SEMINAR 1 FILLING YOUR SALES FUNNEL

INTRODUCTIONS 15 minutes

PROSPECTS AND PROSPECTING 15 minutes

IDENTIFYING TARGET MARKETS 20 minutes
• Most likely prospects for your product or service
• Universe of potential customers
- Geographic
- Industry
- Sales
- Employee Size
- Purchased Lists
- SIC Code
- NAICS
• Must focus on those targets with the highest probability of success
- Analyze who is most likely to become a customer
• Suspects
- Member of your target market
- Potential prospect
• Exercise – Core Industries
- Define target markets
- First-hand knowledge worksheet
- Transfer to "Suspect List" worksheet on your own

PROSPECTS 10 minutes
• Must meet three criteria
- Has a need
- Has the ability to pay
- Decision maker
• Techniques for finding suspects and prospects
- Networking
- Referrals
- Developing centers of influence

NETWORKING 10 minutes

DEVELOPING REFERRAL SOURCES 10 minutes
• ASK!
- Phrase your question so that the easiest answer is your company's name
- Give examples and be specific
• Education
- Don't assume your source knows your product or service
- What would a suspect say that would indicate a need for your company
- Be able to explain what you do in twenty seconds or less
• Customers
- Good barometer of customer satisfaction
- May disclose or uncover a source of dissatisfaction
• Strategic Alliances
- Your product or service complements the product or service of someone
else and vice versa
- Examples

DEVELOPING CENTERS OF INFLUENCE 10 minutes
• Someone who has influence in the community or industry that has
agreed to help
- Customers
- Other business leaders
- Former business associates
• 3 Keys to cultivating a center of influence
- Be honest and sincere
- Always show appreciation
• Send related articles
• Handwritten notes
• Remember special occasions
• Feed them! (Breakfast, lunch, etc.)
- Always provide feedback

THE SALES FUNNEL 15 minutes
• Define:
- If you want a steady stream coming out of the funnel, you need
to put a steady stream into the funnel
• S.W.A.R.M.
- Suspects
- Warming
- Aligning
- Realizing
- Matched
• Develop strategies for the funnel
- How do I move the prospect to the next level?
- What barriers prevent the process from moving forward?
- Are their other decision influencers with whom I need to speak?
- Always ask questions!
- Does this prospect understand the value of buying from me?

ACTIVITIES = RESULTS 10 minutes
• Measure your activities daily
- Example: 4 point system
- Lead source comparison
- Set goals for prospecting and define them
• Make sure the activities lead you to the right prospects for your business

CRITIQUE, QUESTIONS, AND THANK YOU'S 10 minutes

TOTAL PRESENTATION TIME 125 minutes
(2 hours 5 min.)