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1 How to Reach Today’s Buyers with Modern Prospecting

How to Reach Today’s Buyers with Modern Prospecting

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Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.

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Page 1: How to Reach Today’s Buyers with Modern Prospecting

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How to Reach Today’s Buyers with Modern Prospecting

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Face-to-face sales

interactions are typically

viewed as the most valuable

activity by Sales

Leaders.

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Today, getting in the door is more difficult than executing face-to-face sales calls.

5 years ago they were right.

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The primary differentiator of today’s top Sales Rep is the ability

to prospect.

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This could be prospecting for new business or different buying centers within existing

customers.

Both are difficult.

Both are where the potential is.

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Why do sales people inflict so much pain on themselves?

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They are instructed to use outdated

prospecting techniques

They are resistant to change and

make excuses such as, “our buyers aren’t on social

media”

Most sales training is focused on

execution once in the door

Organizations inhibit the use of

modern prospecting

methods

They make the mistake of relying

on someone else to prospect

Here’s why…

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5 ways to get in the door…..

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1. Approach the right doors• Some doors aren’t worth approaching. • Clearly define your target audience first. • Is your sales team focused on customers with the

highest potential to buy your solution? Or do they call on low value prospects and saturated customers?

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2. Buyer Centric Messaging• Have you ever had a feeling that an advertisement was

meant for you? • The goal is to make every communication speak directly to

your buyer. • Speak directly to the buyer’s fears, objectives, and

personal wants.

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3. Use Social Listening – understand what your buyer cares about.• Is there a better way than watching their behavior first hand? • This works whether using social prospecting, email, or phone. • Your buyers will give you the answer to the test and you aren’t

cheating.

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4. Refine Writing Skills • Produce succinct, clear, and

compelling copy that drives an actionable response.

• Think of how many more emails you send than conversations you have each day.

• We communicate via the written word much more frequently than orally. Yet we focus most of our time on improving oral communication skills.

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5. Incorporate Social Prospecting • LinkedIn is not a clogged channel. Email and the phone are. • You can use relationships to get access to buyers. • Using social is more effective and less painful than cold calling.

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