).



1. [Content Placeholder 9] As you can see this table could grow and grow. The companies them self's want to meet as you are giving them good information they can use and you are showing social proof by meeting with companies they know, and no one likes to feel they are out of the popular loop. (Well if he is meeting with them and they liked it I want to see it).As you can see this table could grow and grow. The companies them self's want to meet as you are giving them good information they can use and you are showing social proof by meeting with companies they know, and no one likes to feel they are out of the popular loop. (Well if he is meeting with them and they liked it I want to see it).21

Working from the top down.

Where to start.

We Start at the top the CEOs Office or MDs office depending on the corporate structure.We do this because it will produce the path of least resistance.Copyright 2010 Enterco www.enterco.co.uk


1. [Title] Working from the top down. Working from the top down.

2. [Body Par: 1] Where to start.Where to start.

3. [Content Placeholder 4 Par: 1] We Start at the top the CEOs Office or MDs office depending on the corporate structure.We Start at the top the CEOs Office or MDs office depending on the corporate structure.

4. [Content Placeholder 4 Par: 2] We do this because it will produce the path of least resistance.We do this because it will produce the path of least resistance.22


The path of least resistance.If you work from the bottom to the top this will cause political resistance.It will give non decision makers the power to say no to you regarding an appointment.In some cases the person you want to meet with does not have the authority to meet with you.In most cases unless this is something that their boss has told them to look at they will simply not have the time, remember on average only 4% to 10% is looking for what you have to offer.To combat this we will take the path of the least political resistance.



1. [Body Par: 1] the path of least resistance.the path of least resistance.

2. [Content Placeholder 4 Par: 1] If you work from the bottom to the top this will cause political resistance.If you work from the bottom to the top this will cause political resistance.

3. [Content Placeholder 4 Par: 2] It will give non decision makers the power to say no to you regarding an appointment.It will give non decision makers the power to say no to you regarding an appointment.

4. [Content Placeholder 4 Par: 3] In some cases the person you want to meet with dose not have the authority to meet with you.In some cases the person you want to meet with dose not have the authority to meet with you.

5. [Content Placeholder 4 Par: 4] In most cases unless this is something that their boss has told them to look at they will simply not have the time, remember on average only 4% to 10% is looking for what you have to offer.In most cases unless this is something that their boss has told them to look at they will simply not have the time, remember on average only 4% to 10% is looking for what you have to offer.

6. [Content Placeholder 4 Par: 5] To combat this we will take the path of the least political resistance.To combat this we will take the path of the least political resistance.23


The path of least resistance when it is not the C.E.O you want to meet with.Copyright 2010 Enterco www.enterco.co.uk


1. [Body Par: 1] the path of least resistance when it is not the C.e.o you want to meet with.the path of least resistance when it is not the C.e.o you want to meet with.

2. [Content Placeholder 8] Content Placeholder 8 ClipContact the CEO's OfficeIf it is not the CEO you want to meet with get a referral from his office (I will show you what to do and say to get the referral later in the program).E-mail to confirm who the contact is and get their e-mail. Also e-mail info for the CEOE-mail the contact showing them that you have been referred down from above for a meeting and then call to appoint.24

How many attempts does it take to get an appointment

It can take over 5 attempts to get an appointment.

With that in mind over 70% of all salespeople will give up after only one rejection. 15% will try two times . 10% will try three. Only 5% will try four or more times.So remember it can take over 5 attempts before we get an appointment.



1. [Title] How many attempts does it take to get an appointment How many attempts does it take to get an appointment

2. [Body Par: 1] It can take over 5 attempts to get an appointment.It can take over 5 attempts to get an appointment.

3. [Content Placeholder 4 Par: 1] With that in mind over 70% of all salespeople will give up after only one rejection. 15% will try two times . 10% will try three. Only 5% will try four or more times.With that in mind over 70% of all salespeople will give up after only one rejection. 15% will try two times . 10% will try three. Only 5% will try four or more times.

4. [Content Placeholder 4 Par: 2] So remember it can take over 5 attempts before we get an appointment.So remember it can take over 5 attempts before we get an appointment.25

Ideas of other vehicles, you can use to get the appointment.Ideas of vehicles you can use to get the appointment.Invite prospects to a webinar where they can learn or speak as someone who is independent and tell you what problems they have and you describe how to solve them.So you want to spend the day with them. Have them as a guest speaker at your yearly meeting or at a educational event for clients and double your PR. Best of all they are learning, thinking and listening about your company and how great your clients think you are for a full day.The main thing you have to look at what is an easier appointment sell.Trying to set an appointment of the back of product or service benefits that could cost thousands even millions?Or trying to set an appointment that will benefit both parties?When producing a vehicle to produce an appointment remember it should be useful to the prospect and not be all about your company. If for example you want them to be a guest speaker, you should have part of your meeting filled with info useful to the speaker.



1. [Content Placeholder 5 Par: 2] So you want to spend the day with them. Have them as a guest speaker at your yearly meeting or at a educational event for clients and double your PR. Best of all they are learning, thinking and listening about your company and how great your clients think you are for a full day.So you want to spend the day with them. Have them as a guest speaker at your yearly meeting or at a educational event for clients and double your PR. Best of all they are learning, thinking and listening about your company and how great your clients think you are for a full day.

2. [Content Placeholder 5 Par: 3] The main thing you have to look at what is an easier appointment sell.The main thing you have to look at what is an easier appointment sell.

3. [Content Placeholder 5 Par: 4] Trying to set an appointment of the back of product or service benefits that could cost thousands even millions?Trying to set an appointment of the back of product or service benefits that could cost thousands even millions?

4. [Content Placeholder 5 Par: 5] Or trying to set an appointment that will benefit both parties?Or trying to set an appointment that will benefit both parties?

5. [Content Placeholder 5 Par: 6] When producing a vehicle to produce an appointment remember it should be useful to the prospect and not be all about your company.When producing a vehicle to produce an appointment remember it should be useful to the prospect and not be all about your company.

6. [Content Placeholder 5 Par: 7] If for example you want them to be a guest speaker, you should have part of your meeting filled with info useful to the speaker.If for example you want them to be a guest speaker, you should have part of your meeting filled with info useful to the speaker.26

What next if you dont produce an appointment.

Remember it can take over 5 attempts to get an appointment.Ok so you have been given a no by the prospect, at this point most people will give up, but we have just started.The trick with this is that you have to be persistent without becoming annoying.The next parts of this program will give you some ideas on how to achieve up to 5 contacts without being annoying.



1. [Title] What next if you don't produce an appointment. What next if you don't produce an appointment. 27


Remember it can take over 5 attempts to get an appointment (Step 1 FAX)

We are going to send a fax. We do this for two reasons. It gives the prospect something they can handle rather than delete for their inboxMore importantly it will allow you to call back.



1. [Body Par: 1] Remember it can take over 5 attempts to get an appointment (Step 1 FAX )Remember it can take over 5 attempts to get an appointment (Step 1 FAX )

2. [Content Placeholder 4 Par: 2] We are going to send a fax. We do this for two reasons.We are going to send a fax. We do this for two reasons.

3. [Content Placeholder 4 Par: 3] It gives the prospect something they can handle rather than delete for their inboxIt gives the prospect something they can handle rather than delete for their inbox

4. [Content Placeholder 4 Par: 4] More importantly it will allow you to call back.More importantly it will allow you to call back.28


Remember it can take over 5 attempts to get an appointment (Step 1 FAX Cover Sheet)The note on the cover sheet should be honest and compelling.

Hi John

Thank you for taking the time to talk with me the other day.

I understand why you do not want to meet. However I am so convinced we can be of help to your organisation, if you or the person who is responsible for persistency can contact me and let me know what you are trying to achieve in combating this costly problem. We can then meet with who you think would be appropriate and discuss this problem and compare it to what we have found to be successful with companies like HSBC.

Failing that I will contact you on the 24th at 2pm. If you have any questions please give me a call.



1. [Body Par: 1] Remember it can take over 5 attempts to get an appointment (Step 1 FAX Cover Sheet)(Step 1 FAX Cover Sheet)29


Remember it can take over 5 attempts to get an appointment (Step 1 FAX The Grabber)The Grabber should be simple.Before and after Graph highlighting your statement that can be noticed at a glance A numbered list of no more than 10 benefits and end results And a numbered list of no less than three clients/prospects no more than four. The grabber is designed to highlight the challenges of the prospects industry, and show that you have an understanding of that. It will also show that you are willing to help.



1. [Body Par: 2] (Step 1 FAX The Grabber)(Step 1 FAX The Grabber)

2. [Content Placeholder 4 Par: 1] The Grabber should be simple.The Grabber should be simple.

3. [Content Placeholder 4 Par: 2] Before and after Graph highlighting your statement that can be noticed at a glanceBefore and after Graph highlighting your statement that can be noticed at a glance

4. [Content Placeholder 4 Par: 3] A numbered list of no more than 10 benefits and end resultsA numbered list of no more than 10 benefits and end results

5. [Content Placeholder 4 Par: 4] And a numbered list of no less than three clients/prospects no more than four.And a numbered list of no less than three clients/prospects no more than four.

6. [Content Placeholder 4 Par: 6] The grabber is designed to highlight the challenges of the prospects industry, and show that you have an understanding of that. It will also show that you are willing to help. The grabber is designed to highlight the challenges of the prospects industry, and show that you have an understanding of that. It will also show that you are willing to help.30


Remember it can take over 5 attempts to get an appointment (Step 1 FAX The Testimonials)The testimonials are the most important component.They give clear proof that the statement you made is true.They give social acceptance.And show that your clients are willing to endorse you. All the testimonials except one should come from your clients. One should come from a organisation who is not a client yet, but found the appointment to be of value to their company. It should highlight they are not a client and that they would recommend that any company takes the time to meet with you. This should be the first they read.



1. [Body Par: 2] (Step 1 FAX The Testimonials)(Step 1 FAX The Testimonials)

2. [Content Placeholder 4] The testimonials are the most important component. They give clear proof that the statement you made is true. They give social acceptance. And show that your clients are willing to endorse you. All the testimonials except one should come from your clients. One should come from a organisation who is not a client yet, but found the appointment to be of value to their company. It should highlight they are not a client and that they would recommend that any company takes the time to meet with you. This should be the first they read.The testimonials are the most important component. They give clear proof that the statement you made is true. They give social acceptance. And show that your clients are willing to endorse you. All the testimonials except one should come from your clients. One should come from a organisation who is not a client yet, but found the appointment to be of value to their company. It should highlight they are not a client and that they would recommend that any company takes the time to meet with you. This should be the first they read.31


Remember it can take over 5 attempts to get an appointment (Step 2 A phone call)Call up and ask if he has read what you faxed him.If he has, just ask for the appointment. If he has not , just say I sent the info to prove that you will be impressed if we meet. Would you be opened to giving me a chance to prove that to you? If it is the PA you are talking to ask if her boss has read it.If he has, just say go and tell him I would like to discuss what I have sent.If he has not, just say go and tell him that I can tell him quicker than he can go through it

If the PA says he is not interested move on to the next step

Copyright 2010 Enterco www.enterco.co.ukBody


1. [Body Par: 2] (Step 2 A phone call)(Step 2 A phone call)

2. [Content Placeholder 4 Par: 2] If he has, just ask for the appointment.If he has, just ask for the appointment.

3. [Content Placeholder 4 Par: 3] If he has not , just say I sent the info to prove that you will be impressed if we meet. Would you be opened to giving me a chance to prove that to you? If he has not , just say I sent the info to prove that you will be impressed if we meet. Would you be opened to giving me a chance to prove that to you?

4. [Content Placeholder 4 Par: 4] If it is the PA you are talking to ask if her boss has read it.If it is the PA you are talking to ask if her boss has read it.

5. [Content Placeholder 4 Par: 5] If he has, just say go and tell him I would like to discuss what I have sent.If he has, just say go and tell him I would like to discuss what I have sent.

6. [Content Placeholder 4 Par: 6] If he has not, just say go and tell him that I can tell him quicker than he can go through itIf he has not, just say go and tell him that I can tell him quicker than he can go through it

7. [Content Placeholder 4 Par: 8] If the PA says he is not interested move on to the next stepIf the PA says he is not interested move on to the next step32


Remember it can take over 5 attempts to get an appointment (Step 3 FedEx, TNT or UPS)

Use FedEx, TNT or UPS, because it gets treated with special care and you can track it.Why track it? Because you can contact your prospect when you know it is fresh in their mind.Next we will look at what to send.



1. [Body Par: 2] (Step 3 FedEx, TNT or UPS)(Step 3 FedEx, TNT or U.P.S)

2. [Body] Use FedEx, TNT or UPS, because it gets treated with special care and you can track it. Why track it? Because you can contact your prospect when you know it is fresh in their mind. Next we will look at what to send.Use FedEx, TNT or U P S, because it gets treated with special care and you can track it. Why track it? Because you can contact your prospect when you know it is fresh in their mind. Next we will look at what to send.33


Remember it can take over 5 attempts to get an appointment (Step 3 FedEx, TNT or UPS, what to send)Send a CD describing the executive briefing. Give it a interesting title, your company logo and the number you want them contact you on. A CD is very inexpensive to produce.Or Send instructions to a pre-recorded webinar.Also add a hard copy of what you faxed



1. [Body Par: 2] (Step 3 FedEx, TNT or UPS, what to send)(Step 3 FedEx, TNT or U P S, what to send)

2. [Content Placeholder 4 Par: 1] Send a CD describing the executive briefing. Give it a interesting title, your company logo and the number you want them contact you on. A CD is very inexpensive to produce.Send a CD describing the executive briefing. Give it a interesting title, your company logo and the number you want them contact you on. A CD is very inexpensive to produce.

3. [Content Placeholder 4 Par: 2] Or Send instructions to a pre-recorded webinar.Or Send instructions to a pre-recorded webinar.

4. [Content Placeholder 4 Par: 3] Also add a hard copy of what you faxedAlso add a hard copy of what you faxed34


Remember it can take over 5 attempts to get an appointment (Step 4 A phone call)Call up and ask if he has read what you faxed him.If he has, just ask for the appointment. If he has not, just say I am sure you will find the CD/webinar very informative however I would love to meet face to face, I give my word that I will make the time as useful to you as possible . Would you be opened to that? If it is the PA you are talking to ask if her boss has read it.If he has, just say go and tell him I would like to discuss what I have sent.If he has not, just say go and tell him that I can tell him quicker than he can go through it.




2. [Content Placeholder 4 Par: 3] If he has not, just say I am sure you will find the CD/webinar very informative however I would love to meet face to face, I give my word that I will make the time as useful to you as possible . Would you be opened to that? If he has not, just say I am sure you will find the CD/webinar very informative however I would love to meet face to face, I give my word that I will make the time as useful to you as possible . Would you be opened to that?


4. [Content Placeholder 4 Par: 5] If he has, just say go and tell him I would like to discuss what I have sent.If he has, just say go and tell him I would like to discuss what I have sent.

5. [Content Placeholder 4 Par: 6] If he has not, just say go and tell him that I can tell him quicker than he can go through it.If he has not, just say go and tell him that I can tell him quicker than he can go through it.35


Remember it can take over 5 attempts to get an appointment (Step 5 e-mail)Be careful dont fall into the bulk e-mail trap, use it to complement your other processes.

Hi John

I hope I have shown that we are willing to do whatever it takes not waste you or your staffs time and make a meeting with us as useful to your organisation as possible.

I am so convinced we can be of help to your organisation, if you or the person who is responsible for persistency can contact me and let me know what you are trying to achieve in combating this costly problem. We can then meet with who you think would be appropriate and discuss this problem and compare it to what we have found to be successful with companies like HSBC.

Failing that I will contact you on the 24th at 2pm. If you have any questions please give me a call.



1. [Body Par: 2] (Step 5 e-mail)(Step 5 e-mail)

2. [Content Placeholder 4] Be careful dont fall into the bulk e-mail trap use it to complement your other processes. Hi John I hope I have shown that we are willing to do whatever it takes not waste you or your staffs time and make a meeting with us as useful to your organisation as possible. I am so convinced we can be of help to your organisation, if you or the person who is responsible for persistency can contact me and let me know what you are trying to achieve in combating this costly problem. We can then meet with who you think would be appropriate and discuss this problem and compare it to what we have found to be successful with companies like HSBC. Failing that I will contact you on the 24th at 2pm. If you have any questions please give me a call. Be careful dont fall into the bulk e-mail trap, use it to complement your other processes. Hi John I hope I have shown that we are willing to do whatever it takes not to waste you or your staffs time and make a meeting with us as useful to your organisation as possible. I am so convinced we can be of help to your organisation, if you or the person who is responsible for persistency can contact me and let me know what you are trying to achieve in combating this costly problem. We can then meet with who you think would be appropriate and discuss this problem and compare it to what we have found to be successful with companies like HSBC. Failing that I will contact you on the 24th at 2pm. If you have any questions please give me a call.36


Remember it can take over 5 attempts to get an appointment (Step 6 A phone call)Call up and ask if he has read what you e-mailed.If he has ,just ask for the appointment If he has not, just say John I am so convinced we can be of help to your organisation, if you could let me know what you are trying to achieve in combating this costly problem. We can then meet with who you think would be appropriate and discuss this problem and compare it to what we have found to be successful with companies like HSBC. Would you be opened to that? If it is the PA you are talking to ask if her boss has read it.If he has , just say go and tell him I would like to discuss what I have sent.If he has not, just say go and tell him that I can tell him quicker than he can go through it

I think you get the idea of what to do every time you send a fax, e-mail or anything to your prospect (follow it up).




2. [Content Placeholder 4 Par: 2] If he has ,just ask for the appointmentIf he has ,just ask for the appointment

3. [Content Placeholder 4 Par: 3] If he has not, just say John I am so convinced we can be of help to your organisation, if you could let me know what you are trying to achieve in combating this costly problem. We can then meet with who you think would be appropriate and discuss this problem and compare it to what we have found to be successful with companies like HSBC. Would you be opened to that? If he has not, just say John I am so convinced we can be of help to your organisation, if you could let me know what you are trying to achieve in combating this costly problem. We can then meet with who you think would be appropriate and discuss this problem and compare it to what we have found to be successful with companies like HSBC. Would you be opened to that?


5. [Content Placeholder 4 Par: 5] If he has , just say go and tell him I would like to discuss what I have sent.If he has , just say go and tell him I would like to discuss what I have sent.

6. [Content Placeholder 4 Par: 6] If he has not, just say go and tell him that I can tell him quicker than he can go through itIf he has not, just say go and tell him that I can tell him quicker than he can go through it

7. [Content Placeholder 4 Par: 8] I think you get the idea of what to do every time you send, fax or e-mail something to your prospect (follow it up).I think you get the idea of what to do every time you send a fax, e-mail or anything to your prospect (follow it up).37

Stay In touch

Keep it interestingEven after all these steps if you do not have the appointment Stay in touch. If I told you that I might give you 1 million and all you had to do was to find a way to contact me every month and keep it interesting would you?Most say yes but they wont so in the next few slide I will go through some ways to stay in touch and how to keep it interesting.



1. [Content Placeholder 4] Even after all these steps if you do not have the appointment Stay in touch. If I told you that I might give you $1 million and all you had to was find a way to contact me every month and keep it interesting would you. Most say yes but they wont so in the next few slide I will go through some ways to stay in touch and how to keep it interesting.Even after all these steps if you do not have the appointment Stay in touch. If I told you that I might give you $1 million and all you had to do was to find a way to contact me every month and keep it interesting would you? Most say yes but they wont so in the next few slide I will go through some ways to stay in touch and how to keep it interesting.38

Stay In touch

Keep it interesting (A Gift)Gifts for top executives are nothing new. Corporate hospitality, booze, pens and a thousand other examples. Depending on your budget and executive you are contacting the gift differs. I am going to suggest a better way to use gifts to stay in contact.

Remember be inventive.



1. [Content Placeholder 4] Gifts for top executives are nothing new. Corporate hospitality, booze, pens and a thousand other examples. Depending on your budget and executive you are contacting the gift differs. I am going to suggest a better way to use gifts to stay in contact. Remember be inventive.Gifts for top executives are nothing new. Corporate hospitality, booze, pens and a thousand other examples. Depending on your budget and executive you are contacting the gift differs. I am going to suggest a better way to use gifts to stay in contact. Remember be inventive.39

Stay In touch

Keep it interesting (A Gift)If you send say whisky get two labels printed to stick to the bottle. One will have your graph from the grabber and your contact details. The other one is on the lid saying please contact me with your number. Send it by FedEx with a light hearted letter. Find what they like and send it with your contact details all-over it.Send a mobile phone with a recording and a text on it and call it when it arrives. Or send an MP4 player. You can by them for 30 to 60. Put your presentation on it saying why you should meet.I could go on but just remember keep it interesting.



1. [Content Placeholder 4 Par: 2] Find what they like and send it with your contact details all-over it.Find what they like and send it with your contact details all-over it.

2. [Content Placeholder 4 Par: 4] I could go on but just remember keep it interesting.I could go on but just remember keep it interesting.40

Stay In touch

Keep it interesting (A Gift)If you have a tight budget a rather smart person I used to work with sent a lottery ticket with letters attached.I hope this lottery ticket wins if not I would still like to meet to give you info that should at least make your working life a bit easier.He sent a lottery ticket to 10 companies he wanted to meet with for 9 months. (4 agreed to meet, 2 signed a contract).

The Key is dont give up.



1. [Content Placeholder 4 Par: 2] I hope this lottery ticket wins if not I would still like to meet to give you info to making your working life a bit easier.I hope this lottery ticket wins, if not I would still like to meet to give you info that should at least make your working life a bit easier.

2. [Content Placeholder 4 Par: 5] The Key is dont give up.The Key is dont give up.41

Prospecting Path Steps

Sample StepsPost a letter to CEOPhone FaxPhoneFedExPhoneE-mailPhoneFedEx a giftPhoneE-mailPhone



1. [Content Placeholder 4] Post a letter to CEO Phone Fax Phone FedEx Phone E-mail FedEx a gift Phone E-mail PhonePost a letter to CEO, Phone, Fax, Phone, FedEx, Phone, E-mail, FedEx a gift, Phone, E-mail, Phone,

2. [Title] Prospecting Path Steps Prospecting Path Steps 42

Prospecting Path Steps

Build your own StepsBuild your own steps and have the collateral put together so you and your staff (If you have any), will have tools to prospect effectively with measurable results.Most companies process everything except there prospecting processes. Yet if you process this people stop thinking rejection and start thinking it is just part of the overall process, let's move to the next step. Use the workbooks to build your own steps.



1. [Content Placeholder 4 Par: 1] Build your own steps and have the collateral put together so you and your staff (If you have any), will have tools to prospect effectively with measurable results.Build your own steps and have the collateral put together so you and your staff (If you have any), will have tools to prospect effectively with measurable results.

2. [Content Placeholder 4 Par: 2] Most companies process everything except there prospecting processes. Yet if you process this people stop thinking rejection and start thinking it is just part of the overall process, let's move to the next step.Most companies process everything except there prospecting processes. Yet if you process this people stop thinking rejection and start thinking it is just part of the overall process, let's move to the next step.

3. [Content Placeholder 4 Par: 3] Use the workbooks to build your own steps.Use the workbooks to build your own steps.

4. [Title] Prospecting Path Steps Prospecting Path Steps 43

How to implement improvement

Continual improvement.If you want to keep the improvement going set aside 1hour every week and work on one step every week. This will enable you to improve without overload.It will allow you to monitor your sales staff effectively and after using that changed step for a full week it will be second nature and remove the resistance to change.



1. [Content Placeholder 4] If you want to keep the improvement going set aside 1hour every week and work on one step every week. This will enable you to improve without overload. It will allow you to monitor your sales staff effectively and after using that changed step for a full week it will be second nature and remove the resistance to change.If you want to keep the improvement going set aside 1hour every week and work on one step every week. This will enable you to improve without overload. It will allow you to monitor your sales staff effectively and after using that changed step for a full week it will be second nature and remove the resistance to change.

2. [Title] How to implement improvement How to implement improvement 44

Chart10.711120.1522330.134440.05

Salespeople % that give up after rejections

Sheet1123470%15%10%5%

Chart10.040.060.9

SalesThe Average Market for Most Products and Services

Sheet1SalesLooking to Buy4%Thinking about it6%Not Intrested90%To resize chart data range, drag lower right corner of range.

Chart10.711120.1522330.134440.05


Sheet1123470%15%10%5%

Chart10.711120.1522330.134440.05


Sheet1123470%15%10%5%

TestimonialMACROBUTTON NoMacro [Click here and type recipients address]Dear Sir or Madam: Type your letter here. For more details on modifying this letter template, double-click on this icon: MACROBUTTON ShowExample (. To return to this letter, use the Window menu.

Sincerely, MACROBUTTON NoMacro [Click here and type your name]MACROBUTTON NoMacro [Click here and type job title]( Comments: To save changes to this template for future use, on the File menu, click Save As. In the Save As Type box, choose Document Template (the filename extensions should change from .doc to .dot) and save the template. Next time you want to use the updated template, on the File menu, click New. In the New Document task pane, under Templates, click On my computer. In the Templates dialog, your updated template will appear on the General tab.





June 8, 2007

GRABBER

( Comments: To save changes to this template for future use, on the File menu, click Save As. In the Save As Type box, choose Document Template (the filename extensions should change from .doc to .dot) and save the template. Next time you want to use the updated template, on the File menu, click New. In the New Document task pane, under Templates, click On my computer. In the Templates dialog, your updated template will appear on the General tab.0( Page 2

_1242835179.xlsChart1

121710

171121

222914

141017

121710

191520

Food

Gas

Motel

Sheet1

FoodGasMotel

Jan121710

Feb171121

Mar222914

Apr141017

May121710

Jun191520

June 8, 2007

Fax Cover SheetTo:MACROBUTTON NoMacro [Click here and type name]From:MACROBUTTON NoMacro [Click here and type name]

Fax:MACROBUTTON NoMacro [Click here and type fax number]Pages:MACROBUTTON NoMacro [Click here and type # of pages]

Phone:MACROBUTTON NoMacro [Click here and type phone number]Date:6/8/2007

Re:MACROBUTTON NoMacro [Click here and type subject of fax]CC:MACROBUTTON NoMacro [Click here and type name]

MACROBUTTON CheckIt ( Urgent MACROBUTTON CheckIt ( For Review MACROBUTTON CheckIt ( Please Comment MACROBUTTON CheckIt ( Please Reply MACROBUTTON CheckIt ( Please Recycle( Comments: To save changes to this template for future use, on the File menu, click Save As. In the Save As Type box, choose Document Template (the filename extensions should change from .doc to .dot) and save the template. Next time you want to use the updated template, on the File menu, click New. In the New Document task pane, under Templates, click On my computer. In the Templates dialog, your updated template will appear on the General tab.0( Page 2





June 8, 2007

GRABBER


_1242835179.xlsChart1

121710

171121

222914

141017

121710

191520

Food

Gas

Motel

Sheet1

FoodGasMotel

Jan121710

Feb171121

Mar222914

Apr141017

May121710

Jun191520

June 8, 2007














June 8, 2007

GRABBER


_1242835179.xlsChart1

121710

171121

222914

141017

121710

191520

Food

Gas

Motel

Sheet1

FoodGasMotel

Jan121710

Feb171121

Mar222914

Apr141017

May121710

Jun191520

June 8, 2007










June 8, 2007

GRABBER


_1242835179.xlsChart1

121710

171121

222914

141017

121710

191520

Food

Gas

Motel

Sheet1

FoodGasMotel

Jan121710

Feb171121

Mar222914

Apr141017

May121710

Jun191520

June 8, 2007






