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  1. Barrel Fishing Three steps to catching your sales limit on any bait budget Telecom Association, Inc. © 2007

  2. Introduction of Barrel Fishers • Dan BaldwinTMC Senior Agent Sales Director& TelecomAssociation Founder • Robert PatlanNCS Western Manager& “Interconnect Fisher” Telecom Association, Inc. © 2007

  3. Does It Work? Case Studies: • $600 Family Photo Albums • TelecomAssociation - 11 years old • NOS & Norvergence • Interconnects, RBOCs & DVD Telecom Association, Inc. © 2007

  4. Barrel Fishing Defined • 3-steps to sales success that any salesperson can do (without permission) • It’s a simple sales, marketing & organizational philosophy that keeps sales people on track & on quota Telecom Association, Inc. © 2007

  5. Assumptions for Success • The product or service is easy to understand (not still in beta) • An identifiable market exists • You have money & patience Telecom Association, Inc. © 2007

  6. The Three Easy Steps • If it’s so easy, why do so many fail? • Over-thinking or under-thinking the easy steps • Not using cheap web technology (the secret weapons!) 1. Fill barrelwith fish 2. Catch theeasy fish BarrelFishing Repeat steps 3. Catch thehard fish Telecom Association, Inc. © 2007

  7. ?? GoLeads Association Lists Trade Magazine Lists SalesGenie.com/InfoUSA Lists 1. Fill the Barrel with Prospects • Big mailable or callable lists • “Good customers” as defined by SIC, size, etc., etc., etc. • To combine or not combine lists? Secret weapons: GoLeads.com& SalesGenie.com Telecom Association, Inc. © 2007

  8. 2. Catch the “Easy Fish” NOW • Sell first to those that are “buying now” with a clear call to action • Just say, “I want your business, here’s our specials & here’s how to buy” • Groom lists in preparationfor “hard fishing” Secret weapons: mol.USPS.com & Empereon.com Telecom Association, Inc. © 2007

  9. 3. Catch the “Hard Fish” QUICK • Analyze your list results from step two • Create innocuous bait (white papers & other “value” information) • Set “lead traps” to identify the hard fish “ready to buy” (800#s, email subscriptions) Secret weapons: Kall8.com & Bronto.com Telecom Association, Inc. © 2007

  10. Case Study 1: Family albums • 1. LIST: Couples married or new parents within the last year, courthouse records • 2. EASY FISH: “Come down & pick a prize (& save your cherished memories)” • 3. HARD FISH: No hard, just easy Telecom Association, Inc. © 2007

  11. Case Study 2: TelecomAssociation • 1. LIST: Phone+ readers, Internet surfers • 2. EASY FISH: “Join association for telecom agents” • 3. HARD FISH: Free training outlines, how to win against NOS, etc.Over 11 years, no more competitors Telecom Association, Inc. © 2007

  12. Case Study 3: NOS & Norvergence • 1. LIST: Internet & Google ad surfers searching NOS or Norvergence • 2. EASY FISH: “What you need to know about NOS or Norvergence before buying” • 3. HARD FISH: NorvergenceNewsletter & Legal Co-opOver $2.5 million raised Telecom Association, Inc. © 2007

  13. Case Study 4: RBOC Agent Sales • 1. LIST: SalesGenie list for RBOC geography overlayed on RBOC database • 2. EASY FISH: Let me upgrade your service • 3. HARD FISH: How can we improve your long-term service? Secret Weapon: Do’s and Don’ts when workingwith interconnects & RBOCs Telecom Association, Inc. © 2007

  14. Telecom Association, Inc. © 2007

  15. Telecom Association, Inc. © 2007

  16. 1. List Building Tools • QUICK: SalesGenie.com/InfoUSA, GoLeads.com, in-house lists • MEDIUM: Google AdWords & similar • SLOW: Internet search Telecom Association, Inc. © 2007

  17. 2. Quick Sales Tools • DIRECT MAIL: In-house & mol.USPS.com • TELEMARKETING: In-house & service bureau (setup + $30/hour) • INBOUND SALES: Answer the call! Telecom Association, Inc. © 2007

  18. 3. Hard Sales Tools • Kall8.com 800 Numbers • Bronto.com email subscription & “Click ID” • Others Telecom Association, Inc. © 2007

  19. Pick a Product/Service to Sell • LIST: • QUICK SALE: • HARD SALE: Telecom Association, Inc. © 2007

  20. Subscribe to “Barrel Fishing” • Go to www.BarrelFishing.com • Dan Baldwin: 619-520-6629 • Robert Patlan: 805-746-8998 • Drawing Telecom Association, Inc. © 2007