Sales prospecting plan for Support

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hey you guys I hope you are doing fantabulous do you have an action plan in place to get you where you want to go so today I want to share with you about how to create a prospecting plan see a prospecting plan is going to eliminate all that huh what should I do with this all that wondering about what is coming next so let me ask you where do you keep your leads like that list that collection of people who have said yeah I might be interested or no you're really not interested like all of those yes no good bad all those leads where do you keep them is it a CRM that's customer relationship management customer relationship management tool is it an excel file is it some sort of sheet anything like that see those leads what happens a lot of times is people get leads from somewhere networking a referral someone download something from the website you name it you get a lead and super exciting stuff we all love getting leads but once that lead comes in what do you do with it how soon until you're looking at that lead on your computer you're thinking oh my gosh I know I need to call you I know I need to do something I need to send you an email or something what do I do right how soon until that happens for you what we do is we create a prospecting plan which eliminates that internal conversation up here okay so this is today's training is all about how do we eliminate that conversation so the first thing you want to do when it comes to creating this plan is you want to identify what is the typical buying cycle of your prospect for your products and services is it something they start nine months before they really need to implement it or two years before or is it something that they start looking today and they buy tomorrow right that buying cycle is going to dictate how long are we working with this procs prospect how long are we following up how long are we nurturing them and what do we want to do before putting them into our marketing campaign see the great thing about sales and marketing is they're a team right teamwork makes the dream work so in the sales process this is a very high touch one on one to pick up the phone call give someone a call send them an email send them a letter in the mail stuff like that to get their attention but at some point it may get to you know what now's not the right time so let's take this to email so first thing you got to do is figure out all right what is that my cycle the second thing you have to do is identify who who is the prospect who are we gonna help how are we gonna help them how are we going to take them through this pipeline so because if you don't identify who you need to reach out to chances are you won't reach out to them at all right think about it exercise right now write it down get a pen and paper one person just one person that you know up here you need to reach out to and you haven't yet it could be a friend family member it could be a prospect could be a client could be a vendor I know each and every one of us have someone that they need to reach out for for me right now that's one of my good friends chase that we've been in conversation and I let it go dark I just stopped responding because guess what life gets busy so homework assignment as of this minute take action I promise right after this I'm going to reach out to chase you reach out to some alright so you've gotta identify who are these people that you're moving through the prospecting plan who are the people that you're working through this process with so once you identify who know you need to identify how are you going to interact with them how are you gonna engage with them what are those touch methods okay so those touch methods are crucial they're crucial when it comes to how you're gonna interact with people cuz you've got to give home court advantage home court advantage is when you show up and you say you know what instead of forcing you to text because I like to text you call them no concept you send them an email you send them a package in the mail you show up at their doorstep I don't know what the method of touch that works best for your business will be but I know it's not just one because people like to communicate in different ways I am an in-person person I love to be in person if I can be in person I want to so if you're trying to sell me something the best way to do it show up my doorstep and knock on the door I promise you anybody who cold calls me in person will get a meeting I will tell you that right now you know why because it takes guts and I want to reward salespeople who go out of their way to make that happen so you've got to determine what are those touch methods that you need to go through when it comes to engaging with these people when it comes to moving them through the sales pipeline so forth after you've determined the touch methods you've got it determine what are we going to touch them about what are we gonna reach out about are we gonna reach out about and the weather are we gonna say checking in or are we gonna say hey we've got this event coming up work right now we're working on a prospecting challenge where we're going to take people through the exact steps that we go through to create these systems for our clients right so I could reach out about that - all my present prospects and be like hey it's a way to try us out right so that is it topic you can touch on so what are the topics you can touch on if you're having an open house if you've got a trade show you're gonna be involved in if you've got a podcast that you're putting on and you'd like them to be a guest or to listen to a certain episode there are so many different topics for you to choose from but you've got to choose it's a lot like when you your brain is a filing cabinet right and so when you go and say I need to talk to someone you talked in you click into the topics option and holy crap there's a lot of crap you could talk about right there's all there's the weather there's the holidays there's family there's friends there's business and inside each of these folders is a whole nother folder right so you've gotta go through this and think about okay how do I take advantage of this how do I figure out the topic beforehand so I don't have to sit and wonder when it comes time to connect with this prospect or with these people right and that leaves the fifth step which is you've got to determine the paintings that touch Kaden's how often between you reaching it out is it is it every day are you gonna call them twice a day are you gonna call them every other week or are you gonna send them an email every other month what is that touch cadence that you are going to execute and so if you look at the five steps then you're going through so number one figure about how long do we need to learn nurture the lead actively that's the buying cycle number two identified the prospects who are we going to talk to number three is what are the touch methods number four is what's the topic what are we going to talk about number five is how often are we going to talk about it if you line all that out right now before getting into that sales process guess what happens it is so much easier it is so much easier to follow up it is so much easier to nurture those relationships through and get the results because you know who what how why and when you know all those answers so it's not like you're looking at this list and thinking I know I need to do something but what what is it I should do so that's what I want to encourage you guys to do that's why I think it's so critical to build a prospecting plan is because that plan is going to help you understand who I need to talk to when I need to talk to them how I should talk to us what methods all of that so I mentioned this earlier we are doing a prospecting challenge because in my business prospecting done for you we do these steps for our clients that said I am very heavily involved with my clients so I only take on three clients at a time because I've found if I take on more service suffers and my clients don't deserve that and you don't either so what we're doing is we've got our three clients we're putting a prospecting challenge to help people who need to do this but I can't do it for them right so we're gonna spend five days we're gonna be training one hour every day and then Q&A afterwards about what is the process we're going through what are the steps were going through what are we doing to get results I just today one of my clients I've sent three leads three leads just today because the system works if you work the system so join us if you just spent prospecting challenge I'll send you a link give you some more information on it and join us because this challenge is all about helping you duplicate the system we've been testing and building for our clients for about seven months now and we're finally getting it to the place where we're getting results on a regular basis so again prospecting challenge join us it's gonna be a boatload of fun if you have questions if you have anything sales related mindset leadership ownership anything like that drop it in the comments that's how we know what you need help with or what you'd like information on and if you don't need any help that's awesome I should come learn from you because I know I need lots of help I'm superstitious but that's how life goes isn't it alright guys I hope you have a great day if I can serve you in any way let me know and we'll talk to y'all soon [Music]