15) - MSC 313 Relationship Marketing Selling Prospecting...

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MSC 313 Relationship Marketing / Selling Prospecting Today’s Class Prospecting Managing the prospecting process Prospecting Tools Getting the 1st Meeting Importance of Prospecting 20% annual turnover of clients(this is a question if I remember correctly) Mergers/personnel changes etc
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Things go wrong in existing accounts Relationship just gets tired What’s the biggest problem with prospecting? The Prospecting " Funnel" The Prospecting Funnel Lead: ( Raw Prospecting) Suspect: (Pre-call/Make Approach) Prospect: (Needs /Present /Qualify) Customer: ( Obtain Commitment/Sold) (just know these things… cause I think there are questions on them but I cant remember how the questions went… tequila Tuesday/will owen fucked me over… you know how I am haha)
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A " Lead" Any referral/phone call/ communication Currently unsubstantiated/ unqualified "Sounds like" a product/service match Probability of conversion: 5%-10% A " Suspect" Contacted by phone- seems a match still Agrees to a meeting Other data triangulates Probability of conversion: 10%-20% A " Prospect"- ( now " Qualified")
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Initial meetings held Product/Service match Value Model " real" Budget available/authority to spend Timing ok Coach/Champion identified Probability of conversion: 20%-80% Believe we are an acceptable choice A "Customer"( i.e boss counts it as good as).
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15) - MSC 313 Relationship Marketing Selling Prospecting...

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