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Prospecting – Filling the Funnel

Step 2 Help People Buy

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2. Prospecting – Learning Outcomes

Review the Power of Helping People Buy Discover power of a prospect profile to

pre-qualify Analyze how to attract the right

prospects. Discover the critical importance of your

database. Review Prospecting tactics Exercise on Prospecting – Find a ….

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2. Sales Funnel definitions

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Audience: Targeted group from plan

Prospect: Shared behaviour characteristics (location, interest, passion)

Lead: Has unmet need /is qualified. Customer: Order has been taken. Fan: Loyal customer, evangelist.

The Rule of 10

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2. Sales Funnel & Your Goals

Funnel Stage

Fans!

Customers

Leads

Prospects

Engage & Qualify

Discovery & Solution

Align & Commitment

Reward & Feedback

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Why People buy

The power of helping people buy what they want

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2. The 2 reasons that people buy

1. GOOD FEELINGS 2. SOLUTIONS TO PROBLEMS

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2. Why people buy

Nobody want to be sold! People buy emotionally and justify it with

logic. 4 main emotions: Glad, Sad, Mad,

Scared Buys occur when they are glad about

you/service. Reinforce emotion with logic – a reward!

(move to closing) Question to ask to find

solutions/change feelings: What do you have? What would you

like it to be?

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2. Creating a prospect profile What is similar about my customers? What is similar about my competitor’s

customers? Who has the unmet need and ability to

pay? Where can I find them?

Can focus your efforts, marketing/sales tactics.

Pre-qualify prospects against the profile before contact.

Attracting the wrong prospect can have huge costs!

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2. The critical database

Your database is the lifeblood of your business. Select it carefully. Can automate some

activity/reports. Keys:

Ask colleagues & contacts (niche solution?) Ability to import/export data Flexibility to change platforms -

growth/needs Community for support

Must have discipline to maintain it. Do you use one? How well does it serve you?

ACT, Maximizer, Sugar CRM, Salesforce

2. Prospecting Tactics & Tips Sales funnel goal – Engage & Qualify

1. Introduction email or letter Tone: Brief, warm, relevant (reflects

homework). Include: USP, mutual contacts, Top 2

benefits. Optional: Sincere compliment, Intro offer.

2. Follow-up Call or email w/ added value (article, tips). 6-8 weeks later (depends on category).

2. Prospecting Tactics & Tips

3. Networking: Circulate, biz cards, don’t sell. Create a “presence” in relevant places.

Association, community, social media, event. Focus on ways to help them. (Info, referral, buy?) Ask “Is there anything I can do for you.”

4. Cold calls: Not bugging them, helping them buy Build relationship - Interests/photos/issues (ball cap test) Coffee/donuts/samples “If you know of anyone who might need x (your

services), please keep us in mind.” (e.g. Indirect) Referral is a 2 say street

2. Prospecting Tactics & Tips Warm calls: Advance to Discovery &

Solution stage

Pre-qualified or have expressed interest

Probe profile match and confirm unmet need.

Move them to right emotional state to buy.

Provide value even when not selling.

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Step 2. Group Exercise – What are customers really buying from us?

1. What good feelings or solutions to problems do I/can I offer?

E.g. Don’t sell toys. Sell children happy moments. Don’t sell spa service. Sell convenience, relaxation & family

time.

2. We offer:____________________________

3. Break into groups of 3. Pick “buyer” and “seller” then rotate Ask questions to qualify if they have matching unmet

need The catch? Can only ask questions! No selling! Try 10 in a row.

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Step 2 – Prospecting Summary Defined a Sales Funnel Reviewed the Power of Helping People

Buy Discovered the power of prospect

profiles Analyzed how to attract the right

prospects. Discover the critical importance of your

database. Reviewed prospecting tactics Took part in exercises on Prospecting

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11 things Entrepreneurs share in common - Video

Mike Desjardins, Virtus Inc. Principal

Success Snack on Entrepreneurship

captured for fundfindr.tv

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Contact Info Bret Conkin fundfindr Media Inc. p: 604.250.9666 e: bret@riiplay.tv t: twitter.com/riiplaytv Blogs:

www.eventswithoutend.blogspot.com www.fundfindr.tv