inspiratiesessie koude acquisitie rabo kempen-west 19-3-13
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© Acquiro
Victor Bonke
www.acquiro.nl
040-2028039
Cold-calling:
Warme contacten met
koude klanten
Victor Bonke
Koude acquisitie
RAT RACE
R eflectie
AT RACE
Rat race
R
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R A
C
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______ © Acquiro
Rat race
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R A
C
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Marktsegmenten: keuzes maken
______ © Acquiro
Rat race
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R A
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______ © Acquiro
Positionering
Rat race
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R A
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Positionering
Copyright: I-5 Design & Manufacture
Rat race
R
A
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R A
C
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______ © Acquiro
Social Media
en acquisitie
Rat race
R
A
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R A
C
E
Rat race
R
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R A
C
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______ © Acquiro
1e graads netwerk opbouwen
______ © Acquiro
De (verkoop)kracht van
LinkedIn zit in de 2e lijn
______
Informeer en/of vraag
om intro
Resultaat: ‘opgewarmde’
koude acquisitie
Social Media en acquisitie Rat race
R
A
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R A
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A nder centraal
R T RACE
Begroeting
> vid
Rat race
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© Acquiro © Acquiro
Heet hangijzer
Business-issue
Actualiteit
Openingszin Rat race
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Aandachtspunten openingszin
Statement,
vraag
Rat race
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R A
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Q PIJN-beschrijving
- CHECK !!
Q (Ver)helpen/voorkomen
Q U.S.P.
Elevator-pitch
Rat race
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R A
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Gespreksstructuur © Acquiro
Openingszin Pijn/Issue Verhelpen/
voorkomen U.S.P.
Reactie
klant
(koud)
Reactie
klant
(lauw)
Reactie
klant
(warm)
Reactie
klant
(heet)
Begroeting
Stravis
> secr
Reactie
klant
(tegenw.)
Reactie
klant
(lauw)
Rat race
R
A
T
R A
C
E
Assertieve secretaresses
3 vb
Rat race
R
A
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R A
C
E
A PITCH for the BITCH © Acquiro
Omgaan met (assertieve) secretaresses
Rat race
R
A
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R A
C
E
© Acquiro © Acquiro
T iming
RA RACE
© Acquiro
R apport
RAT ACE
OPRECHTE interesse
Rat race
R
A
T
R A
C
E
By Miika Skafiira > Bush
Stemgebruik
Rat race
R
A
T
R A
C
E
A fspraak verkopen
RAT R CE
Afspraak
Inhoud
Primair doel
Rat race
R
A
T
R A
C
E
© Acquiro © Acquiro
C oncentratie
RAT RA E
© Acquiro
Rat race
R
A
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R A
C
E
E nthousiasme
RAT RAC
______ © Acquiro 1988: F. Strack,
Univ. Mannheim
Rat race
R
A
T
R A
C
E
R eflectie
A nder centraal
T iming
R apport
A fspraak verkopen
C oncentratie
E nthousiasme
© Acquiro
RAT RACE
______ © Acquiro
Meer lezen ??
______ © Acquiro RAT RACE
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