Learn the hottest new Specialized Outbound Prospecting Strategy to Book Appointment’s and Meetings with any top decision maker of any Company you desire — ALL Without Cold Calling
Purpose
Pro-actively identify potential clients and open a dialogue and productive selling conversation with them
— All without the agony, effort and time of Cold Calling
Hot tool to get
http://www.yesware.com/ This $ 10.00 per month tool is the missing link in outbound e-mail marketing . It tracks all of your analytics of your e-mail marketing strategy . Who opened your e-mails , How long they have read them , what links they clicked on , who they forwarded them to — All on a stealth basis.
The Process
1) Generate a list of Ideal Customers, niches or vertical markets to go after
2) Email the CEO
3) Get re-direct / referral –set up a call with the decision maker
Ideal Customer Profile
Core problems that you solve. Identify the types of companies that would benefit most by solving that problem ?
— 3 core problems you solve
— 3 traits of a company your product will benefit most
List/ Databases of prospects to Sell into
— Conference / attendee lists
— Member lists / Association lists
— http://www.zoominfo.com/
— http://www.data.com/
— http://www.hoovers.com/
Search Google Ninja techniques
— “ association name” +
— “ member directory”+
Prospecting / Tasks for your Outbound Prospector
1) Find the CEO / Presidents name
2) Use Google to locate their e-mail
3) E-mail them and ask for a referral
4) Set up a Discovery call with the Referral Decision Maker
5) Leveraging the CEO’s name who gave you the referral… !!
Find the CEO’s name
“ Company name ceo”
“ Company name president”
Find the CEO E-mail
1) Call reception ask for e-mail address
2) “ first name.last name@ domain.com
“ first name.last initial @ domain.com”
“ first name@domain.com”
“ domain.com email”
“
E-Mail the CEO / President with a tweet sized message
Subject : Best point of contact
Body :
Hi First name,
Who is the best point of contact to discuss ( the word descriptor) ?
Thanks so much
Your name
Version 2 –
I’m just looking for some help …I’m not sure where to begin.
Could you point me in the right direction or steer me into the right direction with the person who has a focus or attention on ____________ ?
Set up a Discovery Call with Referral
Body :
Thank You ( name of CEO )
Hi New Contact ;
Do you have time for a quick call to discuss ( 3 word description )
We have and / or are building X and would like to get your opinion and feedback on what we’ve created for your peer group and see if ( company name ) would be a good fit or match for our solution in the future .
Stop – Hammer Time
— Find 30 CEO’s E-mails
— Send out 30 Initial E-mails
The Follow-up Interview with the Referral
Identify 3- 5 core problems that will positively impact their business
How will solving them affect the core business bottom line.?
Confirmation / Agreement on Needs statement
Read back to them what you heard and ask if you understand correctly
“ I see , just so I understand things correctly and get an accurate snap-shot of what’s going on over at your work place ;
You’re having problems and challenges with _________ and _________ …
And the main issue and consequence of this problem is _________
…And if you wait and do nothing in the next 6 months the repercussion’s and implications could be _______ and ________
Is that sort of an accurate snap-shot ?
Ask if you missed anything …
Stop
Do not pass go
Do not collect $ 200.00
Until you have had a conversation with each buying influence
Close the Next Step – An Executive Web Briefing or Face to Face meeting
It looks like we understand what you need and can provide a solution that will help you with X, Y and Z…
What do you think our next steps
should be ?
Book an Initial Executive Web Briefing of your core message and Trial Close for ;
— Interest , Time-frame and Money .
I’m just wondering if you would be open to building a solid business case for your executive team to review,to see if it really matches a problem that could be solved by our solution .
I would like to introduce myself, our company and capabilities to you . I need 10 minutes of your time . We’ve prepared an amazing 10 minute Executive Briefing.
We wanted to relate the exact methods and strategies that other ( companies like yours ) have found extremely valuable in ;
Ø Benefit 1
Ø Benefit 2
Ø Benefit 3
I know you will learn some critical & tactical FREE
things just from our brief 1st meeting and if you think of us in the future when apparent needs come up that would be great
( that would be cool )
How about Tuesday at 10:00 or would Thursday at 2:00 fit better ?
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