If you don’t aim for the best prospects, you’re likely to do business with any prospect

1. THE LAW OF THE BULL’S-EYE
IF you don’t aim for the best prospects, you’re likely to do
business with any prospect

2. THE LAW OF THE BULL’S-EYE
It doesn’t matter how many prospects you see.
It matters how you see the right prospects.
Prospecting is a productivity game, not a
numbers game!

3. Prospects can be categorized into 4 profiles:
1. Low profit/high maintenance: Prospects that have potential to produce a little
business and a few referrals and are very hard to serve because of unrealistic price
and service demands and inefficient business practices
2. High profit/high maintenance: Prospects that have potential to produce a lot of
business and some referrals but are very hard to service because of unrealistic price
and service demands, inefficient business practices, and a high need for ego
fulfillment
3. Low profit/low maintenance: Prospects that have potential to produce a little
business and a few referrals but are likely to provide greater profits as the
relationship grows, and are easy to serve because of a high level of professionalism,
strong desire to partner with you, and efficient business practices
4. High profit/low maintenance: Prospects that have potential to produce a lot of
business and many referrals and are easy to serve because of high level of
professionalism, strong desire to partner with you, and efficient business practices
THE LAW OF THE BULL’S-EYE

4. THE LAW OF THE BULL’S-EYE
All sales presentation success is predicated on hitting the right prospects
who will in turn become clients that reap high returns for life.
1. A car salesman asks for my card and calls me once, three weeks later. By that time I had already
bought a car from another dealership that communicated with me six times before I picked the
car up and five times after I drove it off the lot. The result was that the first salesperson lost
50,000USD; the second gained my trust.
2. Sixty-five real estate agents get my name but only one follows up, and poorly. I buy from none
of them. I call sisty-sixth agent and after three meetings, I select him and use his services three
times in five years, total 65,000USD in commissions for that salesperson.
3. As a salesperson, one particular client didn’t give me her first order until eighteen months after
she knew she was my prospect. During that time I communicated with her eighty one
times, trying to add value each time, so that I would ultimately be selected as her vendor. In
the end she became my best and most profitable client.
“What you do between the time you meet a person and the time that
individual decides to buy determines whether he or she will become
your client or your competitions.”

5. THE LAW OF THE BULL’S-EYE
Todd Duncan studied successful sales people. He did things
differently to elevate his sales career:
1. I always tried to determine another client or vendor who knew my
prospects’ names so I could use them in my introduction. This helped
build credibility and trust and reduce tension.
2. I never “cold-called” again but made my cold calls warm, my warm calls
hot, and my hot calls sizzle by sending a letter in advance of calling for an
appointment.
3. I always made sure my initial letters had a unique value proposition-
something embedded in the letter that would genuinely attract their
attention and captivate their interest.
4. I kept every phone call in which I asked for a business development
appointment to less than 90 seconds whether I called the prospects or
they called me. I committed to discovering needs and offering solutions in
person rather than on the phone.
5. I sent thank you letter and a testimonial from an existing client to my
prospects two days before meeting with them.

6. THE LAW OF THE BULL’S-EYE
GET READY…
AIM…
FIRE!

7. THE LAW OF THE BULL’S-EYE
GET READY….
Step # 1. Secure your business plan.
(Review from our goal setting)
1. Establish your volume goals. If you desire a 6 digit income, your first year must look
something like this:
Income Goal : 800,000.00
Sales Needed : 12 clients @ 3% commission
2. Determine your daily numbers
If 12 clients are to be closed in 6 months, you will need to close 2 clients per month starting July.
3. Determine your conversion goal. This refers to the percentage of sales you want to
make per sales attempts.

8. THE LAW OF THE BULL’S-EYE
GET READY….
The inherent value in the Law of the Bull’s-eye is that
by taking better aim at the right prospects, you can
increase your earnings without increasing your
hours.

9. THE LAW OF THE BULL’S-EYE
AIM…
Step # 2. Secure your prospecting sources.
2 types of relationships from which you can do more prospects
without adding hours to your time:
 Those that refer quality prospects to you (COI)
 Those with whom you have partnered for the purpose of gaining
referrals and repeat business (Clients, eg….)

10. THE LAW OF THE BULL’S-EYE
AIM…
Centers-of-influence examples:
 If you sell medical equipment – a physician who will refer you to departments
in the hospital that could buy additional equipment from you
 If you provide software or network solutions – the CEO of the company who
will refer you to Purchasing and IT departments, as well as to other CEOs with
Purchasing and IT departments who could purchase additional software and
network solutions from you

11. THE LAW OF THE BULL’S-EYE
AIM…
5 ADDITIONAL METHODS TO OBTAIN PROSPECT REFERRALS:
1. Point of Sale: Never leave a successful business development appointment
without seeking referrals
2. Repurchase Cycles: If you work with clients that have routine buying
cycles, always track them. Never leave a successful business development
appointment or let existing client relationships exist without determining the next
order cycle and/or seeking referrals
3. Association/Networking Groups: Be involved in associations to broaden sales and
partnership opportunities
4. Clubs: Become known in the organization that you are in
5. Affinity Businesses: “Closely related”

12. THE LAW OF THE BULL’S-EYE
AIM…
Step # 3. Check ‘em out
Is this client has the potential to become the type of client
you want for life?

13. THE LAW OF THE BULL’S-EYE
FIRE!
Step # 4. Design and send your approach
letter
Step # 5. Follow up

14. THE LAW OF THE BULL’S-EYE
FIRE!
Step # 6. Set the appointment with a powerful, value
added script.
1. Call the prospect and professionally introduce yourself, making reference to your approach
letter
2. Convey that your referrer or COI asked you to call, and introduce the prospect to a possible
solution for a need in his life or business
3. Ask the prospect if he has 90 seconds for you to explain
4. State the purpose of your call
5. Ask for a thirty-minute face-to-face appointment to explore the possibilities of partnering
together
6. Ask when a convenient time to meet would be
7. Confirm the goals of the meeting
8. Thank the prospect and assure him that it will be time well spent

15. THE LAW OF THE BULL’S-EYE
FIRE!
The Final Step: FOLLOW UP
What happens if you follow this advice and the prospect does
not agree to meet with you?
Establishing Trust takes time, and sometimes that
means adding value without receiving business.

16. THE LAW OF THE BULL’S-EYE
Dear Todd,
As you know, Andrea and I attended your conference in Lanai this past
summer and your sales school in San Francisco just a few weeks ago.
I started working for a new company in a new city after returning from
your conference. I had no contacts and knew no one. I bought a database system
and set a goal of targeting the top 15%, or sixty-five prospects in my market.
Using your system, within two weeks my calendar was booked for individual
appointments with twenty-two prospects. We had to delay our mailing, as there
were no appointment slots for weeks.
I am very excited about our future and much of it has to do with you. I cant
thank you enough.
Make it a great day!
John

17. THE LAW OF THE BULL’S-EYE
You’re on your way!