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Tuesday, July 16, 2013

How to Prospect for Clients and Business



Do you ever dread going into work because you have a lack of business and prospects and don’t know where to start. You dread cold calling and don’t know how else to find new clients. 

Success in selling has more to do with your prospecting ability than anything else. How can you get in front of more qualified prospects, more often and consistently? 

You need to use a multi strategy approach with prospecting. 

There are  many  tried and tested, proven and practical techniques that  you can use to put you in front of potential new clients. 

Some of the things that you need to do on a daily basis to prospect and find new clients include:
  • Discover how to network effectively - You need to have the confidence to network anywhere, anytime.
  • Create your 'killer' elevator speech. - Know what to say and how to say it every time someone asks you what you do. Share 'what's in it for them' which will have them asking you to meet with them and do business.
  • Ask for referrals from every satisfied client - Most sales consultants are afraid to ask for referrals. They don't know what to say or when the right time is to ask for referrals.
  • Cold and warm calling - Use proven scripts and know how to overcome any objection. If you have an empty diary, you might need to cold call. You must get yourself into a positive state, have scripts that work and know them off by heart.
  • Find out how to get through to decision makers - Discover how to get past those difficult gatekeepers and get the decision makers to call you..
  • Keep in touch with clients and prospects with a dynamic newsletter - I generate plenty of sales by using an effective newsletter.
  • Use your website for powerful online marketing strategies. - Your website should be a powerful sales tool that drives a ton of traffic and generates sales and leads. Find the three essential elements needed.
  • Use articles to build your brand and drive traffic to your site - Articles can build numerous links to your website and establish you as an expert in your field. Explore the strategies, tips and tools needed.
  • Drive traffic with effective linking strategies – Use effective linking strategies with suitable high ranking partners will increase your search engine popularity and increase your rankings with Google. Now you will have streams of qualified traffic streaming to your site, which of course results in more business.
These are just a few of the strategies shared in my 15 CD programme 'Sales Strategies for Financial Advisors'

This programme has numerous tips and strategies to use immediately. 

This programme solves the problem of waking up and finding that there is very little new business coming in. 

When you wake up at 2am and start worrying about where the next client or business is coming from, it is stressful and you will come across as desperate when you see prospective clients.

If you dread coming in to the office because you know you have to cold call strangers that don't really want to speak to you, will be rude to you and reject you, business loses the fun element. 

On the other hand, if you use multiple strategies to constantly prospect and find new clients, the stress disappears, you become more confident and the business follows. 

When you invest in this programme, you get an action planner that will have you prospecting immediately. 

 
Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 870 240 6505. www.frankfurness.com

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/

How to Create Presentations that will work on any Device



There is a great new web-based HTML5 presentation builder called Emaze.



This tool will make it very easy for anyone to create effective presentations that can be viewed across different types of screens and devices.

The presentations can also be downloaded and played offline as well be embedded on any web site or blog.
Emaze provides a set of ready-made templates that include sample text and images as to make easiest for the user to edit and replace these with its own custom text and images. 

Emaze also supports the integration of video clips, the creation of different sections within a presentation and the option to make it private or public depending on your needs.

It is easy to use and has a simple interface. All operations are intuitive and commands easy to find, though in general many icons-buttons are a bit small.

Take a look at this great tool at http://www.emaze.com

 Take a look at the resources ‘How to Find New Business & Clients’ and http://www.prospectingforsales.com/ as well as well as the excellent book by Jaynie Smith - Relevant Selling
Frank Furness CSP is a specialist speaker and author in marketing, sales and technology. Frank can be contacted at mailto:frank@frankfurness.com  or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/

Sales Tips – How to Find New Clients by Frank Furness



With the economy slowing, it is now time to start a marketing campaign to find new clients and generate new leads.

Here is a plan of action that I would suggest:

Who is your target audience or ideal client?

Really spend some time on this and analyse your client base. Find out who the clients are that are   giving you the lowest profits and the biggest headaches....we all have them.

Either get rid of them or assign them to a call centre team or someone else in the office, so you can spend more time on the profitable clients. Then take a look at your most profitable clients, the ones you really enjoy working with and profile them.

How did they come to be clients, were they part of a marketing campaign, a referral, generated from the internet or other means?

Develop realistic marketing tools or strategies to get more ‘ideal clients’. What were the strategies that worked best in the past and is everyone in the team still applying those strategies.

There are many methods to find new clients or leads, but you should spend your time on the strategies that work best and give you the most profitable results and ‘ideal clients’.

       Marketing or prospecting strategies include:
·         Referrals
·         Associations and Trade Bodies
·         Exhibitions
·         Speaking at targeted conferences
·         Centres of Influence
·         Networking
·         Websites and social media
·         White papers
·         Newsletters Article marketing
·         Advertising
·         Sponsorships
·         Corporate entertainment
·         Mailshots
·         Expert articles in the trade press
·         Hospitality
·         Workshops and free surgeries

 Brainstorm with the sales and marketing team and discover your competitive advantage.

Why should someone change from their existing supplier to you?

How are you different, what better results can you offer?

If you are not 100% clear on this, you will speak to a lot of potential clients and be met with that wonderful phrase ‘I want to think about it’, which really means NO – You haven’t convinced me why I should change and buy your goods or services.

 Take a look at the resources ‘How to Find New Business & Clients’ and http://www.prospectingforsales.com/ as well as well as the excellent book by Jaynie Smith - Relevant Selling

Frank Furness CSP is a specialist speaker and author in marketing, sales and technology. Frank can be contacted at mailto:frank@frankfurness.com  or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/

15 Ranking Factors for YouTube | Frank Furness | Social Media Speaker



I recently attended a TV presenters course at Pinewood Studios where they produced all the Harry Potter and James Bond films (it was awesome).

During the course we were told that the BBC has seven full time people just scouring YouTube to discover talent and possible programmes.

YouTube is the second most powerful search engine and companies and individuals who know how to use it are reaping the profits.


The challenge is that companies are now becoming adept at producing great videos, but they generate very few views.

Take a look at the new Evian Babies video that has generated 57million views in 3 months - http://www.youtube.com/watch?v=pfxB5ut-KTs

I have realized how important it is to get the views – take a look at a video I made 3 months ago that has generated 53,000 views - http://www.youtube.com/watch?v=agzka9UgKTE  and one I made 17 days ago that has generated 6 thousand views - http://www.youtube.com/watch?v=rmwvWiboCSo
 
Here are the important factors that YouTube take into consideration in ranking your videos and resulting in more views.

          Keywords in the title
          Keywords in the description
          Keywords in the tags
          Incoming Links
          Time watched (new)
          Total video views
          Total likes & dislikes
          Total embeds
          Total shares
          Total playlists it is added tp
          Subscribers
          Total channel views
          Flags
          Comments
          Category choice

I have also found that it is important to kick start  your videos and for the important videos.

I will pay to get them past those critical views of 300 and 2,000.

Some ideas for kick starting your videos:
Video for adwords  - I normally have a budget of £10
Virool – here I have a budget of $10

Frank Furness CSP CFP TOT is a professional speaker and author. He has educated, entertained and inspired audiences in 53 countries. His publications and products have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, and for resources take a look at http://www.frankfurness.com
 

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/