2. turn hunting into farming
• farming is more productive than hunting
• first – plant some tomato seeds
• next – water every couple of days
• you can’t keep the tomatoes from growing
1
^
sales opportunities
3. turn gatekeeper into your tour guide
• you have solutions to help them run their business
. . . better, faster, cheaper and more effectively
• remember they want to talk with you – you’re not
competing with the gatekeeper, you’re competing
with all those other people
2
4. create the perfect campaign
perfect voicemail
• identify yourself (first/last name) & your company
• if referred, who referred you
• specific purpose of your call
3
• specific action you want taken
• clear, concise way to return your call
5. the voice mail sounds like this . . .
Hello <Key Player>. This is Mike Scher from FRONTLINE Selling.
Sally in Joe CEO’s office suggested I reach out to you.
The purpose of my call is to set up a 30 minute call with you to discuss
helping XYZ Company’s sales teams get more first appointments, so they
can sell more.
Please let me know if Monday or Tuesday, April 29th or 30th, at 10AM or
2PM would be best for such a phone call.
Again, this is Mike Scher from FRONTLINE Selling and you can reach me
at 770-262-3009.
I look forward to our conversation.
www.frontlineselling.com
6. create the perfect campaign
use your new tour guide
• identify yourself and if referred, by whom
• disarm simply by asking for HELP
• state specific action you want
3
• ask question on how to accomplish that
action
7. here is how it sounds
This is Mike Scher from FRONTLINE Selling; and your name is? Mary
Hello Mary, is Bob Perkins available?
No, he isn’t
In that case, Mary, can I ask for your help? I’ll try
Sally in Joe CEO’s office suggested I reach out to Bob. The purpose of my
call is to set up a 30 minute call with you to discuss helping XYZ
Company’s sales teams get more first appointments, so they can sell
more.
Can you tell me the best way to go about doing that?
www.frontlineselling.com
8. create the perfect campaign
asking for email the right way
• google *@domain name.com for email
structure
• give a reason why they should say “yes”
• use assumptive approach
3
• be respectful & value admin participation
9. here is how it sounds . . .
bad form: What’s his email address?
good form: Mary, I do have a couple of paragraphs I can send to Bob at
bob.perkins@XYZ.com --- this way he can see the topics we are looking to
discuss.
Mary, in addition to sending this to Bob, would it also be helpful if I sent a
copy to you at mary.smith@xyz.com?
www.frontlineselling.com
