Prospecting and Lead Generation Corporate Training Materials Module

Prospecting and Lead Generation Corporate Training Materials

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 adjustments as needed

Module Two: 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 Referrals 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 realizes that he needs to focus on finding the best prospects

Module Two: Review Questions 1. What needs to be avoided in prospecting? a) b) c) d) Positivity Negativity Written communication Oral communication 2. What is NOT necessary for making prospecting a priority? a) b) c) d) Schedule Professionalism Preparation 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? a) During prospecting b) After prospecting c) Before prospecting d) 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? a) Seminars b) Webinars c) Social media d) Cold calling

Module Two: Review Questions 7. When is it easier to attempt to make prospecting a habit? a) b) c) d) At the beginning Never At 21 days After a week 8. How often should prospecting be done to ensure that a habit forms? a) b) c) d) Frequently Weekly Daily 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? a) Henry spent less time than he did prospecting b) Jim Spent more time prospecting c) He had fewer sales than Henry d) All of the above

Module Two: Review Questions 1. What needs to be avoided in prospecting? a) b) c) d) Positivity Negativity Written communication 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? a) b) c) d) Schedule Professionalism Preparation 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) b) c) d) Research Objectivity Promotion 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? a) b) c) d) During prospecting After prospecting Before prospecting 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) b) c) d) Interest The prospect Priority 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? a) b) c) d) Seminars Webinars Social media 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) b) c) d) At the beginning Never At 21 days 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? a) b) c) d) Frequently Weekly Daily 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) b) c) d) 1 hour 30 minutes 2 hours 45 minutes Jim spent 1 hour prospecting each day. Henry spent 30 minutes prospecting each day. 10. Why was Jim frustrated? a) b) c) d) Henry spent less time than he did prospecting Jim Spent more time prospecting He had fewer sales than Henry 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. Estée 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 relationships 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) b) c) d) Time Creativity Positivity All of the above 2. What do you need to understand before cold calling? a) b) c) d) The customer The product How the product benefits the customer 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? a) Education b) Adjustments c) Pamphlets d) 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? a) Nothing b) A booth c) Decorations d) 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? a) Ask favors b) Work the room c) Offer value d) 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? a) Her workers did not come b) The booth cost extra c) There was no booth for her d) Her decorations did not fit

Module Three: Review Questions 1. What is necessary to maintain when engaging in cold calling? a) b) c) d) Time Creativity Positivity 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? a) b) c) d) The customer The product How the product benefits the customer 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) b) c) d) Anyone within a 25 mile radius Ideal customer Past customers New contacts The direct mail list requires research. The demographics should help you identify your ideal customers. 4. What makes direct mail more effective? a) b) c) d) Education Adjustments Pamphlets 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) b) c) d) Calm people Energetic people Creative people It does not matter Booths need to be manned by staff who are energetic. 6. What will enhance advertising at a trade show? a) b) c) d) Nothing A booth Decorations 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) b) c) d) Networking Direct mail Booths Calls Networking is one of the most effective methods of prospecting when done correctly. 8. What is the focus when first networking? a) b) c) d) Ask favors Work the room Offer value 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) b) c) d) Friends Employees Knowledgeable people 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? a) b) c) d) Her workers did not come The booth cost extra There was no booth for her 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.

Module Four: New Marketing Methods As technology changes, so do the marketing methods used. Some newer marketing methods, such as social networking, will be very familiar. When you combine the newer marketing methods with the traditional ones, you have the opportunity to make the most of your marketing strategies. Business has only two functions – marketing and innovation. Milan Kundra

Social Networking Facebook Linked. In Twitter

Search Engine Marketing Know your audience and choose keywords they are likely to search Get the site indexed by Google and other search engines Implement a pay per click program and measuring ROI to determine if any adjustments are necessary

Email Marketing Avoid typing in all caps and overusing buzzwords like FREE! Include an incentive and call to action in visible placement Test the email

Display Advertising (Methods) Cost per click: You pay when someone clicks the ad. Cost per thousand impressions: You pay with every appearance of the ad. Cost per acquisition: You only pay when there is a sale from the ad.

Case Study Jon wants to market the company online, and he hires Gary to complete the project Gary did all of the work himself via email campaign in order to save money The email campaign made a 20% ROI. The social network ads earned 10% ROI Jon chose to end the display advertising campaign because that method was loosing money

Module Four: Review Questions 1. What is NOT a popular social media network for ads? a) Linked. In b) Google c) Twitter d) Facebook 2. Which budget do social media ads come from? a) General b) Training c) Advertising d) All of the above

Module Four: Review Questions 3. How is a website indexed? a) Search engine b) By text c) Ads d) Key words 4. What is organic SEM? a) Pay per click b) Index c) Algorithms d) Ranking

Module Four: Review Questions 5. What occurs when buzzwords are overused in emails? a) Sent to spam b) Nothing c) People ignore them d) They are opened 6. What should the font limit be in an email? a) 4 b) 3 c) 2 d) 5

Module Four: Review Questions 7. What occurs when you pay for an ad after a sale is made? a) Cost per click b) Cost per thousand impressions c) Cost per acquisition d) All of the above 8. Which method of advertising pays every time that the ad is viewed? a) Cost per click b) Cost per thousand impressions c) Cost per acquisition d) All of the above

Module Four: Review Questions 9. What lost money? a) Display advertising b) Email c) Social networking d) All of the above 10. How long did Jon monitor the results? a) 10 months b) 3 months c) He did not d) 6 months

Module Four: Review Questions 1. What is NOT a popular social media network for ads? a) b) c) d) Linked. In Google Twitter Facebook Ads on social media networks are growing in popularity. Google is a search engine. The other answers are social media sites. 2. Which budget do social media ads come from? a) b) c) d) General Training Advertising All of the above Social media ads are part of the marketing campaign. They are taken from the advertising budget.

Module Four: Review Questions 3. How is a website indexed? a) b) c) d) Search engine By text Ads Key words Websites are indexed on search engines. Websites need to be indexed to appear in a search. 4. What is organic SEM? a) b) c) d) Pay per click Index Algorithms Ranking Organic SEM uses algorithms to assess rankings using keywords and quality.

Module Four: Review Questions 5. What occurs when buzzwords are overused in emails? a) b) c) d) Sent to spam Nothing People ignore them They are opened Email filters will spot buzzwords. Overuse of buzzwords will send emails to spam. 6. What should the font limit be in an email? a) b) c) d) 4 3 2 5 Emails should be simple. No more than three fonts should be used in an email.

Module Four: Review Questions 7. What occurs when you pay for an ad after a sale is made? a) b) c) d) Cost per click Cost per thousand impressions Cost per acquisition All of the above Coat per acquisition is used when the payment for the ad is given after the sale is made. 8. Which method of advertising pays every time that the ad is viewed? a) b) c) d) Cost per click Cost per thousand impressions Cost per acquisition All of the above Cost per thousand impressions is the agreement to pay for ads in bulk. There is a payment every time that the ad appears.

Module Four: Review Questions 9. What lost money? a) b) c) d) Display advertising Email Social networking All of the above Display advertising lost money. The other answers had a positive return on investment. 10. How long did Jon monitor the results? a) b) c) d) 10 months 3 months He did not 6 months Jon monitored Gary’s results. He did this for 6 months.

Module Five: Generating New Leads Generating new leads requires gaining the trust of your prospects. Prospects need to see you as a brand they can trust. Trust in a brand is created by showing expertise using blogs, webinars, videos, and other tools. A mediocre idea that generates enthusiasm will go further than a great idea that inspires no one. Mary Kay Ash

Become a Brand Company mission statement Customer benefit Customer perception of company

Webinars Create webinar Choose a provider Advertise the webinar

Blogs Ask for comments Make links easy to access Choose searchable topics

Engaging Video Create appealing videos Introduce the topic immediately Choose exciting topics

Case Study Max decided to create a blog to generate new leads He notices that Jenny is successful by posting twice a week and links the posts to social media He posts twice a week for two months but no results Jenny tells Max that the posts are too broad and not clear

Module Five: Review Questions 1. What is outlined in the mission statement? a) Company goals b) Brand c) Business plan d) None of the above 2. What part of your business should you integrate your brand into? a) Advertising b) Lead generation c) Social media d) All aspects

Module Five: Review Questions 3. What will prevent webinar surprises? a) Landing page b) Positivity c) Rehearsal d) Search terms 4. What is Adobe Connect? a) Social media b) Lead generator c) Nothing d) Webinar provider

Module Five: Review Questions 5. What do blogs require for success? a) Commitment b) Video c) Technical expertise d) All of the above 6. What type of blog topics should be chosen? a) Topics that are already popular b) It does not matter c) Creative ones d) Topics likely to be searched

Module Five: Review Questions 7. When should the topic of a video to be introduced? a) It does not matter b) First 10 seconds c) First minute d) First 30 seconds 8. What type of video should be made to engage prospects? a) Educational b) Playful c) Entertaining d) All of the above

Module Five: Review Questions 9. How often does Jenny blog? a) Once a week b) Twice a week c) Sporadically d) Daily 10. How long does Max blog before asking Jenny’s advice? a) Two weeks b) One month c) One week d) Two months

Module Five: Review Questions 1. What is outlined in the mission statement? a) b) c) d) Company goals Brand Business plan None of the above The mission statement is the basis of branding. It outlines the company goals. 2. What part of your business should you integrate your brand into? a) b) c) d) Advertising Lead generation Social media All aspects Branding needs to be integrated into all aspects of a business.

Module Five: Review Questions 3. What will prevent webinar surprises? a) b) c) d) Landing page Positivity Rehearsal Search terms Webinars should be rehearsed ahead of time. This will prevent any surprises during the presentation. 4. What is Adobe Connect? a) b) c) d) Social media Lead generator Nothing Webinar provider Adobe Connect is a provider of webinars.

Module Five: Review Questions 5. What do blogs require for success? a) b) c) d) Commitment Video Technical expertise All of the above It is not necessary to be a technical expert to have a successful blog. It takes commitment and quality content. 6. What type of blog topics should be chosen? a) b) c) d) Topics that are already popular It does not matter Creative ones Topics likely to be searched When choosing blog topics, it is important to choose a topic that is likely to be searched by the prospects.

Module Five: Review Questions 7. When should the topic of a video to be introduced? a) b) c) d) It does not matter First 10 seconds First minute First 30 seconds The topic of the video needs to be introduced quickly. It should be introduced within the first 10 seconds. 8. What type of video should be made to engage prospects? a) b) c) d) Educational Playful Entertaining All of the above Any type of video can engage prospects. It is important to make quality videos.

Module Five: Review Questions 9. How often does Jenny blog? a) b) c) d) Once a week Twice a week Sporadically Daily Jenny blogs twice a week. Max follows her example. 10. How long does Max blog before asking Jenny’s advice? a) b) c) d) Two weeks One month One week Two months Max blogged for two months before asking Jenny for her advice.

Module Six: Avoid Common Lead Generation Mistakes The failure of lead generation to be successful can often be tied to common lead generation mistakes. Being aware of common mistakes, such as limiting channels, failing to provide value, failing to connect, and failing to try etc. , will help you to avoid them. Whenever an individual or business decides that success has been attained, progress stops. Thomas J. Watson Jr.

Limiting Channels May cost exposure and potential customers Do not limit to high tech channels Try new strategies

Failure to Provide Value People do not want to feel like they are being forced to listen Results in potential customers tuning out your message Always provide value when you are prospecting

Failure to Connect Often occurs in the follow up stage Important to follow up within the first three days of meeting Need to do more than make a phone call and a sale’s pitch

Failure to Try Use of excuses to avoid prospecting and lead generation Fear of failure Easier to assume that lead generation does not work

Case Study Holly and Andrea have avoided prospecting and lead generation because of time constraints Holly decided to create an email campaign, and Andrea began cold-calling Neither of their efforts had beneficial results After three months, they decided that prospecting and lead generation was not effective for their business

Module Six: Review Questions 1. What is true of marketplace strategies? a) They change b) They are reliable c) The never change d) They are unreliable 2. What do companies typically invest in? a) New ones b) Successful ones c) Traditional ones d) None of the above

Module Six: Review Questions 3. People often offer a _____ instead of value. a) Friendship b) Interest c) Sale’s pitch d) All of the above 4. What does a sale’s pitch imply? a) Interest in customer b) Interest in relationship c) Value d) Interest in money

Module Six: Review Questions 5. When does failure to connect typically occur? a) Connection b) Follow up c) Meeting d) All of the above 6. Follow up must occur within _____. a) 2 days b) 1 day c) 3 days d) 4 days

Module Six: Review Questions 7. What is the statement that there is no time to generate leads? a) b) c) d) Excuse Expertise Professionalism Observation 8. What is the reason why many people avoid attempting lead generation? a) b) c) d) Laziness Boredom Appearance Fear of failure

Module Six: Review Questions 9. How long was the email? a) b) c) d) 300 words 1, 000 words 500 words 10. How long did Holly and Andrea attempt lead generation before giving it up as something that is not effective for them? a) b) c) d) 2 months 1 month 3 months 6 months

Module Six: Review Questions 1. What is true of marketplace strategies? a) b) c) d) They change They are reliable The never change They are unreliable Marketplace strategies are constantly changing. This is why you should not limit channels. 2. What do companies typically invest in? a) b) c) d) New ones Successful ones Traditional ones None of the above Companies typically invest in successful strategies. This can lead to limiting channels.

Module Six: Review Questions 3. People often offer a _____ instead of value. a) b) c) d) Friendship Interest Sale’s pitch All of the above People often offer sale’s pitches instead of value to prospects. This lowers the chance of making a sale. 4. What does a sale’s pitch imply? a) b) c) d) Interest in customer Interest in relationship Value Interest in money Offering a sale’s pitch instead of value implies that the only interest is in money.

Module Six: Review Questions 5. When does failure to connect typically occur? a) b) c) d) Connection Follow up Meeting All of the above Failure to connect with prospects is a common failure. It often occurs at the follow up stage. 6. Follow up must occur within _____. a) b) c) d) 2 days 1 day 3 days 4 days Follow up must occur within three days. It is not effective at a later date.

Module Six: Review Questions 7. What is the statement that there is no time to generate leads? a) b) c) d) Excuse Expertise Professionalism Observation People often use excuses to avoid trying lead generation. Lack of time is a common excuse. 8. What is the reason why many people avoid attempting lead generation? a) b) c) d) Laziness Boredom Appearance Fear of failure People give many reasons for avoiding the lead generation. It is often a fear of failure.

Module Six: Review Questions 9. How long was the email? a) b) c) d) 300 words 1, 000 words 500 words 100 words The email that Holly wrote was 1, 000 words. This is too long to be considered effective. 10. How long did Holly and Andrea attempt lead generation before giving it up as something that is not effective for them? a) b) c) d) 2 months 1 month 3 months 6 months Holly and Andrea too on different aspects of lead generation. They attempted it for three months before giving up.

Module Seven: Educate Prospects Part of developing the relationship with potential customers requires educating them about you and your company. Sharing knowledge and displaying expertise by creating content, standing out from the competition, and delivering on promises will develop trust. Sales are contingent on the attitude of the salesperson, not the attitude of the prospect. William Clement Stone

Content Creation (Types) Webinars Blogs/ Vlogs (video blogs) Interviews

Stand Out from the Competition Your brand is your public image Need to establish your niche Advertise your brand to your prospects

Fill Customer Needs Gather data about what your prospects want Find gaps in your competition that your business will be able to fill Educate your prospects about the ways in which you will fill their needs

Always Deliver on Promises Avoid overpromising Develop a reputation for keeping your promises Always deliver

Case Study Heather is having trouble pulling new customers to her business Heather discovers that many customers are frustrated that Joe’s company closes too early She expands her hours and offers a delivery service for a fee She educates prospects about her differences, and her sales increase by 20% in the first three months.

Module Seven: Review Questions 1. What skills help share content? a) Marketing b) None c) Social d) Creative 2. What is an alternative to a traditional blog? a) Webinar b) Newsletter c) Case study d) Vlog

Module Seven: Review Questions 3. What must be done after a company establishes a way to stand out? a) Simply implement it b) Advertise it c) Nothing d) Study competition 4. What would free gift wrap accomplish? a) Nothing b) Advertising c) Help stand out d) Content creation

Module Seven: Review Questions 5. What will help identify unmet needs? a) Advertising b) Creativity c) Competition gaps d) Interest 6. A competitor’s customers complain about a complex return policy. What is this? a) Whining b) Nothing c) Question d) Need

Module Seven: Review Questions 7. What will customers do to influence education of prospects? a) b) c) d) Share their experiences Ask questions Ignore people None of the above 8. How can you improve your chances of always delivering on promises? a) b) c) d) Hire more staff Do not overpromise Educate prospects Being friendly

Module Seven: Review Questions 9. How was Joe failing to meet customer needs? a) Hours b) Service c) Quality d) All of the above 10. Who was Heather’s customer? a) Wealthy parent b) Middle class c) Women d) Working parent

Module Seven: Review Questions 1. What skills help share content? a) b) c) d) Marketing None Social Creative It is important to share content. Marketing skills will help accomplish this. 2. What is an alternative to a traditional blog? a) b) c) d) Webinar Newsletter Case study Vlog A vlog is a video blog. This is an alternative that may be used separately or together with the traditional blog.

Module Seven: Review Questions 3. What must be done after a company establishes a way to stand out? a) b) c) d) Simply implement it Advertise it Nothing Study competition Once a company establishes how it stands out, it is important to advertise it to potential customers. 4. What would free gift wrap accomplish? a) b) c) d) Nothing Advertising Help stand out Content creation Free gift wrap is not always provided. It helps a company stand out.

Module Seven: Review Questions 5. What will help identify unmet needs? a) b) c) d) Advertising Creativity Competition gaps Interest Identifying needs of potential customers is easier when the gaps in the competition are identified. 6. A competitor’s customers complain about a complex return policy. What is this? a) b) c) d) Whining Nothing Question Need Customer complaints can indicate gaps in the competition or an unmet customer need.

Module Seven: Review Questions 7. What will customers do to influence education of prospects? a) b) c) d) Share their experiences Ask questions Ignore people None of the above Customers share their experiences. This will influence the education of prospects. 8. How can you improve your chances of always delivering on promises? a) b) c) d) Hire more staff Do not overpromise Educate prospects Being friendly It is important to deliver on promises. It is easier to accomplish this if people do not over- promise.

Module Seven: Review Questions 9. How was Joe failing to meet customer needs? a) b) c) d) Hours Service Quality All of the above Joe’s customers complained that he closed too early. In this way, he failed to meet their needs. 10. Who was Heather’s customer? a) b) c) d) Wealthy parent Middle class Women Working parent Heather catered to the working parent, the customer that Joe overlooked in his business.

Module Eight: The Pipeline The sales pipeline has several basic steps: make contact and collect information, meet, make proposals, and close. You may alter the stages based on your company needs. There are no shortcuts to any place worth going. Beverly Sills

Contact First stage of the pipeline is contact Compile information on prospects after making contact Catalogue information, organize them based on needs, interests, etc.

Meet Be prepared for the meeting Establish business relationship Explain ways that you can meet client needs

Propose Communicate with the prospect Proposal must be officially accepted before the sale is made Proposal must include a timeline and discussion detail Follow up with the prospect

Close Closing occurs when the contract or order is signed and the sale implemented Provide guidance Close quickly

Case Study Fred contacts George about using his printing services He expects George to contact him with a proposal George sends a proposal 10 days after the meeting Fred decides that George does not seem interested and chooses another company

Module Eight: Review Questions 1. What should be a focus of the first contact? a) Close b) Pitch c) Propose d) Learn about the prospect 2. When contact is made over the phone, it is important to ____ a) Use a spreadsheet b) Ask questions c) Use a database d) Take notes

Module Eight: Review Questions 3. What should typically Not occur at the first meeting? a) Develop a rapport b) Learn about prospect c) Proposal d) Educate prospect 4. How do meetings occur? a) Online b) In person c) Over the phone d) All of the above

Module Eight: Review Questions 5. What should be done once a proposal is submitted? a) Follow up b) Wait c) Close d) Nothing 6. What are generally the odds of closing once the proposal phase is reached? a) 3: 1 b) 1: 2 c) 1: 3 d) 2: 1

Module Eight: Review Questions 7. Closing should be done _______. a) Slowly b) Quickly c) In order d) All of the above 8. The closing is done when the contract is ______, a) Proposed b) Verbally agreed upon c) Adjusted d) Signed

Module Eight: Review Questions 9. How long did it take for George to send the proposal? a) b) c) d) 3 days 5 days 10 days Week 10. What did Fred assume about George? a) b) c) d) Expensive Not interested Poor product Poor personality

Module Eight: Review Questions 1. What should be a focus of the first contact? a) b) c) d) Close Pitch Propose Learn about the prospect The first contact is the opportunity to learn about the prospect and discover what needs you can meet. 2. When contact is made over the phone, it is important to ____ a) b) c) d) Use a spreadsheet Ask questions Use a database Take notes Contact is the opportunity to understand the prospect. It is important to ask questions.

Module Eight: Review Questions 3. What should typically Not occur at the first meeting? a) b) c) d) Develop a rapport Learn about prospect Proposal Educate prospect It is important that the first meeting be focused on demonstrating how the company can meet needs and develop a relationship. It is typically too early to develop a proposal. 4. How do meetings occur? a) b) c) d) Online In person Over the phone All of the above Meetings can take any venue. The meeting itself is more important than the venue.

Module Eight: Review Questions 5. What should be done once a proposal is submitted? a) b) c) d) Follow up Wait Close Nothing It is important to follow up on proposals. Do not simply wait for an answer. 6. What are generally the odds of closing once the proposal phase is reached? a) b) c) d) 3: 1 1: 2 1: 3 2: 1 The rate of closing is 1: 3. This is why it is not enough to simply hand in a proposal. It is important to follow up.

Module Eight: Review Questions 7. Closing should be done _______. a) b) c) d) Slowly Quickly In order All of the above Closing needs to be done quickly. The more time you allow, the more likely a potential customer is to back out. 8. The closing is done when the contract is ______, a) b) c) d) Proposed Verbally agreed upon Adjusted Signed Closing occurs after a contract is signed and the sale has been implemented.

Module Eight: Review Questions 9. How long did it take for George to send the proposal? a) b) c) d) 3 days 5 days 10 days Week George sent the proposal after 10 days. Fred began looking at other options after a week of waiting. 10. What did Fred assume about George? a) b) c) d) Expensive Not interested Poor product Poor personality Fred assumed that George was not interested in his business because he waited too long to contact him with the proposal.

Module Nine: Follow up Communication You should not allow too much time to pass between making contact with your prospects and moving them towards customer status. Communication will help you better understand you leads and respond to their questions appropriately. You don’t close a sale, you open a relationship if you want to build a long term, successful enterprise. Patricia Fripp

Know Your Leads Make notes after contact Send online surveys Use social media to understand what the lead likes

Move Quickly Do not allow time to lapse after making contact If the customer makes first contact, respond as soon as possible Make contact with your leads regularly

Know How to Respond Use auto responders Scripts that are tailored for individuals Have information that your lead needs

Set Future Meetings Offer value Be accommodating Keep trying

Case Study William is interested in hiring a caterer and contacts Leanne via email The first impression does not impress William The next day, Leanne calls and leaves a message that answers all of William’s questions After this follow up, he decides it will be worth meeting with Leanne.

Module Nine: Review Questions 1. What opportunity is presented by follow up communication? a) b) c) d) Get to know leads Closing Networking None 2. What should you do when you learn something about a lead? a) b) c) d) Tell a peer Post it Make notes Remember it

Module Nine: Review Questions 3. Following up after the first contact should be done _____. a) 24 hours b) 48 hours c) 72 hours d) As soon as possible 4. The probability of a sale decreases after _____. a) 24 hours b) 72 hours c) 48 hours d) 12 hours

Module Nine: Review Questions 5. What should be done if you implement an auto response? a) Personalize b) Nothing c) Test it d) Share it 6 A response requires _______. a) Speed b) Dialogue c) Preparation d) None of the above

Module Nine: Review Questions 7. What does setting a meeting do? a) Increases the chance of making a sale b) Nothing c) Decreases the chance of making the sale d) Close a sale 8. What should be done when a prospect refuses to meet? a) Move on b) Nothing c) Follow up d) Attempt another meeting

Module Nine: Review Questions 9. What did William ask about in his email? a) Menu b) Dietary restrictions c) Price d) All of the above 10. When did Leanne call William after his email? a) 48 hours b) 72 hours c) The next day d) Immediately after

Module Nine: Review Questions 1. What opportunity is presented by follow up communication? a) b) c) d) Get to know leads Closing Networking None Follow up communication is the opportunity to get to know your leads. This allows you to better meet their needs. 2. What should you do when you learn something about a lead? a) b) c) d) Tell a peer Post it Make notes Remember it When you learn something about a lead make a note, this will help you get to know the individual.

Module Nine: Review Questions 3. Following up after the first contact should be done _____. a) b) c) d) 24 hours 48 hours 72 hours As soon as possible Follow up after the first contact should occur as soon as possible. Follow up after the first discussion should occur in the first 48 hours. 4. The probability of a sale decreases after _____. a) b) c) d) 24 hours 72 hours 48 hours 12 hours It is important to move quickly because the probability of a sale decreases after 72 hours without contact.

Module Nine: Review Questions 5. What should be done if you implement an auto response? a) b) c) d) Personalize Nothing Test it Share it Auto response is effective in responding quickly, but it can be impersonal. They need to be personalized. 6 A response requires _______. a) b) c) d) Speed Dialogue Preparation None of the above A response requires preparation. The response must address the questions and needs of the prospects.

Module Nine: Review Questions 7. What does setting a meeting do? a) b) c) d) Increases the chance of making a sale Nothing Decreases the chance of making the sale Close a sale Setting a meeting should be the goal in follow up. It increases the chance of making a sale. 8. What should be done when a prospect refuses to meet? a) b) c) d) Move on Nothing Follow up Attempt another meeting Do not give up on meetings. It is important to make another attempt.

Module Nine: Review Questions 9. What did William ask about in his email? a) b) c) d) Menu Dietary restrictions Price All of the above William contacted Leann about dietary restrictions. The website answered the other questions. 10. When did Leanne call William after his email? a) 48 hours b) 72 hours c) The next day d) Immediately after The auto response was sent immediately after the email. The call came the next day.

Module Ten: Track Activity Prospecting and lead generation requires you to track activity. This may seem daunting at first, but there are many useful tools that can help you keep up with your prospects. Tracking and assessing results will help you determine how to alter your prospecting to convert more leads into sales. A man who dares waste one hour of his time has not discovered the value of life. Charles Darwin

Use the Appropriate Tools Use CRMs to track marketing Use CRMs to track emails Use CRMs to track customer interactions

Assess Your Advertising Sources Increase in traffic Number of leads generated Conversion rates

Record Information about Leads The source of the lead Customer needs Competitor offers

Assess ROI Investment Gain minus Cost of Investment divided by Cost of Investment

Case Study Beth was assessing the ROI of the lead generation program and discovered that it was not profitable She asked Richard, who was in charge of the program, for the records of prospects and leads Richard explained that he only kept records on people who became customers Beth was unable to assess the weaknesses and what needs to be improved

Module Ten: Review Questions 1. Which of the following is typically recommended for small businesses? a) App b) CRM systems c) Spreadsheet d) None of the above 2. What determines the tools used in a business? a) Connections b) Knowledge c) Business needs d) All of the above

Module Ten: Review Questions 3. Advertising assessment is based on the ______. a) Cost b) Goals c) Sales d) ROI 4. How should advertising sources be assessed? a) As a group b) Creatively c) It does not matter d) Individually

Module Ten: Review Questions 5. What should you do with information from a prospect that does not convert? a) b) c) d) Nothing Save it Sell it Discard it 6. How would you classify a banner ad when recording prospect information? a) b) c) d) Customer needs Conversion Lead source Demographics

Module Ten: Review Questions 7. What would you use to determine lead generation ROI? a) Calculator b) Spreadsheet c) Nothing d) CMR 8. What must be tracked in every project? a) CRM b) Nothing c) Beginning of each day d) ROI

Module Ten: Review Questions 9. What did Beth discover? a) The lead generation program was not profitable b) Nothing c) The lead generation program was profitable d) None of the above 10. What is true of Richard’s records? a) They are messy b) They include everyone c) The only include prospects d) They only include customers

Module Ten: Review Questions 1. Which of the following is typically recommended for small businesses? a) b) c) d) App CRM systems Spreadsheet None of the above All of the answers are useful for tracking leads. CRM apps are useful for small businesses. 2. What determines the tools used in a business? a) b) c) d) Connections Knowledge Business needs All of the above The business and its needs will determine which tools will be used to track lead generation.

Module Ten: Review Questions 3. Advertising assessment is based on the ______. a) b) c) d) Cost Goals Sales ROI The assessment will depend on the goals of the advertising. There are different aspects to assess. 4. How should advertising sources be assessed? a) b) c) d) As a group Creatively It does not matter Individually It is important to assess the different channels individually. This should be based on gathered data and marketing goals.

Module Ten: Review Questions 5. What should you do with information from a prospect that does not convert? a) b) c) d) Nothing Save it Sell it Discard it Prospect information can be beneficial learning tools. The information should be save even if a conversion does not occur. 6. How would you classify a banner ad when recording prospect information? a) b) c) d) Customer needs Conversion Lead source Demographics It is important to classify information as it is recorded. A banner ad is a type of a lead source, as is a referral.

Module Ten: Review Questions 7. What would you use to determine lead generation ROI? a) b) c) d) Calculator Spreadsheet Nothing CMR Lead generation ROI is difficult to calculate. There are programs and calculators that are helpful with the task. 8. What must be tracked in every project? a) b) c) d) CRM Nothing Beginning of each day ROI The return on investment (ROI) should be tracked with every project.

Module Ten: Review Questions 9. What did Beth discover? a) b) c) d) The lead generation program was not profitable Nothing The lead generation program was profitable None of the above Beth assessed the ROI. She discovered that the lead generation program was not profitable. 10. What is true of Richard’s records? a) b) c) d) They are messy They include everyone The only include prospects They only include customers Richard’s records only include the records of individuals who become customers.

Module Eleven: Create Customers It is important that sales are closed but attempt should be made to create a loyal customer base. Customers that have relationships and feel connected to businesses. By showing interest, being professional, and being reliable, you will soon find that leads appreciate your business and become loyal clients and customers Make a customer, not a sale. Katherine Barchetti

Develop Relationships Coupons Birthday cards Friends and family promotions

Show Genuine Interest Be engaging Anticipate Follow up

Be Professional Be courteous Dress appropriately for your position Do not become too familiar

Show Reliability and Integrity Customers trust companies and individuals when they show reliability and integrity Integrity displays morality and honesty Reliability means that the customer can expect a consistent experience

Case Study Rose was a new customer at Daisy’s florist Her first purchase had gone smoothly She placed another order, but the flowers Rose wanted were not available due to a failed delivery Daisy offered to give her a discount and place more expensive flowers in the arrangement to cover the inconvenience

Module Eleven: Review Questions 1. What does customer feedback create? a) Dialogue b) Nothing c) Questions d) Anticipation 2. How should customers be addressed? a) It does not matter b) By name c) It depends on the situation d) None of the above

Module Eleven: Review Questions 3. What does NOT show genuine interest? a) Being engaging b) Thank you notes c) Limiting conversation to business d) Anticipating needs 4. What is a thank you note? a) Engagement b) Anticipation c) Dialogue d) Follow up

Module Eleven: Review Questions 5. What is saying please? a) Courtesy b) Familiar c) Inviting d) All of the above 6. How should you dress to be professional? a) It does not matter b) Casually c) Dress casual d) Appropriate for the position

Module Eleven: Review Questions 7. What is displayed when a company takes a loss to honor a promise to a customer? a) Integrity b) Reliability c) Professionalism d) Nothing 8. What is a product that remains the same over time? a) Integrity b) Reliability c) Professionalism d) Nothing

Module Eleven: Review Questions 9. Why was Rose initially disappointed? a) b) c) d) Daisy was rude She was not disappointed The flowers were wilted They did not have her flowers 10. What did Rose do after her second purchase? a) b) c) d) Make a complaint Place a standing order Demand a refund Nothing

Module Eleven: Review Questions 1. What does customer feedback create? a) b) c) d) Dialogue Nothing Questions Anticipation Customer feedback creates a dialogue. The dialogue improves customer relationships. 2. How should customers be addressed? a) b) c) d) It does not matter By name It depends on the situation None of the above Customers need to be contacted regularly. They should be addressed by name.

Module Eleven: Review Questions 3. What does NOT show genuine interest? a) b) c) d) Being engaging Thank you notes Limiting conversation to business Anticipating needs Limiting conversation to business does not show genuine interest. It is better to be engaging. 4. What is a thank you note? a) b) c) d) Engagement Anticipation Dialogue Follow up It is important to follow up. This includes thank you notes and phone calls.

Module Eleven: Review Questions 5. What is saying please? a) b) c) d) Courtesy Familiar Inviting All of the above It is important to show courtesy. Saying please and thank you are examples of courtesy. 6. How should you dress to be professional? a) b) c) d) It does not matter Casually Dress casual Appropriate for the position You should dress appropriately for your position. This improves professionalism.

Module Eleven: Review Questions 7. What is displayed when a company takes a loss to honor a promise to a customer? a) b) c) d) Integrity Reliability Professionalism Nothing Companies that take losses to honor promises are demonstrating honesty and integrity. 8. What is a product that remains the same over time? a) b) c) d) Integrity Reliability Professionalism Nothing Reliability indicates consistency. A business shows reliability when they may purchase the same product over time.

Module Eleven: Review Questions 9. Why was Rose initially disappointed? a) b) c) d) Daisy was rude She was not disappointed The flowers were wilted They did not have her flowers Rose was disappointed because the flowers she wanted were not available. 10. What did Rose do after her second purchase? a) b) c) d) Make a complaint Place a standing order Demand a refund Nothing Rose was impressed with Daisy. She placed a standing order after the second purchase.

Module Twelve: Wrapping Up Although this workshop is coming to a close, we hope that your journey to improve your Prospecting and Lead Generation is just beginning. Please take a moment to review and update your action plan. This will be a key tool to guide your progress in the days, weeks, months, and years to come. Will the social networking phenomenon lessen? I don’t think so. Marissa Mayer

Words from the Wise Ray Kroc • : If you work just for money, you’ll never make it. But if you love what you are doing, and always put the customer first, success will be yours. Ziglar • Every sale has five basic obstacles: no need, no money, no hurry, no desire, and no trust.