Sales Development & Training7/9/13

Agenda

• Updates• Prospecting Techniques– Canvassing

• Time Management & Organization– Scheduling

• Selling Techniques– Prospecting Pitch

• Open Discussion

Updates

• The Mission Suite– Guided Tour• When users log into their accounts, they can take a

guided tour of their Dashboard and the Build and Send Email pages (icon looks like a backpacker next to the Headline)

– Mobile-Friendly Websites & Emails• There are now mobile friendly website and email

templates available “off-the-shelf”

Updates

• The Mission Suite (cont.)– E-Commerce & Conversion Tracking in Dashboard

• New dashboard chart shows purchases and conversions for the past week

– GoToMeeting Integration• View all contacts that attended the webinar for follow-up and

future marketing purposes• Add GoToMeeting attendees to a specific group• Teleconferences and webinars can be imported as events,

allowing users to manage their meetings from The Mission Suite

Updates

• Social Media– New Onboarding Workbook for new clients• Covers Twitter, Facebook, LinkedIn and Email• Available for review in Dropbox>Mission

Partners>Social Media Plan

– Content Calendar• We’ll now be developing a monthly content calendar

for new clients that they’ll sign off on at the beginning of each month (during their monthly review)

Canvassing

Prospecting Techniques

• Canvassing– The point is NOT to make a sale or even set a

meeting– The point of canvassing is simply introduce

yourself to a decision maker and make the initial connection – if a meeting comes of it great, typically you’ll have some sort of follow up to do to earn the initial meeting

Prospecting Techniques

• Canvassing– The Gatekeeper

• Don’t give them too much information• Simply “Hi, I’m Ian Campbell, who is the person in charge

of marketing for your company? Is he/she available?” is enough for an opening statement for a gatekeeper

• When they ask why just tell them that you’re with Mission Partners and introducing yourself to marketing directors in the area and would like to put a face to the name

Prospecting Techniques

• Canvassing– The Gatekeeper• If they tell you that they’re the person in charge of

marketing, start asking them specific “stumper” questions related to our services• If they can answer these questions, you’re probably

talking to the right person. If they can’t, politely ask for the person’s name who manages these accounts and ask if they’re available.

Prospecting Techniques

• Canvassing– Gatekeeper “Stumper” Questions• “Do you manage the content calendar for your

Facebook, Twitter and LinkedIn accounts?” • “How many followers does your company page have on

LinkedIn and Facebook?”• “How many followers do you have on Twitter?”• “How are you using email to market your business?”• “What software are you using to manage your email

marketing campaign?”

Prospecting Techniques

• Canvassing– The Decision Maker

• Make your pitch quickly and concisely and don’t take up any more time than you need. You want to show that you’re respectful of their time – if they choose to talk more then, great; if not, ask if they’d be ok with you following up with a phone call to set a meeting when they’re in front of their calendar– Again, remember that the point of canvassing isn’t to “sell”

anyone or to set a meeting right then and there. It’s just to put faces to names and exchange business cards in order to follow up

Prospecting Techniques

• Canvassing– The Decision Maker

• If they ask questions, answer them to the best of your ability but remember that “I don’t know, let me get you an answer to that” is sometimes the best answer to get you to a meeting

• If they give you objections, respond to them politely with your set responses and ask if they’d be interested in learning more.– Don’t stop responding until you’ve hit two “no’s” when you’re

prospecting (canvassing, cold calling, etc). But when you hit your second “no”, fall back and politely ask to exchange business cards to keep in touch – you can always call them in the future.

Scheduling

Time Management & Organization

• Scheduling– Before your week begins on Monday morning, you

should know everything you need to prepare for and accomplish

– There should never be any guesswork to how will be spending your working time.

Time Management & Organization

• Scheduling– You should have a set schedule every week for all of your

prospecting and follow up activities– This schedule should be entered into your calendar so

that you don’t schedule anything else during those timesExample:• Canvassing: T 8-12, Th 1-5• Cold Calling: M 1-5, W 8-12• Networking: Th 11:30-1, Th 7:30-9• Follow Ups: M 8-10, T 3-5, W 3-5, F 3-5

Time Management & Organization

• Scheduling– Your schedule shouldn’t change from week to

week• There may be some exceptions. For example, if you

typically canvas Tuesdays and Wednesdays from 1-5 but are going to a networking breakfast on Thursday in an area you’ve been wanting to canvas you might add an extra canvassing block to your schedule.

Time Management & Organization

• Scheduling– Sales Meetings

• Sales meetings should fill the holes in your schedule but should never take the place of other new business development activities

• Sales meetings have a tendency to feel more important because they’re more urgent but it’s important to remember that filling the funnel is equally as important as closing a sale– Except in rare cases, if a contract is going to be signed during a

meeting, that meeting can be scheduled around your schedule, as well as the clients

Time Management & Organization

• Scheduling– Sales Meetings • Always give yourself at least a 15 - 30 minute buffer

between the time you leave one meeting to get to the next• Being late to a sales meeting knocks the probability of

closing that prospect down by about 10%

Prospecting Pitch

Selling Techniques

• Prospecting Pitch– You should have specific prospecting pitches written

down, internalized and “made to be your own” for different scenarios so that no matter who’s standing in front of you when you open the door or who picks up the phone, you’ll always be prepared

– PROSPECTING PITCHES ARE ONLY TO BE DELIVERED TO THE DECISION MAKER, NEVER THE GATEKEEPER

Selling Techniques

• Prospecting Pitch– Your prospecting pitches should be practiced regularly with

someone from your team– Memorize the pitch exactly as it’s written down and, until

you do, don’t ad lib– It feels robotic at the beginning but scripts prevent you

from having to think on your feet– Once you know your pitch backwards and forwards and you

truly feel like it’s internalized, then you can start working with it to make it more creative and add your own flair to it

Selling Techniques

• Prospecting Pitch– Cold Calling

• The main point of a cold call is to introduce yourself and get an initial meeting

• Respond to objections with a set response but make sure that you always finish it up with a closing statement to get the meeting

• Keep responding to objections until you get two “no’s”. If the prospect still denies the meeting, collect their email address to send them some more information as a fall back

Selling Techniques

• Prospecting Pitch– Cold Calling

• Hi _____________, my name is _______________ and I’m calling with Mission Partners. We work with businesses like yours to help them bring in new (clients, customers, patients) and increase revenues from their current client base using email and social media. I’m calling to schedule some time to speak with you about how we’re using email and social media for some of our current clients, and see if it’s something that would be good to work into your marketing plan. All we’ll need is about 15 -20 minutes over the phone. How does Wednesday or Thursday at 10am sound?

Selling Techniques

• Prospecting Pitch– Canvassing

• The main point of canvassing is just to introduce yourself• Respond to objections with a set response but do so very

casually and ask if they’d be interested in hearing more about what makes us different

• Keep responding to objections until you get two “no’s”. If the prospect tells you no, just ask to exchange business cards so you can reach out to them again in a few months.

Selling Techniques

• Prospecting Pitch– Canvassing• I’m _______ with Mission Partners, a marketing

company that works with businesses in the area to offer email marketing and social media marketing services. I wanted to stop in and introduce myself and Mission Partners and see if you would be interested in setting up a meeting next week and discuss how we may be able to supplement your marketing plan. Can we set up some time to meet next week?

Selling Techniques

• Prospecting Pitch– Objections

• Remember that objections are simply the prospect’s way of saying that you haven’t convinced him or her of the value of meeting with you yet. They’re just their way of asking for more information

• When you respond to objections, you should always end the statement with another question

• Questions can be information gathering (what are you using now?), a way to show your expertise (did you know that you how to set up a like gate on your Facebook page for free?) or closing (how is Monday at 3:30?)

Selling Techniques

• Prospecting Pitch– Objections• Any time you get an objection to which you don’t know

how to respond, write it down to discuss during our next sales training session

Selling Techniques

• Prospecting Pitch– Objections

• “We don’t do any marketing”– So how do you find new clients?– Are you looking for new clients or simply looking for more revenue

from your current clients?– I understand, but email marketing alone has shown a 52:1 ROI in

some cases. That’s gotta be worth 15 minutes of your time. How is Tuesday at 4?

– That’s great, you must have a really strong referral network. I’d like to show you how to leverage it further to bring in even more referrals. How does a 15 minute phone call on Tuesday at 3pm sound to you?

Selling Techniques

• Prospecting Pitch– Objections• “We’re working with another marketing company”

– I understand completely and I’m not looking to take anything away from what you’re doing now. I just want to show you what we’re doing that could work with your current efforts to increase the return on that investment. How is a 15 minute phone call on Monday at 2?

– That’s great! I’m glad to hear that you’re actively marketing your business. Tell me, is your current partner providing content calendars and analytics reports from their efforts?

– What is your other marketing firm doing for you now?

Selling Techniques

• Prospecting Pitch– Objections• “We don’t have a marketing budget”

– I understand, things are still pretty tight right now, and everything has a cost associated with it, whether it’s time or money. If I could show you some things you could be doing that don’t necessarily have to cost money, would that be worth sitting down for 15 minutes? How is Thursday at 10am?

– Are you currently doing any marketing right now? If I could show you some ways that I could actually save you money while helping you market your business, could we take 15 minutes or so? How about Friday at 10:30?

Selling Techniques

• Prospecting Pitch– Objections• “We do all of our marketing internally”

– That’s great! You’re working with Facebook, Twitter, LinkedIn and email, I assume – how well is it working for you?

– Excellent – what tools are you using to manage Facebook, Twitter, LinkedIn and Email?

– Wonderful – if I could show you our tool called The Mission Suite that could help you automate all of your social media and email functions and work to increase your sales team’s closing ratios, would you be interested in doing a quick demo tour of it? How is Thursday at 9am?

Open Discussion