S2 - PROSPECTING & INITIAL CONTACT

Question 1

What are the three main takeaways of the article Your Elevator Pitch Needs an Elevator Pitch” by Tim David​?

Answer 1

1. Start with a “verbal slap” to capture attention
   - Begin your pitch with something unexpected, humorous, or personal that interrupts the listener’s mental autopilot. This helps them remember you and primes them for connection.
2. Use a curiosity-building formula
   - Structure your pitch to spark intrigue rather than give all the answers. Use: “I help [ideal client] to [feature] so they can [benefit].” This encourages follow-up questions and deeper conversation.
3. Build rapport before delivering your full pitch
   - Engage with a problem question and a “noddable” quote that creates alignment and shared understanding. Once interest and connection are established, the full pitch becomes more natural and impactful.

Question 2

What are the three main takeaways of The Art of the Elevator Pitch by Carmine Gallo​?

Answer 2

1. Craft a clear, concise logline
   - A powerful pitch begins with a single compelling sentence—like a movie logline—that defines the problem, solution, and value in a memorable way. This clarity hooks the listener’s interest.
2. Focus on the “one thing” your audience should remember
   - Whether it’s “1,000 songs in your pocket” (iPod) or “Flash will be bigger than you think” (SanDisk), identify and repeat one core message that your audience can easily retain and share.
3. Consistency across the team is key
   - Ensure every team member communicates the same logline to reinforce the message and brand. Uniform messaging increases memorability and influence, especially in high-stakes settings.

Question 3

What are the three main takeaways from Getting Over Your Fear of Cold Calling Customers” by Weldon Long​?

Answer 3

1. Embrace your identity as a salesperson
   - Fear of sounding “salesy” stems from a lack of pride in the role. Realize that selling is about solving problems and adding value—once you accept this, confidence grows.
2. Overcome fear through practice and value-first messaging
   - Practice cold-calling through role-play to reduce anxiety. Focus on offering something valuable rather than asking for something, which lowers stress and increases engagement.
3. Break the self-fulfilling fear cycle
   - Fear of failure triggers a physiological fight-or-flight response, reducing cognitive function. Repetition and confidence help rewire your brain, replacing anxiety with competence and success.

Question 4

What is prospecting?

Answer 4

The first step from a target market to actual revenue.

Comprises all activities identifying new potential customers with the goal to turn them into actual customers.

Question 5

Describe the 4 prospecting steps and potential action for each of these steps

Answer 5

1. Lead identification
   - Research and identify potential customers
   - Ex.: Create a list of potential customers to check
2. Lead qualification
   - Classify leads according to their potential
   - Ex.: Examine and determine who goes where
3. Lead validation
   - Validate interest and potential leads my making initial contact
   - Focus on a short list on interesting customers
4. Prospects
   - Initiate contact with potential customers
   - Ex.: Get in touch with people who are worth your time/investment

Question 6

Briefly describe the 3 different lead qualification methods

Answer 6

1. Overview of potential source
   - Internal sources:
   - External sources:
   - Other sources?:
2. Examples of criteria/factors
   - Strategic criteria
   - Other criteria
3. ABCD Method
   A: high purchasing potential & volume
   B: high purchasing potential & low volume
   C: high volume low purchasing potential
   D: low volume and purchasing potential

Question 7

Describe the step by step guide of prospecting

Answer 7

1. Make room
   - Be consistent with corporate/sales/marketing strategy
   - Classify your customers and prioritize
   - Set aside time allowed to prospecting
2. Get ready
   - Identify target customer
   - Have value proposition
   - Prepare your mindset
   - Set clear objectives
   - List potential customers related to target customer
   - Determine the best time
3. Get into action
4. Repeat
5. Periodically review point 1-4

Question 8

Why use social selling?

Answer 8

We live in two worlds: the real world and the virtual world, and you have to sell in both to be effective.

Question 9

What are the differences to consider in face-to-face vs telephone prospecting?

Answer 9

• The person (who is not expecting a call) may feel disturbed
• Dialogue must be shorter
• Receiver can end the conversation more easily
• Words & tone are the only resources
• Monologue can become irritant

Question 10

How to get ready to present yourself and your company?

Answer 10

1. Set a SMART goal
   - specific, measurable, ambitious, realistic and time-bond
2. Identify target and medium
   - Ex.: HR Manager via website, via facebook, etc.
3. Gather information
   - target, his role, company
4. Prepare meeting scenario

Question 11

What are the 4 Initial contact stages?

Answer 11

1. Introducing yourself
   - Be clear: who am i, what do i do, how, why, for who
   - Element of differentiation (allowing you to)
   - “Story” to remember
2. Small talk
   - Avoid how are you doing, etc.
3. Message of general interest
   - Logline (key component!): short sentence to re-introduce your company and announce the reason of your visit
4. Transition message: proposing the start of the meeting
   - Set the agenda for the meeting focuses on: need analysis, product presentation, closing/next steps, key objectives, duration of the meeting**

Question 12

What are the differences between Initial contact, First impression, and Final impression?

Answer 12

Initial contact: Beginning of all meetings

First impression: The feeling left by your presence in your first contact

Final impression: The feeling the customer has after he worked with you, post-performance