Learn How to properly prospect

1. ALLPPT.com _ Free PowerPoint Templates, Diagrams and Charts

2. How to be sure they are Hot?

3. What Are We Looking For?
*Business to
Consumer?
*Business to
Business?
Or both!

4. What Makes a Prospect Hot?
Business or Consumer What Qualifies this Prospect? Warm or Cold?
They are Warm if:
NEED- So powerful! & they see such GREAT value for you to solve problem they will:
• MAKE the TIME
• They have an ability to MAKE A DECISION… (Double Meaning!)
• MONEY – They have the money, or can access the funds to work with you (if not they are not a
prospect, just raving fan)
**Ask me about another Great tool that will help you determine the unique way each person
decides to buy & how to speak their buying language

5. Emotions That Pay….Buy!
Emotional Buying
• Belief in You!
• Fast fix to my problem!
• Do it for me!
• What will I loose if I don’t do this NOW?
• Guilt – You have so much.. Give a little
• Everyone has it I want to belong to the club…
• Value- This is a no brainer, I am paying so little for ALL
I am getting I will loose if I walk away..
• Fear of loss.. Sale Ends soon
• Competition- IF I don’t buy that billboard my
competition will….
• Top Millionaires, Top Celebrities, Famous Athletes – All
the above use our product! Why not YOU??

6. Buying Events!
Consumers-
• Getting Married
• New House
• New Baby
• Loss of Loved One
• New Job
• New Car
• Tax Refund Time
• Pay Taxes
• New Neighbor
• Time of Year
• Friend just bought
• Finished Degree
• Start College
Business-
• Moved location
• Brand New
• Went Public
• Launched New Product
• *New Employee
• *Updated Website
• Time of Year
• Annual Conference
• Press Release
• Major Event in Industry
• Won a new contract or Client
• Striving to reach a new goal
• Competitor just bought

7. First Great Tool!

24. Other Ways to find Emails!

28. Google Alerts!

34. Prospecting Tools Recap!
Make a list of 60 facts about your Prospect
1. Use Library Database – Thank your Library for
buying it!
2. Email Finding Tools and Testing Tools
3. Google Alerts! They will tell you Everything if you
pay attention!!!
*Bonus Remember -If it is the right prospect
Sometimes your sales skill impacts how hot they
are – help them visualize the transformation

35. 3 LinkedIn Tips
1.Use it as part of your Prospecting
Process
2.Complete your profile so you look
like the rock star you are!
3.Post Original MP4 video, not YouTube
links
Bonus**
*Do “lives” put links in comments
below
*Join a Like, Share, Comment, Follow
Group to boost eachother

36. Thank You!
Jessica L. Koch Consulting LLC
410-349-6016
jessica@jessicaLkoch.com
www.jessicaLkoch.com