Prospecting sales leads in IS standard documents

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hi I'm Sam Manford and I've been coaching salespeople and sales managers all over the world in various Industries since 1995 and today we're going to talk about prospecting active prospecting and passive prospecting now let me tell you a little bit about active prospecting because this is where your money is really going to be made active prospecting is going after your existing customers and getting more business out of them more of the same that you've already sold and cross- selling and upselling to different divisions and other parts of that organization and it's very active because you have relationships that can Network you to various places where you can listen to the people in the various parts of the organization to find out other kinds of problems they're having where you could impact with solutions that you can provide that's active prospecting and the way you're going to do it is build an opportunity Matrix now an opportunity Matrix is to take all your existing customers and to spread it out on an Excel spreadsheet and all the types of services that you have and start clicking off who could use what and when some are going to be way out there some are going to be immediate but you want to have a chart that you can follow and what you're also going to do is start looking at your old customers customers that never wanted to see you before now let me give you some statistics an existing customer you have a 67% chance of closing more business with them a new customer those of you who spend a lot of time going after new customers you only have a 25% chance of closing additional business with them or any business with them an old customer that's kicked you out and not ever want to see you again you have a 40% chance of getting more business from that customer so where do you want to spend your time you want to spend your time mostly probably 50% of your time with existing customers 30% of your time with old customers and 20% of your time with new Target accounts and you actively go after them by identifying the kinds of things that you can sell to them and then finding people that can Network you there to these people in your existing accounts it's going to be easier because you've got relationships that can Network you your old customers you've got relationships that can Network you and you can start reestablishing the relationship the new customers you're going to have to find people that are going to let you get there don't do cold calling find people that know people that can introduce you to people in these new Target accounts now that's active prospecting and you're going to build an opportunity Matrix to to Target all that now passive prospecting is using the internet to help you Market having Splash Pages think about this if you could have 100% or as much time as you wanted in front of clients that are potential for you what would you say to them what would you do with them well you can do this on the internet but it's basically optin meaning these people are looking for Solutions and you're going to get them to opt into you your splash page your particular page and I'm not talking about the corporate internet website I'm talking about your own little website where you can offer free white papers sales letters uh articles and and videos like this video to your customers to show them what you can do for them and this is part of the passive prospecting method you can also send mailers out you can invite people to trade show and you can do all these what I call low energy marketing activities and that's passive prospecting the key to prospecting is to be doing many different kinds of things things but to use it in proportion to where you can get the best success for exist for example existing customers highest percentage of success use the most amount of time and energy there new customers lowest percentage passive prospecting low energy that you can cover a lot of prospects and get people to opt into you and then call you so that's our lesson for today passive and active prospecting got to do a lot of different things do them the more you call out the more more you work these systems the more meetings and networking you do the more business you're going to get and you know what in addition to what I just told you today you can get all the details the elaboration on how to build an opportunity Matrix how to passive market and all this stuff at my website it's right down there right below you can see it as you're looking at it go to that website start looking at the resource they got great articles got great materials that'll help you Prospect your way to success