English | 2003 | ISBN: 0793178398 | 208 pages | PDF | 1,1 MB
Prospecting, the process of contacting the right people with the idea of converting them to customers, is a critically important activity in the sales process. Since the stock market decline in 2000, financial professionals-many for the first time-are finding they need to prospect for customers. Author and financial services professional Scott Kimball advocates that reps cut their book, or client base, dramatically and follow his proprietary prospecting process. Called the "Top Gun" method after the renowned U.S. Navy flight school, this process provides individuals with the strategies and tactics they need to perform at levels usually never reached by the average financial salesperson. Kimball's is the only book to focus on prospecting for the financial services professional. It covers all aspects of the process, including contact management systems, lists, advertising, cold calling, direct mail, networking, seminars, referrals, the Internet, attitude, and time management. Readers will learn how to:
* Execute and track the success of the four major prospecting process components.
* Identify new, rich sources for clients.
* Maximize the efficiency of the filtering/qualifying process, ensuring that salespeople meet only with highly qualified, "ripe" prospects.
* Approach prospects so they agree to a meeting to discuss their financial situations.
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