Welcome to Prospecting Module 15 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of

1. Prospecting Module 15 Welcome to Prospecting Module 15 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of Contact Based Selling

2. Prospecting Module 15 Prospecting Module 15 Introduction to Connected Leads: Since we’re going to be prospecting so much, doesn’t it make sense to make it as pain-free and productive as possible? THAT’S what connected leads will do for you! What we’ll cover in this module: What are “Connected leads” Why they’re better can cold calls Obvious and not-so-obvious connected leads Confusion and the connected lead How to get more referrals

3. Prospecting Module 15 • What are “Connected Leads” • Connected leads are simply leads with some connection to someTHING or someONE else… • This connection may be as strong as a personal referral or introduction… or as distant as simply being in the same category niche • The person we’re calling doesn’t have to be introduced, or even know we’re going to be calling, in order for it to be a “connected lead” – example, “If we’re calling a plumbing company to sell them advertising in our home-owner directory, we don’t have to wait to get an introduction from the Home-Builders Association to the person…or they don’t have to call and say, “Greg Bennett is going to call”…WE just make the connection on the phone and move forward

4. Prospecting Module 15 • Why connected leads are better can cold calls • Connected leads move us a little closer to “inside the circle” vs “outside the circle” where clients become so defensive. It causes the client to freeze and not go into automatic dump mode • Connected leads will turn into appointments faster because the defensiveness and nervousness just isn’t there • Connected leads help you maximize your prospecting time as one call can turn into 10 appointments • Live person at a networking event equals about 200 cold calls

5. Prospecting Module 15 • Obvious and not-so-obvious connected leads • Obvious connected leads are: • Other department heads that work with the client • Friends and co-workers • Other members in an association • Not-so-obvious connected leads: • Their customer base • People who don’t buy • Their vendors and suppliers • Goal…Let’s make every cold call…a connected cold call

6. Prospecting Module 15 • Confusion and the connected lead • A commando strategy that works with connected leads is – if you don’t have a connection…make one up • SELLER: “Hi Tom…this is Greg Bennett…does my name sound familiar?” • CLIENT: (Freezes them) “Uh no…” • SELLER: “Do you know Terry Hunter at Flobee?” • CLEINT: (Still confused…) “No…should I?” • SELLER: “Well…he apparently listed you as one of his main business contacts…and he’s a client a mine, so he suggested I give you a call…we do office remodeling projects…- go into spiel”

7. Prospecting Module 15 • Getting More Referrals • In addition to starting your own leads group and working the connected lead ideas which we’ll discuss, here are a few ideas to increase the amount of referrals you’re getting: • Tell people in your network what SYMPTOMS to look out for…not just what solutions you have -- I can recognize symptoms of a pneumonia easier than I can recognize the medicines the doc will use to treat it • Promote the fact that you appreciate referrals • GIVE REFERRALS OUT!!! • Shamelessly bribe those who give you a referral…don’t skimp on this!