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Prospects ̶Where To Find Them. What To Do With Them.
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95% of salespeople said they can SELL.They just need to get in front of prospects.
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DefinitionProspecting is searching for leads of potential business.Prospecting is not selling or building relationship.
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Prospects Now• MEET Tools
– Software Matchmaking– Exhibitor Invite– Trade Show– Interactive Lunch– Networking– Concierge
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When You Leave
HSMAI Tools– Meeting Planner List
– Focus Groups– Webinars
– Publications– Trade Shows
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Using Technology
•Search
•Communicate
•Brand Yourself
•Social Media
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Explore – Tweetdeck Columns
• Your own hotel• Your competitors• Events nearby • City-name weddings• City-name conferences• City-name meeting planners• City-name family reunions
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Explore – LinkedIn• LinkedIn• Blogs• Google Alerts• Review sites• Facebook• Foursquare
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Explore – LinkedIn• Look at your connections contacts• Join groups
– Dallas meetings– Texas hotels
• Search for prospects– Dallas bridal consultants
• Search for events– Dallas events
• Search answers – Dallas
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Finding Your Voice• Consistency• Short and Sweet• Remember the Goal
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Blogs – Technorati - Alltop
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Google Alerts
• Yourself• Your biggest customers• Your competitors• Events• Your market segments
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Google Alerts• Great for:
– Search Tips– Referrals– Be an Expert
What do you want to see? How often do you want to see it?
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1. Visit www.google.com/alerts2. Enter search terms3. Decide what you want to see4. How often do you want to see it?5. How much do you want?
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Locator
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Creating a PlanCreating A Plan
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Getting A Response
• Phone message• Email• Referrals
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Hints From MIT• MIT Study
– Early birds do well. Contact rates were high in the hour between 9 a.m. and 10 a.m. and drop off as you get closer to noon.
– But earlier birds do even better. Contact rates were actually higher between 8 a.m. and 9 a.m.
– And late birds do best of all. The highest contact rates came between 4 p.m. and 5 p.m. And the second-highest were between 5 p.m. and 6 p.m.
– Tuesday was the worst day to call.
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Online Leads• Average lead response time – 31 hours• Online leads Contact rates plummet after just 5 minutes
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Within 30 days of getting a lead, what percent of
salespeople do the following:
• 48% averaged 1 client contact per lead
• 13% averaged 2 client contacts per lead
• 7% averaged 3 client contacts per lead
• 1% averaged 4 client contacts per lead
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Within 30 days of getting a lead, what percent of
salespeople do the following:
• 80% of closed sales take a minimum of 5
client contacts per lead!
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Final Prospecting Plan• Goal and Allotted Time• Trade Show Leads• Ongoing HSMAI Leads• Target Search• Expertise• Number of Contacts
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Kristy Westfall MoyerNational Training Account Manager
5115 Parkcenter AvenueDublin, Ohio 43017(614) 766-5101www.signatureworldwide.com