the sales system method
TRANSCRIPT
The Sales System Method
• Phone
“Cold”Marketing to
Database
• Specialize
• Canvass
• Internet Research
Build/Update
Prospect Database
Update Database as You Market and Speak with Prospects
• Decider
• Decision Date
• Needs, Problems
Acquire Informati
on
Accumulate Leads & Establish Credential
s
Background
Step 1: Define Your Specialization
Why Specialize? Focus Makes it Easier to…
• Strengthen Your Brand as an Expert
• Create a Prospect Database
• Send Targeted Marketing
• Collect Market Data
Step 2: Build Your Prospect Database
Step 2a: Canvassing Properties
200,000 SF in Property/10 Floors = 20,000 SF per Floor
Step 2b: Internet Research
How Do I Find Email Addresses?
• Website (www.acme.com)
• Google Search “John Doe @acme.com”
• Connect on Linkedin
• Look for lower level employee email, apply pattern to decision maker’s email
• Data.com search.
Step 3: Market to Your Prospects
Step 3a: Connect with Email
Add Value When “Cold” Emailing/Mailing
• Invitations to Networking Group/Events
• Real Estate Market Update
• Survey about Landlord/Property
Example: Bad Email MarketingSubject: Vague Email Subject
[HTML PICTURE THAT FAILED TO DOWNLOAD]Hello Friend,Happy Flag Day![HTML PICTURE THAT FAILED TO DOWNLOAD]I am writing to offer no value.[HTML PICTURE THAT FAILED TO DOWNLOAD]Please enjoy the HTML picture above, which failed to download. Please are some links to make this note more difficult to read on your phone:www.pointlesslink1.comwww.pointlesslink2.comIf you have read this entire email, you are pliable enough to agree to a meeting over email. When can I come over to your office?
Sincerely,Unsuccessful Salesman
Example: Good Email MarketingSubject: Speaker event w/ Congressman Roskam & Crain's David Snyder
Hello David,Hope you are well. Wanted to let you know about an event which may interest you.
September 16th is the Fall Speaker Series for Greater Oak Brook Business Leaders. Congressman Peter Roskam and Crain’s David Snyder will speak about economic and political trends effecting Chicagoland (see attached flier for details).
The event is open to all, no cost to attend. Coffee and snacks will be provided.Event will start at 8am (arrive at 7:45am to network). We’ll meet at 1910 S Highland Ave ste 325, Lombard. Email me at [email protected] by 9/8/15 to register.
PS – I’ve started my own company, Golden Group Real Estate (note my new email address). Please let me know if my commercial real estate brokerage services may benefit you or anyone you know. Thanks,
Troy Golden
Step 3b: Connect with Mail
Step 3c: Connect over the Phone
Like What You Heard? We’re Hiring!
• Want to use the tools discussed here to further your career?
• Golden Group Real Estate is hiring commercial real estate brokers to learn and deploy the system discussed today.
• For more information, contact Troy Golden at (630) 805-2463 or [email protected]