Prospecting in today’s internet driven market is easier, more effective and much more enjoyable than it used to be. This slide show is an introduction to this new school of thought. Welcome to a new path towards more effective and more enjoyable prospecting.

1. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
The Road Not Taken
Two roads diverged in a wood, and I—
I took the one less traveled by,
And that has
made all the
difference.
Welcome to the new path
towards more effective
and more enjoyable prospecting.

2. PROSPECTING PLAYBOOK: A NEW SCHOOL OF THOUGHT
How many dials are needed to make contact with absolute
strangers: 2006 : 4 2008 : 18 2010 : 41
Buyers are over halfway (56%) through their purchase decision
process, prior to speaking with any sales reps.
How much time are we allowed?
Each level of prospect allows us some time:
[1] STRANGERS 8 seconds
[2] ACQUAINTANCES 15 seconds
[3] KERNELS 2 minutes
[4] ALLIES 6 minutes+

3. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
Prospecting
Is a process
To create
… AND IT HAS NOTHING TO DO WITH
SELLING

4. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
STRANGERS … people we have never met
ACQUAINTANCES ... people we have briefly met
KERNELS … people about whom the words “know” and
“like” apply
FRIENDS AND ALLIES … Kernels whom we also trust and
...
Each level has their own filters. Speak appropriately to each.

5. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
At the seminar regarding these 4 slides, we will discuss
• The three critical components to Goodwill
• The grace and superior value of attract vs attack
• How to build a network of allies … a “tribe”
• How to build trust
• The #1 prospecting error
• How to discover the value in others
• The super charged value of “Kernels”
• The internet and a buyer’s decision making
• The #1 mission critical rule for all prospectors
• The concept and value of “connectors”
• A no-cost approach to getting the word out

6. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
At any Need it Now
point in Don't need it now
time
5% of the
market
needs
your
product
now.
What should be done with the 95% who
don’t need us now?

7. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
Market Value: How might the 95% bring value to us?
OTHER PEOPLE
KNOWLEDGE
WHAT DO THEY KNOW? GENIUS
TALENT
WHAT VALUE CAN THEY & SKILL
BRING TO US?
CONNECTOR
WHAT VALUE CAN WE BRING INVESTOR
TO THEM? EMPLOYEE
PARTNER
MENTOR
There is value beyond being a customer.

8. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
THE RULES OF 1ST MEETING
[1] Cause no harm
• make no sales pitch
[2] Discover “likenesses”
[3] Discover their value
[4] Brief. (1 hour max)
[5] Ask the questions you would
like to be asked GOALS OF 1ST MEETING
• and when they then ask them
of you, be prepared with some [1] Cause no harm
nice answers [2] Discover their value
[3] Decide if we like them
[4] If we do, leave the door
open for more interaction
[5] Ask their permission to . . .

9. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
Ask the question that allows you
?
ULTIMATELY,
to give your very best answer.
For example, “And so, please tell me
again who are your favorite customers
and why so?”
WHAT IS
THE #1 I serve three niches: [1] local business
QUESTION owners, serving Charlotte, [2] MLM
Distributors and [3] Insurance Agencies.
THAT YOU • I show them how to enjoy prospecting.
WANT TO BE • During a single seminar I share how
ASKED? they can prospect more often, meet
more people, build goodwill and
become known in their communities.

10. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
At the seminar regarding these 4 slides, we will discuss:
• The protocol of the first face to face meeting
• Why Kernels and Connectors are King
• Why most people HATE to prospect
• The #1 tool for building trust
• The #1 way to tactfully share your brilliance
• The amazing value of small niches
• How to motivate a connector
• A new approach to referrals
• Your invitation to join the Tribe
• How to nurture your network. (Kernels for kernels)
• A 95% effective way to get any meeting you want
• … and the first 44 (of 101) ideas to be published
in the forthcoming PROSPECTING PLAYBOOK.

11. PROSPECTING PLAYBOOK:
A NEW SCHOOL OF THOUGHT
Thanks for considering this new path.
May you find some fresh ideas to improve your
prospecting efforts and results, now.
Please come to one of the seminars and explore
the whole of this road less traveled.
The seminars are offered at least once each
month. If you’d like to receive the notices and
invitations to attend, please
(or email me, if linkage fails)
Thanks again and email your questions or comments