EXPERT in SALES – Prepare

STEP 1 – Prepare

Purpose of this section

1. Identify the focus of your sales and marketing efforts

2. Find opportunities in today’s ever-changing marketplace

3. Effectively use a risk management approach with clients and prospects

4. Start to develop a ‘client culture’ in your office.

5. Be able to develop an ongoing effective prospecting program

Section 1

Change – All Ways – Always

  • Identify changes (and potential/opportunities) in today’s marketplace
  • Understand the impact and response to change
  • Handling and implementing changes
  • Reduce stress

Section 2

Your Identity

  • How others see you
  • How you want to be seen
  • Marketing yourself (your agency)

Section 3

Relationship Marketing

  • Mass Marketing vs. Relationship Marketing
  • Pros & Cons
  • Maximizing Relationship Marketing

Section 4

An Expert In Your Field

  • Evaluate all aspects of your agency
  • Identify strengths / Development Opportunities
  • Build on strengths / improve DO’s
  • Become known as ‘Expert’

Section 5

Professional Prospecting

  • Develop sales/marketing plan
  • Maximize use of today’s technology
  • Different prospecting options