Prospects ̶Where To Find Them. What To Do With Them.

95% of salespeople said they can SELL.They just need to get in front of prospects.

DefinitionProspecting is searching for leads of potential business.Prospecting is not selling or building relationship.

Prospects Now• MEET Tools

– Software Matchmaking– Exhibitor Invite– Trade Show– Interactive Lunch– Networking– Concierge

When You Leave

HSMAI Tools– Meeting Planner List

– Focus Groups– Webinars

– Publications– Trade Shows

Using Technology

•Search

•Communicate

•Brand Yourself

•Social Media

Explore – Tweetdeck Columns

• Your own hotel• Your competitors• Events nearby • City-name weddings• City-name conferences• City-name meeting planners• City-name family reunions

Explore – LinkedIn• LinkedIn• Blogs• Google Alerts• Review sites• Facebook• Foursquare

Explore – LinkedIn• Look at your connections contacts• Join groups

– Dallas meetings– Texas hotels

• Search for prospects– Dallas bridal consultants

• Search for events– Dallas events

• Search answers – Dallas

Finding Your Voice• Consistency• Short and Sweet• Remember the Goal

Blogs – Technorati - Alltop

Google Alerts

• Yourself• Your biggest customers• Your competitors• Events• Your market segments

Google Alerts• Great for:

– Search Tips– Referrals– Be an Expert

What do you want to see? How often do you want to see it?

1. Visit www.google.com/alerts2. Enter search terms3. Decide what you want to see4. How often do you want to see it?5. How much do you want?

Locator

Creating a PlanCreating A Plan

Getting A Response

• Phone message• Email• Referrals

Hints From MIT• MIT Study

– Early birds do well. Contact rates were high in the hour between 9 a.m. and 10 a.m. and drop off as you get closer to noon.

– But earlier birds do even better. Contact rates were actually higher between 8 a.m. and 9 a.m.

– And late birds do best of all. The highest contact rates came between 4 p.m. and 5 p.m. And the second-highest were between 5 p.m. and 6 p.m.

– Tuesday was the worst day to call.

Online Leads• Average lead response time – 31 hours• Online leads Contact rates plummet after just 5 minutes

Within 30 days of getting a lead, what percent of

salespeople do the following:

• 48% averaged 1 client contact per lead

• 13% averaged 2 client contacts per lead

• 7% averaged 3 client contacts per lead

• 1% averaged 4 client contacts per lead

Within 30 days of getting a lead, what percent of

salespeople do the following:

• 80% of closed sales take a minimum of 5

client contacts per lead!

Final Prospecting Plan• Goal and Allotted Time• Trade Show Leads• Ongoing HSMAI Leads• Target Search• Expertise• Number of Contacts

Kristy Westfall MoyerNational Training Account Manager

kristywestfall@signatureworldwide.com

5115 Parkcenter AvenueDublin, Ohio 43017(614) 766-5101www.signatureworldwide.com