seven essential steps to turn a prospect into a … essential...seven essential steps to turn a...

Seven Essential Steps To Turn A Prospect Into A Customer

Gregory P. Muzzillo, Sr. Founder of Proforma greg@proforma.com

Create Wealth

Wealthy

A Little About You

A Little About Me

A Little About Me - 1978

Marketing Supplier

Relations

Collections

Banking

Marketing

Credit

Collections

Training

Importing

Billing Computer

Systems

Company

Stores

Accounting

Recruiting

Had a vision of independent distributor owners sharing:

1. Sales Tools and Marketing Programs

2. Purchasing Clout with Suppliers

3. Complete Back Office Support

A Little About Me - 1986; Created the Proforma Network

Marketing Supplier

Relations

Collections

Banking

Marketing

Credit

Collections

Training

Importing

Billing Computer

Systems

Company

Stores

Accounting

Recruiting

Over 720 Members sharing: 1. Award Winning Sales & Marketing Tools and Programs.

2. Purchasing & Service Clout of a $450 Million

Dollar Organization.

3. One Back Office Providing World Class Accounting,

Cash Flow and Technology Support.

A Little About Me - 1986; Created the Proforma Network

A Little About Me – Proforma Today

2014 Proforma Highlights • 15 Owners qualified for the Inc. magazine prestigious list of the 5,000 fastest

growing businesses

• 18 Owners made our Million Dollar Club* for the first time

• 10 Owners made our Multi-Million Dollar Club* for the first time

• 2 Owners made our $5 Million Dollar Club* for the first time

• 2 Owners made our $10 Million Dollar Club* for the first time

• 1 Owner made our $25 Million Dollar Club* for the first time

• 6 Owners closed $1 million dollar+ acquisitions with the help of our Proforma Acquisitions Team

• 14 Owners closed $1 million dollar+ programs with the help of our Proforma Global Major Accounts Team

• 8 Owners hired $1 million dollar+ sales reps with the help of our Proforma Recruiting Team

* Proforma Owners who have had sales of more than $1, $2, $5, $10, and $25 million respectively during a calendar year. See Item 19 of our FDD.

A Few Observations

Opportunities for More Sales are Everywhere

You are 1 or 2 hours from $250 million to $2 billion

in business.

And these businesses are very easy

for you to approach.

What’s the Number 1 reason most people never get wealthy in

this business?

Hint: It’s something very, very

frightening

What’s the Number 1 reason most people never get wealthy in

this business?

What Business are We In

KNOW, LIKE & TRUST

First, the ‘Why to’… Then, the ‘How to’

If you want to succeed beyond your wildest

dreams…

You must have big wild dreams!

What are YOUR big dreams?

Dream Big

Only 4 Ways to Grow Your Business

• Earn new customers

• Sell more to your current customers

• Hire and manage sales reps

• Buy out your competition

• Position Yourself for Maximum Success

• Identify Qualified Prospects

• Create Awareness

• Turn a Cold Call Into a Warm Call

• Secure a First Appointment

• Conduct a Great First Appointment

• Follow Up

• Position for Yourself Maximum Success

• Follow Up

Identify Qualified Prospects Market and Business Prospect Analysis

Identify Qualified Prospects

• Promotional products industry in North America = $20 Billion

Market and Business Prospect Analysis

• Commercial print industry in North America = $180 Billion

• Promotional products = $350 per white collar employee

• Promotional products + printing = $3,500 per white collar employee

• Follow Up

How to Create Awareness

1) Make people aware of who YOU are • Presence on LinkedIn

• Presence on Facebook

• Website should represent who you are and what you do

• Understand your elevator pitch

• Always have business cards and sales tools ready

• Follow Up

How to Turn a Cold Call into a Warm Call

• Sales Automation, aka Proforma Pete

• Appointment Setting Program

• Field Calls

• iTunes Gift Card Offer

• Sales Automation, aka Proforma Pete

• Appointment Setting Program

• Field Calls

• iTunes Gift Card Offer

• How to conduct a Field Call

• How to conduct a FUN Field Call

• Follow Up

How to Secure a First Appointment

• Just ask for 10 minutes of their time • Note Card Message:

• I recently dropped off a card to introduce myself and the variety of print, promotional product and related services Proforma offers. If you give me 10 minutes of your time as an introduction, I will give you a $10 iTunes gift card to say ‘Thank you’.

How to Secure a First Appointment

• Just ask for 10 minutes of their time • FUN Card Message:

• I recently sent you card that I hope made you laugh and maybe realize just one of the differences in Proforma. If you can clear just 10 minutes of time on your calendar to talk about my print, promotional product and related services, I’ve got a $10 iTunes gift card with your name on it.

• Follow Up

How to Conduct a Great First Appointment

PURPOSE of the first appointment:

• To inform people who we are and what we do

• To learn about the prospect

• To create a relationship

• To earn an opportunity to work on a project to quote

• To determine next steps and follow-up

• Show ‘n Tell • Listen and Learn

No one cares how much you know, until they know how much

you care.

• Thanks for your time today. As I promised you... here’s your iTunes card.

• I did some research on (name of company) and I want to congratulate you (or tell you how impressed I am) with… name 3 things.

May I ask... (now you want to ask at least 3 questions in the following areas:

• 1 clarifying question about the company

– Its key products / path to market / key near term goals

• 1 question about the person’s key roles and responsibilities

– It’s okay to even ask... “may I ask your key roles and responsibilities”

• 1 question about some of their key near term goals for their department

• Then transition - say “Great... thanks for the information... Now I would like to give you an overview of Proforma and then talk about how we may be able to help you and (name of company).

• Then give them the sales presentation brochure and begin your presentation.

• The KEY is the dialog that should follow.

• Always end with next steps, commitments and dates.

• REMEMBER: If you go over about 12 – 15 minutes... you should say, “I know I promised to only take 10 minutes of your time... is it ok if we continue?”

• Follow Up

How to Follow Up

• Make sure to take good notes

• Determine the next steps

• Agree to those next steps with the people you meet

• Mark dates of actions on notes

• Put the company name on the calendar date to follow up

How to Follow Up

• People buy from people they know, trust and like.

• Making a commitment and doing what you said you would do will help people trust you.

How to Follow Up

• Take notes on your sales call • Write the dates on your calendar

• Follow Up

Three Words You Need To Know To Be A Marketing Expert

• Awareness

• Trial

• Commitment

“If you don’t plan your day… someone else

will do it for you.”

• Every Day

• Every Week

• Every Month

• Every Year

3 Steps to Planning

•Plan

3 Steps to Planning

•Plan •Execute

3 Steps to Planning

•Plan •Execute •Evaluate

3 Steps to Planning

Every Day

• Follow Up

Dream Big

• Follow Up

seven essential steps to turn a prospect into a … essential...seven essential steps to turn a...

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