Prospecting - The Lifeblood of Selling Pertemuan 5,6 Materi 1. The Tree of Business Life: Prospecting 2. The Sales Process Has 10 Steps 3. Steps Before the Sales Presentation 4. Prospecting-The Lifeblood of Selling 5. Where to Find Prospects 6. Planning a Prospecting Strategy 7. Prospecting Methods 8. Prospecting Guidelines 9. The Referral Cycle 10. Call Reluctance Costs You Money! 11. Obtaining the Sales Interview 12. Wireless E-mail Helps You Keep in Contact and Prospect Sub CPMK Mahasiswa mampu mendemonstrasikan persiapan melakukan prospeksi (C3, A3) Bentuk dan Metode Pembelajaran Bentuk: Kuliah Metode: Simulasi Pengalaman Belajar Mahasiswa Mahasiswa ditugaskan mempraktekkan metode prospeksi yang ideal [Tugas-1] Kriteria dan Bentuk Kriteria: Kesesuaian hasil Bentuk non test: Hasil praktek tentang metode prospeksi yang ideal Indikator Kesesuaian hasil praktek tentang metode prospeksi yang ideal Estimasi Waktu TM: 2x(2x50') BT: 2x(2x60') BM: 2x(2x60') Bobot 2% Referensi Charles M. Futrell BAB : 7 Hal : 226-253 Manning, G.L. Ahearne, M. Reece, B.L. BAB : 9 Hal : 174-199

1. PROSPECTING
Sales Management
Text Book: Fundamentals of Selling – Customers for
life through services by Charles M. Futrell (12th
Edition)
Pre-Class Reading – Chapter 7

2. PROSPECTING – THE LIFEBLOOD OF
SELLING
 People tend to do business with the people they know.
 Perception that salespeople are not honest or ethical.
 Buying from a stranger is getting harder and harder.
 People want to trust the person they buy from.
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3. STEPS BEFORE THE SALES
PRESENTATION
 Obtain an appointment with the prospect.
 Plan the sales interview / presentation.
 Do your background work.
 20% presentation – 40% preparation – 40% follow-up.
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4. WHY PROSPECTING?
1. To increase sales.
2. To replace customers that will be lost over time.
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5. A PROSPECT SHOULD NOT BE
CONFUSED WITH A LEAD
 Once the lead has been qualified, it becomes a prospect.
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6. FIND PEOPLE THAT ARE MAD!!!
 Does the prospect have money to buy?
 Does the prospect have authority buy?
 Does the prospect have desire to buy?
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7. LEAKING BUCKET CUSTOMER CONCEPT
Obtaining new customers and selling more products to
present customers are the ways to increase sales.
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8. PROSPECTING METHODS
 E-Prospecting on the web
 Individuals
 Organizations
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9. PROSPECTING METHODS
 Cold Canvassing
 Law of averages
 1 out of 10 persons will buy the product
 Contact as many leads as possible
 No prior knowledge about the prospect
 Entirely volume based
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10. PROSPECTING METHODS
 Endless Chain Customer Referral
 Customer refers the salesperson that they know to someone else.
 Very effective method.
 Hesitate that their associates may not want to be pestered.
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11. PROSPECTING METHODS
 Orphaned Customers
 Salesperson has left the company.
 Backlog of inactive accounts.
 Call them again and find out why they’re not buying from you anymore.
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12. PROSPECTING METHODS
 Sales Lead Clubs
 Salespeople in related but non-competitive fields.
 Grant membership to only one salesperson from each specific field.
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13. PROSPECTING METHODS
 Prospect Lists
 List out the characteristics of your desired prospects.
 Search in library or industry databases.
 What publications do your prospects read?
 Buy targeted databases.
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14. PROSPECTING METHODS
 Getting Published
 Submit articles about field or industry in journals, trade magazines or
newspapers.
 Information that people can genuinely use.
 Don’t worry about getting paid, just request them to post your contact
details.
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15. PROSPECTING METHODS
 Public Exhibitions & Demonstrations
 Set up an interesting display.
 Write a concise message that fits on the back of a business card.
 Practice two-three key points. But don’t make it sound memorised.
 List out major buyers at the show.
 Maximise your display’s visibility based on flow of traffic.
 Be assertive in approaching passers-by.
 Use lead cards to follow-up prospect information.
 Be prepared for rejection. Don’t take it personally when you’re ignored.
 Your time is too valuable to waste on nonprospects.
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16. PROSPECTING METHODS
 Center of Influence
 Find & Cultivate people in community or territory who are willing to
cooperate in helping to find prospects.
 People of particular position and some form of influence over others.
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17. PROSPECTING METHODS
 Direct Mail
 Prospects spread across an extended geographical area.
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18. PROSPECTING METHODS
 Telemarketing
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19. PROSPECTING METHODS
 Observation
 New business construction
 New families moving into the town
 Always keep eyes and ears open
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20. PROSPECTING METHODS
 Networking
1. Focus on meeting center-of-influence people.
2. First conversation should be about them. People want to talk about their business and not
yours.
3. Ask open-ended, feel-good questions.
4. “How would I know if someone I’m speaking with would be a good prospect for you?”
5. Get their business card for follow-up.
6. Send a handwritten thank-you note.
7. If you find an article they will enjoy send it to them.
8. Stay on their minds.
9. Send leads.
10. Send a handwritten thank-you note whenever you receive a lead.
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21. PROSPECTING GUIDELINES
 Customise or choose a prospecting methods that fits your specific
needs. Do not copy other company’s method.
 Concentrate on high potential customers.
 Always call back on prospects who did not buy. They might like your
new product.
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22. COMPONENTS OF THE PROSPECT POOL
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23. THE REFERRAL CYCLE
Prospect
Pool
Preapproach
Presentation
Product
Delivery
Service &
Follow-up
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24. DON’T MISTREAT THE REFERRAL
 Salesperson who mistreats a referral can lose the referring customer
and the prospect both.
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25. ALWAYS MAKE AN APPOINTMENT
 Save time wasted in travelling and waiting.
 Buyer knows you’re coming hence he’s more receptive.
 Gives out a serious, professional image.
 Outward gesture of respect towards a prospect.
 Prospect sets aside the time especially for you.
 You can allocate each day’s selling time as per your appointments.
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26. SECRET TO SUCCESSFUL PROSPECTING
 Believe in yourself.
 Develop friends in the prospect’s firm.
 Call at the Right Time on the Right Person.
 Do not waste time waiting.
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27. THANK YOU!!!
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 Grazie
 Gracias
 Domo Arigato
 Merci
 Danke
 Obrigado
 Mahalo
 शुक्रिया