Barry Himmel, Senior Vice President
Signature Worldwide
http://www.signatureworldwide.com

  • Mystery Phone calling
    • Call the client pretending to be the customer.
  • Steps
    • Approaching
    • Receiving information
    • Presenting benefits
  • Sales Call
    • Continuance (bad)
      • Being vague
      • No reason for call
      • No urgency
  • Advancement (good)
    • Action
    • Date
    • Time
    • Call Objective
  • Send Outlook reminder on call.
  • Sales
    • Building relationships
    • Creating interest in your product
    • Creating value
    • Generating revenue
  • Prospecting
    • Networking
    • Reaserching
    • Looking for new opportunities
    • Suspects-Prospects-Customers
  • Prospecting Call
    • Attention
    • Interest
  • Sales call
    • Desire
    • Action
  • E-mail Prospecting Advantages
    • Cost effective
    • Time effective
    • Insulated / safety net
  • E-mail Prospecting Disatvanges
    • Not personal
    • Easy to ignore
    • Lots of completion
  • Follow up on emails leads, in 30 days
    • 48% follow up call 1 time (bad)
    • 80% of closed sales take minimum of 5 client contacts per lead.
    • Access to Executives respond Usually
      • 20% time respond cold call or email
      • 44% time respond if meet at networking to call or email
      • 20% Email and follow up
      • 36% External referral first
      • 68% Internal referral first
  • Read the clients articles to continue the sale
    • Listen to their story
  • Email prospecting
    • write why you contacting them
    • write why you are contacting them now
    • ask for internal reference
  • Email content
    • Date in subject lines get through spam filters.
    • Links in emails are caught in spam filters.
    • Do not include peoples titles
  • Create email template but do not forget to change the name.
  • Phone Advantages
    • More personal
    • More direct
    • Shortens sales cycle
  • Phone Disadvantages
    • Gate Keepers (think how they can help you get in)
    • Perceived as an annoyance (get over it)
    • No safety net (no do overs)
  • Client wants to know
    • What do you want?
    • Why are you calling?
    • Who are you?
    • What is in it for me?
  • Share news about your company and product
    • Recent clients
  • Client says “Send me some information.”  (bad)
    • Have demo or face to face meeting.
  • Prospecting
    • Attention and interest
    • Start at the Top (CEO)
    • Always as for internal referral
    • Emails should be easy to read on phone. Arial size 10.
    • Always have a reason for being there
    • Save prospecting email templates.
  • Use your newsletters for referencing your articles that they should read.
  • Next Step
    • Create and individualized development plan
    • Create templates
    • Establish as system for savings emails
    • Set goals for phone and email prospecting.
  • Getting emails
    • Linknd
    • Jigsaw
    • Call and ask
    • Google search
    • Hoovers – pay service
  • Phone and emails is 15% of marketing
    • Networking
    • Tradeshows
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