Why Power Prospecting® Works

Nothing is left to chance with the Power Prospecting® Formula. From the creation of the tailored direct mailing campaign, to the scripted qualifying phone presentation and tailorization of working forms, the client sales organization is guaranteed their sales objectives and goals will be met.

Learn more about how this formula can work with your sales team to get the results your organization is seeking.

Listed below are 10 benefits b2b client sales organizations can expect to realize with their implementation of the Power Prospecting® Formula:

1. Client sales organizations control the process so they can maintain strict budgetary control.
   
   
2. A weekly, targeted personalized direct mailing campaign sent to 20-50 new suspects insures the sales person will continue to prospect for new customers while conducting other sales activities. Power Prospecting® is systematically working to fill their sales pipeline while the process becomes part of the sales person’s weekly habitual mindset.
   
   
3. For each participating sales person, targeted decision-makers, who closely match their ideal prospect profile, automatically receive 3 unique mailings over a 15 day period.
   
   
4. The compressed 15 day mailing cycle eliminates cold-calling so when the sales person conducts their timely expected (as promised in mailing piece # 3) follow-up call within 5 days of the mailed addressee’s receipt of the third mailing piece; they are calling a decision-maker who is looking forward to their promised call. The stress of initiating new prospecting activity is history!
   
   
5. When the sales person conducts their qualifying follow-up phone calls, they achieve their planned call purpose which is to thoroughly qualify each mailed decision-making prospect before scheduling a face-time sales appointment; or, with the outbound telemarketing version, a scheduled future phone appointment.
   
   
6. Prior to the scheduled direct mailing campaign’s launch, the sales person conducts several 1-2-1 phone role-playing sessions over the phone with their designated trainer. This rehearsal process enables them to develop conversational comfort and confidence when using their personalized phone script during live prospect qualification calls. Frequent role-playing sessions should be conducted until the designated trainer decides the sales person is ready to conduct live qualification calls at which time the direct mailing campaign should be launched.
   
   
7. Their entire Conversational Follow-up Phone Presentation fits on 1-side of 8 each, 5” x 8” index cards, called Cue Cards. Typically, Cue Card Presentations are re-written, as needed by the sales person, after scheduled 1-2-1 phone role-playing sessions.
   
   
8. An essential part of this process is for the sales person to coax each decision-maker who has agreed to an in-person sales appointment to answer 5 ‘key’ questions, the answers of which will confirm (or, deny) this prospect’s worthiness for a face-time or future phone sales appointment.
   
   
9. Total Accountability is assured. For each face-time sales appointment there must be 1 completed questionnaire of the 5 ‘key’ questions. RULE 1: Face-time or future phone sales appointments conducted without completed CPQs (Call Planner Questionnaires) are no longer an acceptable sales practice.
   
   
10. Since 1983, I have fined-tuned the Power Prospecting® Formula in 55 B2B Industries for corporate client sales teams and coached individuals with varying levels of b2b sales experience, so my expertise is always available to solve whatever challenges may arise.

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