Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
Author: Mark Hunter, CSP
Pub Date: September 2016
Print Edition: $18.95
Print ISBN: 9780814437766
Page Count: 224
Format: Paper or Softback
e-Book ISBN: 9780814437797
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Table of Contents
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
PART I: BASIC TRUTHS ABOUT PROSPECTING
1. What Does Prospecting Mean Today?
False Hopes/False Promises
It’s Not Rocket Science When Management is Wrong, But Thinks It’s Right
The Evolution of Prospecting
Sales is Not a Science, It’s an Art
2. The Myths and Surprising Facts About Finding New Customers
Prospecting Myth #1: One and Done
Prospecting Myth #2: I’ll Prospect When I’m Done Taking Care of My Existing Customers
Prospecting Myth #3: It’s Impossible to Have a Dedicated Time to Prospect
Prospecting Myth #4: We’ve Made It This Long Without Having to Prospect
Prospecting Myth #5: If We Provide Great Customer Service to Our Existing Customers, We Won’t Have to Prospect Prospecting Myth #6: Only “Born Salespeople” Can Prospect
3. Major Factors in Successful Lead Generation
Your Attitude is Your Problem
Rejection Goes With the Territory
Would You Buy From Yourself?
7 Things Motivated People Do to Stay Motivated
Are You Even Focused?
It’s User Error, Not System Error
PART II: PREPARING FOR PROSPECTING SUCCESS
4. Planning for High-Profit Customers
Prospects Don’t Want Average
7 Strategic Questions Regarding Your Prospecting Process
30 Tactical Questions to Measure Your Effectiveness and Process
5. Fit the Prospecting Plan to Your Market
What Are You Selling? Who Are You Selling It to?
You Need a Good Tailor
One Size Does Not Fit All
6. Time Management Tactics
Prospecting is Not the Last Thing on Your List
Time for Prospecting Means You Actually Prospect
Does Your Clock Match Your Prospect’s Clock?
Don’t Start What You Can’t Finish
7. Counterintuitive Lead Generation
Who You Prospect Will Determine the Price You Get
Love the Ones You’re With
Hug Your Competitor’s Customers
Fill the Bus You’re Driving
“Secret Societies” Don’t have to be Secret
Don’t Forget Your “Exes”
A “No” is Never Permanent
Find New Dance Partners
Know Your Purchasing Department
Who are Your Customer’s Customers?
Search Your Search
Are You Prospecting or Wasting Your Time?
Calling Your Friends is Not Prospecting
8. Are They Prospects or Merely Suspects?
Are You Gaming the System?
You’ve Got Suspects, Not Prospects
6 Ways to Separate Prospects from Suspects
Are you Attracting High-Value or Low-Value Prospects?
Price Does Not Belong in Prospecting
PART III:—TIPS, TOOLS, AND TECHNIQUES
9. Best Practices for Making the Initial Contact
Your Prospects Don’t Care About You
Your Goal Is a First Date
3 Ways to Get the First Date
The Art of the Second Date
10. Does the Telephone Still Work?
Cold Calling vs. Informed Calling
You Can’t Hide. I’ll Find You.
They’re Not Answering. Now What?
11. Customer Engagement Dos and Don’ts
Pour the Coffee and Make the Call
“5 After 5”
Who Takes Holidays?
12. Prospecting Tools
I Wasn’t Expecting That to Happen
10 Best Practices for Prospecting with the Telephone
13. What do I Do Now?
Sure You Can Cheat and Help Yourself – Telephone Scripts You Need
All You Need is One
14. Does Anybody Listen to Voicemail?
What Did They Say?
Where’s the Value?
You Thought They Would Return Your Call?
Short Messages = Greater Impact
Only 3 Things Go Into a Voicemail
Is There an Energy Shortage?
10 Rules for Leaving a Great Voicemail
15. Email, Communication and Connection
Your Toolbox Needs More Than One Tool
You Mean You Didn’t Read My Email?
This is Not the Time for a Shopping List
Is Your Subject Line Working for You or Against You?
Don’t Lose Me Now
Let’s Cheat Some More – Email Scripts You Need
If I Send It, Will They See It?
Don’t Let a Smartphone Keep You From Looking Smart
10 Rules for Using Email to Prospect
16. Referrals and Other Major Pipeline Builders
Why Aren’t You Asking?
Meet Roger, the Master
The 4-Step Dance
If You Don’t Ask, You Will Never Know
Keep It Simple
Sharing the Love
Don’t Forget Who Brought You to the Dance
Your Mother is Watching You
Borrowing from the Best
Blitz, Blitz, and Blitz Again
17. The Value and Pitfalls of Social Media
Would You Build a Home on Land You Didn’t Own?
Why Do You Think It’s Called, “Social”?
You Mean I Can’t Spend All Day on Social Media?
Yes, You Do Need a Strategy
Defining Your Social Media Strategy
It’s a Slippery Slope
This Town Might Be Boring to You, but Not to Me
The Circus Continues
18. Prospecting Via Social Media
The “Experts” Aren’t Experts
Your Time is Not Their Time
Why Aren’t More Salespeople Doing This?
Search, Seek, Connect
The Fallacy of the Numbers
You Mean to Tell Me I Won’t Have Instant Customers?
Social Media Sites are Merely Search Engines
PART IV: THE TOUGH STUFF
19. Getting Past the Gatekeeper
Always Treat Them with Respect
While You Look Left, I’ll Go Right
20. Winning at the Enterprise Level
The Roles People Play
21. Is It Worth It to Even Try to Reach the C-Suite?
Criteria for Prospecting the C-Suite
They Think Differently Than the Average Prospect
They Play with a Different Rule Book
Learning the Secret Handshake
The Magic Minutes
They Have Friends. I Have Friends. We Need to Meet.
It’s a Long Haul. The 10% Rule
22. Getting Past the Shut Door
When is it Time to Walk Away from a Lead?
It’s a Prospecting Pipeline, Not a Prospecting Parking Lot
Pick a Different Road. Pick a Different Car.
23. Turning a Prospect Into a Customer
6 Things You Can’t Do if You Want to Turn the Prospect Into a Customer
When Keeping Them in the Dark is a Good Thing
Let’s Not Talk Price
Your Most Valuable Asset is Your Time
Don’t Get Mesmerized by the Customer
Checking In is Checking Out
Why Wait? Go Now!
Conclusion: Yes, You Can Do It!
10 Things Top-Performing Salespeople Do Regularly
About the Author
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