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GETTING SALES ON TARGET

Prospecting 1 of 3. Taking Small Bites. GETTING SALES ON TARGET. David Branch. By Remote-Backup.com. Prospecting. New series of Webinars from Remote Backup Systems. Webinars will be geared toward impacting new business for our Service Providers.

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GETTING SALES ON TARGET

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  1. Prospecting 1 of 3 Taking Small Bites GETTING SALES ON TARGET David Branch ByRemote-Backup.com

  2. Prospecting New series of Webinars from Remote Backup Systems. Webinars will be geared toward impacting new business for our Service Providers.

  3. Don’t sell life insurance. Sell what life insurance can do.-Ben Feldman Quotes

  4. Remote Backup Systems Prospecting “Taking Small Bites”

  5. Prospecting/Opportunity Generation 2 Types of Prospecting Both are worth their weight in gold

  6. Prospecting What is the differences in Lead Generation and Prospecting? Lead Generation is just THAT. Names on paper or a computer screen. I’m certain that they will get an email. Prospecting is the ability to speak with someone who may or may not have a need. Prospecting takes opportunities and makes them customers or Not.

  7. Prospecting Keep the last 2 points in mind but I need a few minutes on Funnel generation and development. I’m not asking you to start a funnel system but I will be using it while we discuss prospecting. For those who have never been introduced to the funnel system along with sales, I will explain.

  8. Prospecting Understanding The Funnel System Very simple - you put opportunities in the top and revenue comes out the bottom. My problem with this is that bad opportunities are sometimes lost in the funnel. I want to get those out as fast as the revenue so I can reload.

  9. Questionnaire GETTING SALES ON TARGET David Branch ByRemote-Backup.com

  10. Self Evaluation Who handles prospecting in your company? What is keeping you from prospecting? Lack of lead sources? Don’t know the product well enough? Don’t have handouts? Don’t think it will work for you? Just plain fear?

  11. Prospecting Find what works for you and your Company It is a proven fact that nobody likes prospecting. That’s why many wait for the phone to ring, yet it doesn’t. To set the stage I am pretending that I am a company that sells to medical, Dental, and accounting firms within 75 Miles of my office.

  12. Prospecting The stage is set. I own a 5 person company with my partner, and we are very diverse yet have a loyal client base. We are spread too thin yet can handle new clients. We do very little, if any, prospecting.

  13. I do not think there is any other quality so essential to success of any kind as the quality of perseverance. It overcomes almost everything, even nature. John D. Rockefeller Famous Quotes

  14. Prospecting Things you need for this project A defined strategic company goal to visit 3-5 new opportunities each week. Identify a market like Medical offices. Identify the person who makes the calls. Identify the person for the follow-up calls. Customer reference. Google Maps. Something to Leave. Positive attitude.

  15. Prospecting/Opportunity Generation Great Words for Prospecting Words Not to Use Prospecting • What we have found is ….. • Dr. Roberts has been using our Solution for years • Reliable restore of data. • But what would happen if you lost your systems. • Catastrophe • Devastation • Tragedy • Cataclysm • Calamity • Disaster

  16. Rewards I want to take a second on Rewards – we will come back to it later. Something given to one of your team members for accomplishing something that benefits the/your company. Great Example: Keep a few gift cards in your desk for places families like to eat. Not McDonalds

  17. Prospecting The Project - Homework Project Leader identifies the medical facilities within 25 miles of office. Try Google maps – find area and type medical businesses. Bingo. You now have indentified businesses that can use your service. Determine which ones you can visit every day while going to a customer call. Prepare you introduction.

  18. Questionnaire GETTING SALES ON TARGET David Branch ByRemote-Backup.com

  19. Self Evaluation Have you identified and researched your market? Have you identified and researched your competition? Do you have the tools to do proper research? Do you know what your prospects are using now, instead of your service? Do you know how your service can solve a problem for your prospect?

  20. Prospecting The Project – The Calls First have a handout and the prepared first impression like: My name is Tom with ABC Computing. We provide IT services and a remote backup solution to the medical offices within our coverage are. Do you personally know Dr. Long? He has been relying on our backup protection for 3 years now. We are looking to bring that solution to others at this point. Would you be my contact point for an explanation of this solution? You take it from there.

  21. Remote Backup Systems Prospecting Project

  22. Sales are contingent upon the attitude of the salesman, not the attitude of the prospect. William Clement Stone Famous Quotes

  23. Prospecting The Project – The Calls If the contact says that it will be handled by the Doctor, ask to speak with him or make an appointment then. If all goes well, have someone from your office contact them regarding your solution. Keep in mind that they can make a decision fast – yes or no.

  24. Prospecting The Project – The Calls Other things to do: If the call goes bad, or there is no need for your service, save that name somewhere so you do not call again. Continue your prospecting. Remember the funnel. You now have names going in, and if there is no need, they are going out.

  25. Prospecting The Project – The Calls Keep in mind that references and testimonials will always assist in moving from a prospect to a customer. If you have a live opportunity – call 2-3 times a week while it is hot. Come-on! Everyone can carve out 15 minutes a day for prospecting.

  26. I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard. Estée Lauder Famous Quotes

  27. Questionnaire GETTING SALES ON TARGET David Branch ByRemote-Backup.com

  28. Self Evaluation Do you really believe that prospecting will work? Do you have a CRM system to track prospecting? Are you excited about your service? Do you read sales training books?

  29. Remote Backup Systems Summary

  30. Summary Layout In your call you must give a customer story in the market you choose to prospect. Crawl, Walk, Run and remember the funnel system. Remember that a new prospect is only a Google map away. It takes 10 minutes to find a new opportunity before going on a client call. Heck maybe 2 stops. Have someone else contact for the follow-up call. Give rewards to those who assist Prospecting – Taking small bites

  31. Get Everyone involved in prospecting Famous Quotes David Branch “Crazy Dave”

  32. Questions and Answers GETTING SALES ON TARGET David Branch ByRemote-Backup.com

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