improve your prospecting la2 m, mike wyne june 2010
DESCRIPTION
Struggling to find enough good prospects for your business? Prospecting is simply discarding unqualified leads and retaining the "gold". The job of prospecting is to find buyers that may purchase your product (qualified leads). Learn how to build an appropriate mix of prospecting activities, including valuable lessons you can apply immediately to improve your prospecting effectiveness - tips that will also take the pressure off of yourself and your prospects.TRANSCRIPT
Improve Your Prospecting
Mike WynnSandlerannarbor.com@mikelwynn
©2010 Marr Professional Development Corporation www.sandlerannarbor.com
Sales Prospecting
Your prospecting mix
Your prospecting mindset
Prospecting Mindset
“You can only fail at prospecting if you fail to prospect”
Prospecting is a sorting exercise, not selling
Prospecting Mix
2008 2008
1. Client Introductions
2. Website - Your Firm, Online
3. Fuzzy File
4. 30-Second Commercial
5. Drip Marketing
Credibility
Contact Information
Routine Touches
6. Presentations
7. Networking
8. Client Testimonials
9. Start a Peer Group
10. CESAR Review
Free For You
Top 10 Strategies for Growing Your Professional Practice
Executive Luncheon – Tomorrow at 11:00 at Sandler Training
Q R S
Improve Your Prospecting
Mike WynnSandlerannarbor.com@mikelwynn