IMPACT Flashcards
What are the keys to success?
Trust
Value
What is the secret to selling?
Be in front of high-quality leads when they’re ready to commit not when you need a commitment.
What are the characteristics of high-quality leads?
Have a need and are aware of it
Have the legitimate ability and authority to qualify
Have a sense of urgency about the decision
Trust you and your organization
Will listen to you
What positions you to be a value resource
Become an expert in:
Conducting HS visit
Partnering with Co nserlors, parents, influencers
Creating a strong social media presence
Working with, not against, other service recruiters
What are the rules of IMPACT?
Don’t skip a step
Don’t leave a step until you have completed it
Make sure you and your lead are in the same step at the same time
What are Needs?
Application-based
At the surface/easily identifiable
Rational
Product/service-specific
Fact-oriented
What are Wants?
Personal
Below the surface/individual and less obvious
Emotional
Product/service-neutral
Perception-based
What should recruiters focus on?
Applicants’ needs and wants
What is behavior?
“The how”. How a person approaches people problem pace and procedure
How many types of positioning are there?
2 types: brand and personal.
What is Brand positioning?
Identify and attempt to occupy a market niche for a solution orservice utilizing traditional marketing placement strategies.
What is Personal postioning?
Creating a presence, awareness, and recognition in the minds of leads that make them think of you first, foremost and most receptively, when it is time for them to make a decision.
What is under Personal positioning?
Perception
Choice
Primacy
What is Investigate from IMPACT?
Using positioning,prospecting, and pre-call planning strategies to discover and attract leads who need and wants the Air Force.
What is Meet from IMPACT?
Engaging high-quality leads, developing rapport and building trust.
