8 Research - Product Audience ________________ ________________the best FishingGymYour ____________
9 Research - Prospects M A N What is a prospect? Everybody else is a ________?MAN
10 3:1 Research - Prospects - ____Suspects - ____ Prospects How many do you need?What is the working ratio?Where do you find them?- ____Suspects - ____ Prospects- ____ Prospects - ____ Sale____ - ____ Contract3:1
11 List Prospects working – 100 Go to your PlannerMathernes GroceryList Prospects working – 100
12 Research - CustomerWhat do we need to know about the customer before we make the call?Name of the gatekeeper____________Name of the decision maker or influencerKnow the name of the business ownerKnow something about the business
13 Research - CustomerHow do we get the information we need to know about the client?_________________
14 Research - Customer The best way to ask for information is to say: Hi! My name is ________ with _____________What is your name?We want to send information about advertisingto the person responsible for advertising.Who makes the advertising decisions?What is their position?Who owns the business and how do you spell that?
16 You value in the market just went up Mathernes GroceryWilliam HenryMike SmithBeth More1381 Forest Dr$700Call client and get the name of the Decision Maker, Owner, Receptionist, person behind the cash register, etc.
17 Research - Competition Who are they?__________________________How much do they_______?What is their__________________ & _________________?What is the other media’s?______ / ___________ / __________Where can you find this information?Call and askAgenciesPublished ratesAll other media companiesCostStrengthWeaknessReachFrequencyCirculation
23 The Sales Call Advertising How do you advertise now? What percent of your advertising goes into___________________________?What is your annual_________?What is your _______promotion?What is your _________?What are your best _______months?When do you need the most ______?
24 The Quick Sales CallI would like to show you what your competition is doingWe had a client just like you…