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Taking Prospecting to the Next Level

Taking Prospecting to the Next Level. 2008 International Insurance & Finance Congress Joey Davenport. Prospecting Philosophies. Prospecting is Belief-Driven. The most successful people are the best prospectors, not the best salespeople.

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Taking Prospecting to the Next Level

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  1. Taking Prospecting to the Next Level 2008 International Insurance & Finance Congress Joey Davenport

  2. Prospecting Philosophies • Prospecting is Belief-Driven. • The most successful people are the best prospectors, not the best salespeople. • We are in a prospecting and promotion business - Granum • You have to gather as many “acorns” as possible early in your career. • The average income of your clientele will equal your average income over time.

  3. Reasons for Prospecting Failure • Simply Don’t Ask • Lack of Belief • Lack of Preparation

  4. Prospecting is Belief Driven CommunicationStatistics Words = 7% Tonality = 38% Body Language = 55%

  5. Reasons for Prospecting Failure • Simply Don’t Ask • Lack of Belief • Lack of Preparation

  6. “It’s not the will to win, but the will to prepare to win that makes the difference.” Paul “Bear” Bryant

  7. Prospecting – Setting the Stage “First of all, I’d like to thank Harry for introducing us. That’s important because I work exclusively on a personal introduction basis . . .”

  8. Prospecting Transition Get the affirmative Refer back to the nominator Ask permission to brainstorm Take the primary objection away Feed a name or category

  9. #1 Prospecting Objection “I don’t know anyone in the market for your services” “No one comes to mind” “I can’t think of anyone”

  10. “People know people, not referrals.”

  11. Client Concerns • Concerned about how others will react • to the referral. • Had a bad experience in the past they • don’t want to repeat.

  12. Strategy for Overcoming Concerns • Acknowledge and validate • Explore their resistance carefully • Re-frame their thinking softly • If they are still uncomfortable, plant • a referral seed and move on.

  13. “The Graceful Exit” “If you happen to run across someone in the future who you think could benefit from my services, would you keep me in mind?”

  14. Planting Referral Seeds “If you happen to run across someone in the future who you think could benefit from my services, would you keep me in mind?”

  15. Planting Referral Seeds “Keep in mind, I’m never too busy to see if I can help friends or family members you care about.”

  16. Planting Referral Seeds “Don’t keep me a secret.”

  17. Prospecting Strategies Nesting

  18. Benefits of Nesting • Increases Your Efficiency • Helps to Pinpoint Specific Categories • You are Perceived as the Expert • You Understand their Issues, Benefits, etc.

  19. Wine & Liquor Food Distributor Cooking Supplies Kitchen Equipment Restaurant Owner Restaurant Owner Furniture Other Restaurant Owners Linens Silverware & Dishes

  20. Oil & Gas Shipping Materials Large Trucks Wooden Palettes Shipping Company Owner Restaurant Owner Tires Other Trucking Co. Owners Trucking Parts Tools

  21. Ideal Client Profile Small Business Owners Franchise owners Consultants Contractors Top Salespeople Inside Outside Professionals Attorneys Real Estate Brokers Traders Investment Bankers Corporate Executives Abbott Baxter Grainger Hewitt

  22. Prospecting Resources • www.martindale.com • www.doctordirectory.com • www.dentistdirectory.com • www.cpadirectory.com • www.infospace.com • www.anywho.com

  23. Three Ways to Grow Your Business • Increase the Quantity of Your Activity • Increase the Quality of Your Process • Increase the Quality of Your Prospects

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