Prospecting to Prosperity

1
Prospecting to Prosperity

• Commitment to Success

2
What is prospecting?

• The method of identifying opportunities in a
  defined market and territory.
• Locating Leads!
• The importance of prospecting
• All sales start with prospecting
• Key to consistent performance
• Direct relationship to prospecting activity and
  income level
• Basic function of all sales professionals

3
Prospecting Methods

• Cold Calls
• Probably the least popular
• Requires a developed skill and planning
• Great time filler between appointments
• Telephone Canvassing
• Most efficient in reaching large numbers
• Requires focus and practice to be effective
• Great way to start each day

4
Prospecting Methods

• Customer / Prospect Referrals
• Work your base for leads
• Most talked about and least used
• Highly effective if used properly
• Pre-set Appointments
• Most effective method to uncover leads
• Most efficient use of your most valuable asset
• Prospecting takes time
• Time is much more valuable than money
• Can earn more money can not affect amount of time
  you have each day just the use of it

5
Choosing the Right Method

• Each method and sales representative has their
  strengths and weaknesses
• Choose the right fit for your territory and
  skills
• Where are you most confident?
• Telephone
• In-Person
• Large Group
• Small Group
• Match your strengths and methods for success

6
Tips for Success

• Cold Calling
• Plan your calls and stay focused on your plan
• Sample first call objectives
• Obtain key contact information
• Introduction to support staff
• Leave article or useful information for decision
  maker not literature, spec sheets, or brochures
• Have fun with the calls
• A smile makes a memorable and pleasant impression
  always wear one
• Be original
• Take a small, inexpensive bouquet of flowers to
  key accounts
• Ask to get on the company / organizations mailing
  list
• Use your imagination and creativity
• The goal is to make an impression and build a
  relationship

7
Tips for Success

• Telephone Canvassing
• Always smile when you are calling the prospect
  can hear it.
• Call in blocks of 20 or more get into a rhythm
  of calling no breaks or distractions
• Set goals for your calls similar to cold
  calling
• Have a memorable approach dont be just another
  telemarketer
• Be respectful of time constraints on everyone
• Focus on the benefits of the prospect agreeing to
  meet with you do not sell over the telephone
• Practice different approaches to find your fit
• Utilize the RISO Telemarketing Kit for support

8
Tips for Success

• Customer / Prospect Referrals
• This is a pre-set call with a relational tie
• The prospect is usually much more open to you
• Thank the prospect for the time and send a thank
  you note to the person giving you the referral
• Set a goal for the call and be conscious of time
  constraints for the prospect
• The key to making this method work is commitment
• Ask everyone for a referral
• Use your past successes as your future advertising

9
Tips for Success

• Pre-set appointments
• The tough part is setting the appointment
• Give the prospect a valid reason for meeting with
  you and discussing your ideas
• Do not focus on the products
• Do your research and find a good target
• Current Customers in same business
• Find applications exist within the business
• Sell the benefits of meeting with you
• WIIFM What is in it for me? (prospect is
  thinking this, whether they sat it or not)

10
Action Plan

• Learn more about the different methods discussed
  in this presentation
• Find the most efficient method for you and your
  territory
• Often times the most efficient is needed
• Practice your skills and commit to improvement
• The most effective prospecting method is usually
  a combination of these methods and an unshakeable
  commitment to find new opportunities
• Work closely with your RISO field support team to
  help develop a specific plan for you.

11
If you enthusiastically tried hard enough and
long enough, you will succeed!

• Zig Ziglar