The relationship between Prospecting & Sales
Prospecting is one of the most dreaded, yet most powerful activities that will improve the bottom line of your business.
Contents
Advanced Prospecting Activities 2
The relationship between Prospecting & Sales 2
Attitude is 80% of the battle. 4
Step One – Defining Your Ideal Prospect 5
Creating a Prospect Profile 6
Step Two – Choosing Your Activities 8
Choose and Test Multiple Activities 8
Testing these Activities 9
“How Did You Find Us?”. 9
Who Made Purchases? 10
Limitations of testing. 11
Outbound vs. Inbound Marketing. 12
Inbound Prospecting Activities 13
Outbound Prospecting Activities 13
Lists! (Acquiring, selecting, segmenting & using) 15
Your “House List,” and rented, borrowed or purchased lists 15
Where do you get aviation lists? 16
Evaluating Magazine Media Kits 17
Direct Mail 18
Email Broadcasting. 20
Trade Shows 22
Public Speaking. 22
Directories 22
Advanced Prospecting Action List 26
Recommended Reading list 26
Show Your Work Challenge 27
This course includes:
A thirty to sixty minute video with detailed instruction
A downloadable PDF Workbook
- We’ll send “Certificates of Completion” to those that show a good working knowledge of the concepts, and feature the best ones on ABCI’s blog. (An opportunity for additional publicity!)
- Need professional continuing education credit? CEUs or PDUs are provided for most professional organizations (Equivalent of 2 hours classroom instruction.)
- Your satisfaction is unconditionally guaranteed.
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