An overview of the tactics and strategies required of a quality sales person.

1. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Why Prospect?
Customers go out of business – They fire you!
They leave your market area - They pass away
Economic changes create change necessities
Contracts terminate - Service issues drive change
To keep your pipeline full

2. TruconBusiness Development
Introduction to Outside Sales
Session Three
Prospecting
Prospecting is the process of locating potential customers
Salesperson must locate the prospect
Salesperson must screen for need and authority to purchase
Salesperson must screen for ability to pay, volume requirements
Salesperson must screen for demand on the organization’s time
You may have to say NO!

3. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
You absolutely must have a clear prospect profile or demographic
Examples: Industry, Size (Gross Income – Employees)
Local ownership, Corporate, Franchise or Branch location?
Budget for your product, Budget year, Seasonal Sales?
Capital budget item?, Operating expense item?
Within your ability to serve? – Geographically? Demand on Resources?

4. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Your job is to prospect, prepare, present, close and build trust
relationships, do not get caught up in other nonproductive
activities.
Monitor you time usage carefully, use daytime business hours
for customer related activities.
Do prep and database activities before 9 and after 4

5. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Capitalize on leads from marketing
Website responses – Webinars - Pay per click advertising
Newsletter clicks – Printed literature responses
Radio – TV – Periodicals – E-Catalog Responses
Trade shows – Special events – Chamber activities

6. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Networking and Referral Development
Attend and participate in events where your prospects go or
where you can build referral partners into your prospect
demographic
Attend regularly – Get involved – Be visible

7. Trucon Business Developemnt
Introduction to Sales
Session Three
Prospecting
Networking Resources
Visit: www.meetup.com for your city – Look for likely
prospects and referral partner attendance
Local chamber of commerce – local service clubs
Professional associations – Annual conferences
Become a subject matter expert – Volunteer to speak

8. Trucon Business Developemnt
Introduction to Outside Sales
Session Three
Prospecting
Have a networking plan at every event
Meet multiple people – Schedule one to one meetings with
the best potential referral partners or prospects
Institute a software based customer resource management
tool (CRM) and diligently keep it updated
Schedule systematic follow ups with prospects based on their
responses

9. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Use: Existing or previous customer lists
Buy lists – Example - Sales Genie, Sales Force, Dun & Bradstreet
Book of lists from local city business journal – Read local business news
Free listings: Examples - Manta, Yelp, Trade association websites
Search the internet using: Google, Bing, Yahoo, Explorer
Ask your customers for referrals

10. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Be consistent and professional
Business cards – Letterhead – e-mail sign off
Attire – Introduction – Stationery – Printed materials
Phone demeanor – Website – Social media presence
Advertising – Invoices – Office
Personal demeanor – Upbeat and positive

11. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Territory, Account, Rep Agency and Regional Managers
Develop a strong 80/20 perspective
80% of your business typically comes from 20% of the
customers
Use past history sales data and known market metrics on
consumption to determine your focus

12. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Social Media efforts: For the independent business owner
with no internal marketing department
Optimize your website
Be active (4-6 times a week) with Facebook, Linkedin, Twitter
or other sites pertaining to your business
Have a blog that supports your business with relevant news

13. Trucon Business Development
Introduction to Outside Sales
Session Three
Prospecting
Your conduct must generate a know, like and trust reputation
Have a strong differentiation message
Don’t push the prospect – It rarely works
Be persuasively persistent, not aggressive