Top 10 Prospecting Tips

1. Top 10 Prospecting Tips

2. Number 10Internet Prospecting • Some Examples are: Corporate-www.cmeplanner.com, seminarinformation.com, zapdata.com Religious Sites-churchangel.com • Government/Military Sites-www.usa.gov, www.gsa.gov, www.reunionsmag.com,www.fbo.gov • Sports Sites-www.active.com, www.usssa.com • Search for events within a particular market segment, type: City+state+type of event (Houston Texas “insurance conference” Note use quotations around phrases to get search results for your exact phrase and all lowercase will get you more results • Always when on the organizations website look for a meetings and events tab

3. Number 9Phone • Existing, Past, Turndown or Lost Clients • Monday mornings – you and your prospect are more energetic and Fridays people are more relaxed • Early mornings if you want to get directly through to the decision maker • During Power Hour-9:00 am-11:00 am and 1:00 pm-3:00 pm • 11am and 3pm have the greatest spikes on social media – what does that tell you about where people are at those times?

4. Number 8Outside Cold Calling • Blitzing- Backyard or venture out of your Backyard to your Competition’s backyard • Calls during the Snow, Rain, Heat (Inclement Weather) Let nothing hold you back

5. Number 7Maintaining a stronger field presence than your competitors What it means: • Being out of the office and face-to-face with clients and potential clients • Clients seeing you demonstrate that you “want it more than the competition” • Getting in front of the people that actually make the decision, not just the information gatherer

6. Number 6Lead Source A place or publication where you can find business opportunities.  • Reader boards • Tenant Directories • Commercial Real Estate Agents • Old Files • Newspapers – Business Journals (subscribe) • In house Guest Lists • Tax exempt forms • Competition – competitors talk about other competitors. • Vendors

7. Number 6 Lead Source continued • Construction companies • Corporate re-lo companies • Existing Client referrals (who are their competitors?) • Weekly manager receptions. • Hotelligence Report • Your Front Desk • CVB/Chamber of Commerce or other Organizations

8. Number 5 Networking for new business leads Your personal involvement in an organization or association can lead to “Networking” for lead sources: • Join a local organization or association that you have an interest in get involved and volunteer • Attend the meetings, sit with different people for each meeting, acquaint yourself with the leaders, join a committee. • Follow-up with a brief note to each new person you meet. • Send LinkedIn or other social media invitations to those you met. • Host the event at your hotel and offer tours, give them an event upgrade if they will give you “commercial” time. • Provide door prizes at meetings, sponsor speakers or display tables. • Write an article for an industry/association-related newsletter or blog.

9. Number 4Brand and Prism Hotel • Build relationship with your Brand NSO on a regular bases so they remember you when talking with a customer-Leads • Utilize other Prism Hotels for contact names with a company or have you worked with them • Your Brand Hotels in your area know them so they will think of you when they can’t take the business.

10. Number 3Competitors Hourly Associates • Secret Shopper • Dine in the Restaurant or Bar and pick the servers brain • Listen to the conversation of the guest next to you • Drive the Parking lots and see Car Logo’s-Do early morning and late evening

11. Number 2Your local area • Restaurants • Car Repair Shop • Bars • Gas Stations • Airport

13. AND THE NUMER 1 PROSPECTING TOOL IS…..

14. Your own hotel and Prism Hotel and Resorts • Everyone within Prism and your hotel works in Sales, even home office management • Use existing clients to give testimonials • Find out if others in the company already have a relationship with your prospect. • Ask your GM, VP, CEO and brand folks to help you close the business. • Your Front Desk , Accounting Department, Departmental Managers