Online Prospecting Tools Jigsaw Pipl Business Journal Alerts Google News LinkedIn Search
Sales Workshop
April 17-18, 2011
Our Workshop Goals
Learn systematic, effective prospecting methodology Differentiate ourselves through a clear, concise value proposition Discover easy to implement time management processes for sales activity Develop a comprehensive sales and marketing strategy
Sales Methodologies
Core Sales Steps
Effective Prospecting
A methodical approach to planning and managing your territory
Developing a Prospecting Plan
Identify Suspects Narrow your Prospects Manage your Time 6
Focused Prospecting
7
Step 1: Identifying Suspects
8 Hoovers/Harris/One Source/Info USA Local Business Journal/Book of Lists Past Client Reports Temp Assignment History Form Social Media – LinkedIn, Twitter, Plaxo Web Searches – Google, Reference USA, Pipl Indeed.com Job Board Alerts – Monster, Hot Jobs, etc. Suspect, Prospect, Target list Networking, Networking, Networking
Step 2: Narrow your Prospects
Going after the right accounts Skill Set Deal Size Pain/Growth “Logo” Accounts Partner Mentality In your “sweet spot” 9
Step 2: Narrow your Prospects
“Logo” Accounts Recognized Name/Logo Respected in Market Employer of Choice Adds Credibility to your company in Market 10
Pre-qualifying
Qualifying Questions How many temps do you currently use? Is that typical? Do you anticipate anything that might change that usage in the future? How many suppliers do you use? Is that the model you want to use? What types of positions do you use temps for? Is ordering centralized or decentralized? Do you plan to add or change staffing partners in the near future?
Step 3: Manage your Time
Be Stingy with your time Lose Early Eliminate ineffective selling activities All prospects aren’t created equal Get away from cold-call mentality Focus on more efficient activities Less cold-calling Focus on “warm calls” – intros, mailings, etc. Automate with email 12
Step 3: Manage your Time
Long vs. Short Term Activities Short Term – “Renting” Transactional Telemarketing, Cold Calling, Emails Long Term – “Buying” Strategic Networking Building the local brand Webinars, Newsletters, Articles 13
Online Prospecting Tools Jigsaw Pipl Business Journal Alerts Google News LinkedIn Search
Suspect/Prospect/Target List
Getting the Appointment
Why should I meet with YOU?
Before you call, remember….
We’re not alone – Over 6000 Staffing Companies in the country HR gets multiple staffing calls daily Every staffing company sells quality, screening, and customer service We have made ourselves a commodity
What do they have in common?
Value Proposition: The unique value a business offers to its customers
What is your “Value Proposition”?
20 Who am I competing with? What are their strengths and weaknesses What makes us different/better? Is it quantifiable? Why should the prospect listen to us? Is there someone else they should listen to? What gives us credibility? How can I clearly state this in 10-15 seconds?
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