class 2 - prospecting & initial contact

Question 1

What is prospecting ?

Answer 1

The first step from a
target market to actual
revenue

Question 2

what are the 4 steps to prospecting ?

Answer 2

1. lead identification
2. lead qualification
3. lead validation
4. prospects

Question 3

what is lead identification?

Answer 3

Research and identify potential
customers
Create a list of potential
customers to check

Question 4

what is lead qualification?

Answer 4

Classify leads according to their
potential
Examine and determine who goes
where

Question 5

what is lead validation?

Answer 5

Validate (or confirm) interest and
potential leads by making
contact with them
Focus on a short list of interesting
customers

Question 6

what is prospect?

Answer 6

Initiate contact with potential
customers
Get in touch with people who are
worth your time and investment.

Question 7

what are the types of potential sources of lead identification give 2 example for each ?

Answer 7

INTERNAL SOURCE:
➔ references from other employees or departments
➔ business partners
EXTERNAL SOURCE :
➔ Blogs
➔ social media ‐ linkedin
OTHER SOURCE :
➔ competition
➔ meshing (pooling the resources of different entities to achieve their respective objectives)

Question 8

can you give examples of criteria & factors for lead qualification?

Answer 8

STRATEGIC CRITERIA
➔ Type of business
➔ Company size
➔ Potential volume
➔ Location
…
OTHER CRITERIA
➔ Cultural fit
➔ History with the company
➔ Future opportunities

Question 9

what is a good method for lead qualification?

Answer 9

ABCD method (voir slide 8 ppt 2 pour le schéma)

Question 10

what are the steps to prospecting?

Answer 10

1. Make room : Be careful to maintain a
   high degree of consistency with corporate strategy and sales/marketing strategy, Classify your customers (ABCD) and choose the ones who are worth your
   time, Set aside time in a week
   for prospecting
2. Get ready : identify your target customer, Have a value proposition, Prepare your mindset, Set clear objectives, Prepare a list of potential customers related to your target customer and your classification, Determine the best time
3. Get into action
4. Repeat
5. Periodically review points 1‐ 4

Question 11

what is the AIDA method for sending good sales email?

Answer 11

A ‐ Subject line: Subject and purpose of current email

I + D ‐ Message: Your e‐mail should contain no more than 3 to 4 paragraphs., Each paragraph should be 3 to 5 lines long., Write one paragraph per subject or idea., Space between paragraphs.

A ‐ Call to action : FYI; please notice, potentially offer suggestions, and confirm

Question 12

how to use cold calls today?

Answer 12

• Use all the data you have access to to choose the right leads to call
• Research the customer you are contacting
• Add value
• Follow up (importance of good writing)
• Adapt to the audience in terms of the means of communication chosen

Question 13

face-to-face VS telephone prospecting

Answer 13

• the person (who is not expecting a call) may feel disturbed;
• the dialogue must be shorter;
• the receiver can end the conversation more easily;
• words and tone (voice) are the only resources;
• dialogue without pause can become an irritant (monologue).

Question 14

what is the objective of a cold visit?

Answer 14

• No meeting with the person in charge
• Not to present anything

Rather: get information from the receptionist to :
* Better qualify potential customers
* Understand the decision‐making process
* Know the general satisfaction rate
* Build your network
* Leave your contact details?

Question 15

how to get ready to present yourself and your company (4 steps) ?

Answer 15

1. Set a SMART goal : specific, measurable, ambitious, realistic and timely
2. Identify target and medium, ex. : information technology manager by e‐mail, finance manager using Facebook …
3. Gather information, ex. : on the target, on his role, about the company …
4. Prepare your meeting scenario