1. First Contact!
Let’s talk about client aquisition

2. Get in Contact

3. How does your team start prospecting?
Get in Contact
A great place to start prospecting is by looking in the ads section of your local papers and community facebook pages as well as being observant as you are driving around - who is having a grand opening? Who is looking to hire a marketing manager? Any new franchises opening up in your area? Which businesses have recently moved? Those are all businesses that need your help! Take advantage of networking events near you...almost any networking type event will put you in a room of business owners and connectors. We have an award winning tool to help you prospect! Create a snapshot for any of the businesses you find and for those who gave you their business card ...and wah-la...you are prospecting!

4. Getting a prospect’s email or phone number.
Get in Contact
Sometimes you need to investigate a bit more to find the contact’s information - check LInkedIn (as a sales professional you SHOULD have a linkedin account!) and check the facebook company page, if they have one. Often there will be new posts introducing their team. Websites often have team pages too. If you know the name of the person you are looking for and you have an of another person at the company, maybe the gate keeper, chances are the format is the same...so try it! Business associations also have the contact info or they have a great network of business people who may be able to introduce you. Check there. Think outside the box of other places you chould gather info.

5. Discover the decision maker!
Get in Contact

6. The difference between:
Pitching in Person
Pitching Over the Phone
Get in Contact
Pitching in person is always easier than pitching over the phone because seeing a person’s body language will give you so much information. Nodding will indicate interest, eye rolling may mean you need to change direction and a frown may nmean they need more information in order for it to make sense. You can also tell if they are crunched for time so you can speed up the presentation or ask to schedule more time in a couple days. For some people it is just easier to take a call so you really need to listen to the tone in their voice. Use their name intermittently to keep their attention and be mindful f their time ...if they say they have 30 minutes then don’t go over. And always get them to commin=t to the next meeting before you leave or hang up.

7. Snapshot Elevator Pitch
Make it Personal
Snapshot Elevator Pitch
If you the snapshot report you will receive notifications when someone iopens it. This means you can focus on the interested prospects first! If you are able to get the appointment to meet first, take the snapshot along to leave behind. You can use the snapshot report as a guide while you explain the solutions you can provide the business owner. Always look over the demo account in Partner Center to become better educated on where the business needs most help.

8. Listings Snapshot Report
slide 5 - presence, accuracy, listing distributors Be sure to familiarize yourself withe the snapshot report so you can answer questions the business owner may have. If the accuracy section shows a similar address you will be able to explain the importance of consitancy inf their listings, and how inaccuracies will affect the presence and their SEO.

9. Reviews Snapshot Report
slide 6 - reviews Again, check their demo account to see what their Reviews look like. This report shows some good review ranking but in reality their negative reviews may have all been left in teh past month or two which means they really do need your solution...more than it appears.

10. Social
Snapshot Report
slide 7 - social

11. Website
Snapshot Report
Follow Up
slide 8 - website

12. SEM
Snapshot Report
Follow Up
slide 9 - SEM

13. Retargeting
Snapshot Report
Follow Up
slide 10 - retargeting

14. Follow Up Be helpful Follow-up in a consultative nature
Provide personalized insights
Know your prospect’s challenges and have content for each one
Nurture prospects until they’re ready for a conversation
Be creative in your copy
Use the same consultative sales scripts as inbound
Focus on great branding and value props
Guide people through your customer lifecycle

15. Close the Sale