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Welcome to Prospecting Module 15 in The Web-Based

Sales Improvement Program

from SalesTrainingTV, a Subsidiary of Contact Based Selling

Prospecting Module 15

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Prospecting Module 15

Introduction to Connected Leads:

Prospecting Module 15

Since we’re going to be prospecting so much, doesn’t it make sense to make it as pain-free and

productive as possible?

THAT’S what connected leads will do for you!

What we’ll cover in this module:

What are “Connected leads”

Why they’re better can cold calls

Obvious and not-so-obvious connected leads

Confusion and the connected lead

How to get more referrals

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Prospecting Module 15

What are “Connected Leads”• Connected leads are simply leads with some connection to someTHING or

someONE else…

• This connection may be as strong as a personal referral or introduction… or as distant as simply being in the same category niche

• The person we’re calling doesn’t have to be introduced, or even know we’re going to be calling, in order for it to be a “connected lead” – example, “If we’re calling a plumbing company to sell them advertising in our home-owner directory, we don’t have to wait to get an introduction from the Home-Builders Association to the person…or they don’t have to call and say, “Greg Bennett is going to call”…WE just make the connection on the phone and move forward

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Prospecting Module 15

Why connected leads are better can cold calls

• Connected leads move us a little closer to “inside the circle” vs “outside the circle” where clients become so defensive. It causes the client to freeze and not go into automatic dump mode

• Connected leads will turn into appointments faster because the defensiveness and nervousness just isn’t there

• Connected leads help you maximize your prospecting time as one call can turn into 10 appointments

• Live person at a networking event equals about 200 cold calls

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Prospecting Module 15

Obvious and not-so-obvious connected leads

• Obvious connected leads are:

• Other department heads that work with the client

• Friends and co-workers

• Other members in an association

• Not-so-obvious connected leads:

• Their customer base

• People who don’t buy

• Their vendors and suppliers

• Goal…Let’s make every cold call…a connected cold call

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Prospecting Module 15

Confusion and the connected lead

• A commando strategy that works with connected leads is – if you don’t have a connection…make one up

• SELLER: “Hi Tom…this is Greg Bennett…does my name sound familiar?”

• CLIENT: (Freezes them) “Uh no…”

• SELLER: “Do you know Terry Hunter at Flobee?”

• CLEINT: (Still confused…) “No…should I?”

• SELLER: “Well…he apparently listed you as one of his main business contacts…and he’s a client a mine, so he suggested I give you a call…we do office remodeling projects…- go into spiel”

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Prospecting Module 15

Getting More Referrals

• In addition to starting your own leads group and working the connected lead ideas which we’ll discuss, here are a few ideas to increase the amount of referrals you’re getting:

• Tell people in your network what SYMPTOMS to look out for…not just what solutions you have -- I can recognize symptoms of a pneumonia easier than I can recognize the medicines the doc will use to treat it

• Promote the fact that you appreciate referrals

• GIVE REFERRALS OUT!!!

• Shamelessly bribe those who give you a referral…don’t skimp on this!