Prospecting and Lead Generation Sample Powerpoint

Prospecting and Lead Generation

Module One: Getting Started Prospecting and lead generation are essential to the success of any sales organization. By changing your personal perspective of prospecting and engaging in fun, new activities, your company will benefit from new enthusiasm and increase sales leads.

In order to succeed, we must first believe that we can.

Nikos Kazantakis

Workshop Objectives

Identify prospects

Use pipeline effectively

Track activity and make adjustment s as needed

Module Two: Prospecting Prospecting is essential to any sales endeavor, so it is essential that it becomes both a priority and a habit.

Additionally, it is essential that you understand your prospect and choose your methods of communication appropriately.

Implementing these steps will help to improve prospecting results.

Sales are contingent on the attitude of the salesman, not the attitude of the prospect.

William Clement Stone

Make It a Priority Scheduling

Preparation

Professionalism

Identify Your Ideal Prospect Values and priorities Buying habits Interests

Choose Prospecting Method

Referral s Email marketing Advertising

Make It a Habit 66 to 200 days to make a new habit stick Focus on positive outcomes Work it daily

Case Study Henry and Jim are both experienced at sales Both Henry and Jim spend time each day prospecting

Henry carefully screens people to find prospects that are most likely to become customers, hence makes more sales than Jim

Jim realizes that he needs to focus on finding the best prospects

Module Two: Review Questions 1.What needs to be avoided in prospecting? a)Positivity b)Negativity c)Written communication d)Oral communication

2.

What is NOT necessary for making prospecting a priority?

e)Schedule f)Professionalism g)Preparation h)Values

Module Two: Review Questions 3. What is necessary to find the ideal prospect? a)Research b)Objectivity c)Promotion d)All of the above 4. When should the ideal prospect be found? e)During prospecting f)After prospecting g)Before prospecting h)It does not matter

Module Two: Review Questions 5. What will determine which type of prospecting methods should be the focus? a)Interest b)The prospect c)Priority d)CEO 6. What is less likely to be effective on younger prospect? e)Seminars f)Webinars g)Social media h)Cold calling

Module Two: Review Questions 7. When is it easier to attempt to make prospecting a habit? a)At the beginning b)Never c)At 21 days d)After a week 8. How often should prospecting be done to ensure that a habit forms? e)Frequently f)Weekly g)Daily h)It does not matter

Module Two: Review Questions 9. How long did Jim spend prospecting every day? a)1 hour b)30 minutes c)2 hours d)45 minutes 10. Why was Jim frustrated? e)Henry spent less time than he did prospecting f)Jim Spent more time prospecting g)He had fewer sales than Henry h)All of the above

Module Two: Review Questions 1.What needs to be avoided in prospecting? a)Positivity b)Negativity c)Written communication d)Oral communication It is important to make sure that you remain positive when prospecting. This improves professionalism and communication.

2.

What is NOT necessary for making prospecting a priority?

e)Schedule f)Professionalism g)Preparation h)Values Values are necessary to determine the best prospect. The other answer choices help make prospecting a priority.

Module Two: Review Questions 3. What is necessary to find the ideal prospect? a)Research b)Objectivity c)Promotion d)All of the above The ideal prospect requires finding the ideal customer. Research must be done to identify the correct prospect.

4. When should the ideal prospect be found? e)During prospecting f)After prospecting g)Before prospecting h)It does not matter The ideal prospect should be identified before the prospecting begins. This allows the sales person to focus on prospects who are likely to become customers.

Module Two: Review Questions 5. What will determine which type of prospecting methods should be the focus? a)Interest b)The prospect c)Priority d)CEO Different methods are used for different prospects. The prospect will determine the focus of the methods used.

6. What is less likely to be effective on younger prospect? e)Seminars f)Webinars g)Social media h)Cold calling Cold calling is more effective on older prospects who spend more time talking on the phone. The other answers are more effective for younger prospects.

Module Two: Review Questions 7. When is it easier to attempt to make prospecting a habit? a)At the beginning b)Never c)At 21 days d)After a week New habits are always easier to attempt at the beginning. After the honeymoon phase ends, however, the process becomes difficult.

8. How often should prospecting be done to ensure that a habit forms? e)Frequently f)Weekly g)Daily h)It does not matter Actions that need to become habits should be practiced daily. This will help the action to become a habit.

Module Two: Review Questions 9. How long did Jim spend prospecting every day? a)1 hour b)30 minutes c)2 hours d)45 minutes Jim spent 1 hour prospecting each day. Henry spent 30 minutes prospecting each day.

10. Why was Jim frustrated? e)Henry spent less time than he did prospecting f)Jim Spent more time prospecting g)He had fewer sales than Henry h)All of the above Jim spent more time prospecting than Henry, but Henry had more sales than Jim.

Module Three: Traditional Marketing Methods

Traditional marketing methods are tried and true. By blending traditional and newer methods of marketing to prospects, you will improve your chance of success as you approach prospects and generate leads.

I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.

EstĂŠe Lauder

Cold Calling Introduce yourself and your company Educate the prospect about how you can meet their needs Maintain contact with the prospect

Direct Mail Create the list of prospects Create the direct mail piece Test the direct mail on a sample of your mailing list before completing the direct mail campaign

Trade Shows

Plan in advance Advertise Follow up

Networking

Build relationship s

Offer value and sell yourself

Follow-up and connect with them

Case Study Terry and Melissa are going to the same trade show.

Terry plans for the event weeks before it begins

Melissa asked a few peer she was friends with to join her

Terry had 150 prospects, while Melissa only had 20

Module Three: Review Questions 1. What is necessary to maintain when engaging in cold calling? a)Time b)Creativity c)Positivity d)All of the above 2. What do you need to understand before cold calling? e)The customer f)The product g)How the product benefits the customer h)All of the above

Module Three: Review Questions 3. Who should make up the direct mail list? a)Anyone within a 25 mile radius b)Ideal customer c)Past customers d)New contacts 4. What makes direct mail more effective? e)Education f)Adjustments g)Pamphlets h)Call to action

Module Three: Review Questions 5. Who should handle a booth? a)Calm people b)Energetic people c)Creative people d)It does not matter 6. What will enhance advertising at a trade show? e)Nothing f)A booth g)Decorations h)Being a speaker

Module Three: Review Questions 7. What is one of the most effective methods of prospecting? a)Networking b)Direct mail c)Booths d)Calls 8. What is the focus when first networking? e)Ask favors f)Work the room g)Offer value h)None of the above

Module Three: Review Questions 9. Who did Melissa choose to work her booth? a)Friends b)Employees c)Knowledgeable people d)All of the above 10. What did Melissa find when she arrived at the trade show? e)Her workers did not come f)The booth cost extra g)There was no booth for her h)Her decorations did not fit

Module Three: Review Questions 1. What is necessary to maintain when engaging in cold calling? a)Time b)Creativity c)Positivity d)All of the above Cold calling is meeting prospects over the phone. This requires positivity to be effective.

2. What do you need to understand before cold calling? e)The customer f)The product g)How the product benefits the customer h)All of the above Cold calling requires extensive preparation. It requires knowledge of the customer and how the product will benefit the customer.

Module Three: Review Questions 3. Who should make up the direct mail list? a)Anyone within a 25 mile radius b)Ideal customer c)Past customers d)New contacts The direct mail list requires research. The demographics should help you identify your ideal customers.

4. What makes direct mail more effective? e)Education f)Adjustments g)Pamphlets h)Call to action Direct mail should be fun and have a call to action. This may be a special offer.

Module Three: Review Questions 5. Who should handle a booth? a)Calm people b)Energetic people c)Creative people d)It does not matter Booths need to be manned by staff who are energetic.

6. What will enhance advertising at a trade show? e)Nothing f)A booth g)Decorations h)Being a speaker Advertising is necessary for a successful trade show. Becoming a speaker will enhance the effectiveness of advertising.

Module Three: Review Questions 7. What is one of the most effective methods of prospecting? a)Networking b)Direct mail c)Booths d)Calls Networking is one of the most effective methods of prospecting when done correctly.

8. What is the focus when first networking? e)Ask favors f)Work the room g)Offer value h)None of the above Networking takes time. It is important to offer value at the beginning and sell yourself.

Module Three: Review Questions 9. Who did Melissa choose to work her booth? a)Friends b)Employees c)Knowledgeable people d)All of the above Melissa asked peers to work the booth with her. The peers were friends, not necessarily the most qualified people.

10. What did Melissa find when she arrived at the trade show? e)Her workers did not come f)The booth cost extra g)There was no booth for her h)Her decorations did not fit Melissa found that the decorations did not fit when she arrived at the trade show.

She did not take enough time to prepare before the trade show.