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Changing Your Prospecting Messaging To Increase Opportunities

Tibor ShantoMarch 23, 2017


Today’s Focus• The importance of dynamics – prospect's

environment > expectations, & responses• How to stand out from competitors• How to expand your total potential target group• Developing a process for constant improvement• A variety of practical techniques & prospecting

strategies that you can implement right away

| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto 4


CONTENT DYNAMICS


Disruptive Marketing


The Challenge• How many unsolicited calls do the get every day?

• 1,200 a year• 6,000 over the last five years

How are you going to sound different?

5

| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto 11


Value

• prop·o·si·tion/ˌprɒpəˈzɪʃən/ Show Spelled[prop-uh-zish-uhn] Show IPA

noun 1. the act of offering or suggesting something to be

considered, accepted, adopted, or done. 2. a plan or scheme proposed. 3. an offer of terms for a transaction, as in business.

Value Proposition

Still A Pitch


Next Year’s Quota


70% Status Quo


Status Quo• Happy• Not Looking• A Reps biggest competitor• Averseness to changes • Satisfied


75% of customers who leave or switch vendors for a competitor, whenasked, say they were ‘satisfied or completely satisfied’ with the vendorthey left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson

Old Perception: Happy – Satisfied – Not Looking

Yet to be presented or perceive a means or path to Objectives – Worth switching for!


What Do They All Have in Common?


Risk Avoidance

Financial

Productivity

Time Shifting

Role Based Interest

Objective Blocks

| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto27

360o Deal Review


Appointments

Prospects

Proposals

Leads

Metrics

Sales 1

2

2

2

3

6

12

24


Annual Target Average Deal Size

$500,000 $10,410Monthly Target Sales Per Month

$41,667 4.00

Conversion Rates: Ratio

PROPOSAL to CLOSED! 60%DISCOVERY to PROPOSAL 55%INITIAL MEETING to DISCOVERY 75%

PROPOSAL 7DISCOVERY 12INITIAL MEETING 16

Prospecting Ratios Average Monthly

Required Daily

Prospecting Activity

Attempted calls (Dials) 12 194 10Talk to (Contacts) 6 97 5Appointments 1 16 0.8

©RenborSalesSolutionsInc.2004-2012

Monthly Actuals Needed

Monthly Initial Meeting Reaquired


Time Allocation

• You can only allocate time, you can’t manage it• You can manage activities within the time allocated!

Prospecting %Selling %Acc’t Management %Admin %Prep/research %

%%%


Manage Activities


A Proven ProcessI - InitiateE - Engage

IQ - Impact QuestionR - Ready TiA - Take it AwayS - Secure


NO!

NO!

NO!

NO!

Objections – Rejection


Handling ObjectionsA. AcknowledgeB. Credibility C. InvolveD. Call to Action – Commit

https://is.gd/OHH_DL

[email protected]


Voice Mail

Always Leave a Voice Mail

• It is a Touch Point – One of the 8+ you’ll need

http://www.youtube.com/sellbetter


SalesBuyersEngagementVoice Mail Call Back

InitiateEngage >> 'Impact Question'RequestTiASecure

Please Leave A Detailed Message!

Voice Mail


Voice Mail

Always Leave a Voice Mail• Be counter intuitive > Less is Better!• Assume you are calling Steve Jones – he works for

Trucking Central• Assume you’ve done business with Down The Road

Trucking

▪ “Steve Jones – This is Tibor Shanto from Top Choice.

▪ I can be reached at 416 555-1234▪ When you call, please reference Down The Road

Trucking"


Persistence is Key


Pursuit Cadence • Over what period

Monday Tuesday Wednesday Thursday Friday

Week 1

Week 2

VM VM

EM

Call

LI

Snail Mail

TxT End Call


Modes of Communication• More channels than ever


Ranked8thontheTop30SocialSalespeopleInTheWorld– Forbes.com2014Top50Sales&MarketingInfluencersfor2015– TopSalesWorld50MostInfluentialPeopleinSalesLeadManagementin2014Top50Sales&MarketingInfluencersfor2014– TopSalesWorldTop25SalesInfluencersfor2014– OpenView LabsGoldMedalTopSales&MarketingBlog2013– TopSalesWorldAwards

Tibor Shanto


Tibor ShantoPrincipalRenbor Sales Solutions Inc.(855) 25-SALESTibor.Shanto@SellBetter.cawww.SellBetter.cawww.SellBetter.ca/blogtwitter.com/TiborShanto

QUESTIONS

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