subject: Prospecting Like a Pro [print this page] 1. What is your aim? To get an appointment with the right person the person you are sure (from your research), is the one who is qualified to make a decision.
2. Introduce yourself and your company, then the reason why you are phoning. Example: "and the reason why I am phoning is that I see you are opening a branch in North Africa (mention the link) and I am sure the safety of your people there is paramount to you"
3. Pause and invite them to comment.
4. (Show a sincere interest in what their company is doing. Business Partnering is all about putting their company 1st not yours.)
5. Now back to the link. State the reason to meet -
6. "We specialise in kidnap and hostage insurance designed specifically expatriate staff in that region"
7. Use 3rd Party Proof (name dropping)
8. "and companies like have used us extensively in this regard."
9. Close an appointment on time:
10. "So when would suit, early next Tuesday or later in the week, perhaps Friday morning?"
11. Remember to restate the reason
12. "Great, I look forward to learning more about your new oil exploration project (be specific) and discussing how we can keep your team safe while they are away from home."
13. Confirm the meeting time and the reason for meeting by e-mail.
14. You now have a qualified appointment and an agenda.
15. Do more research, so you earn the right to become a proper business partner.
Summary: Prospecting in 10 easy Steps:
1. The raw list of indiscriminate prospects is really just a list of names.
2. Your target is that 20% of those names you are going to research and focus on for the month.
3. Research the target
4. Find a genuine quality link.
5. Make the call.
6. Introduce yourself, then the link (don't ask if it's okay to talk).
7. Keep the interest factor high show you means business (no chit chat).
8. Invite a reaction or simply shut up (a dramatic pause).
