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103. PROSPECTING What is prospecting? When new leads enter the sales pipeline (a flow of prospects through a sale), they land at its first stage where they encounter the product for the first time. Those who demonstrate their interest and willingness to move toward the next stages of the pipeline are known as prospects. Prospect is a lead that is more likely to become a potential customer. Usually, there are around 4-5 stages in the sales pipeline. It begins with a qualification (awareness) stage, goes through discovery and consideration stages, rounding up at the closing or the purchase stage. Although sales prospecting techniques are individual for each business, the final cause of sales prospecting is identical for everyone: to turn as many prospects from new leads to paying clients as possible. Did you know the original meaning of prospecting? The original meaning of prospecting is the search for mineral deposits or gold mining. In this case, prospectors are people who search for gold, identifying places where it can be found. Once discovered, they sit by the river and check mounds of dirt for just a few specks of gold. Just like prospectors of its original meaning, sales prospectors are trying to identify their “golden” prospects: those who fit the ideal customer profile the most. Tip: Prior sales prospecting, define your ideal customer and create a buyer persona profile. Sales prospecting requires strong research and analytical skills – motivate and assist your sales reps to develop those two. Prospecting methods After you’ve discovered what is prospecting in sales and know your ideal customer, come to action without a delay. It’s assumed that a buyer’s journey is usually complete before sellers even talk to a prospect. Cold calling is “dead” and with all the information on the Internet buyers simply don’t need sales reps anymore. However, the numbers prove it different. According to the white paper by Rain Groups, the following has been revealed. These have been the most effective sales prospecting methods according to 489 sellers: Calling existing clients – 51% Calling past clients – 37% Cold calling – 27% Reaching out at events – 32% Sending “warm” emails – 31% According to 49% out of 488 buyers, a phone is the second most preferred way of contact after email. So let’s check what are those sales prospecting methods that work so well. 0.00 06/12/2019 09/10/2019 4
104. SCHEDULING A WORKSHOP SALES PROCESS TO CONTACT SCHOOL AND BUSINESSES MARKETING MATERIALS TO SCHOOLS SCRIPTS TO CALL SCHOOLS EMAIL TEMPLATES TO USE FOR SCHOOLS AND BUSINESSES ADMINISTRATOR PRESENTATION TO BOOK WORKSHOP 0.00 06/12/2019 10/11/2019 4
105. PROMOTING THE WORKSHOP PROCESS AFTER BOOKING A WORKSHOP PROMOTIONAL MATERIALS FOR SCHOOL TO USE 0.00 06/12/2019 10/11/2019 4
106. PRESENTATION LITTLE-KNOWN SECRETS OF PAYING FOR COLLEGE 2 Hour Presentation 2 HOUR HANDOUTS 1 HOUR PRESENTATION Spanish Presentation Spanish Handouts 2 HOUR UPDATE FIRST SLIDE BASED ON INSTRUCTOR HOW TO CUSTOMIZE YOUR PRESENTATION WHAT TO BRING TO YOUR WORKSHOP 0.00 06/12/2019 10/07/2019 4
107. POST WORKSHOP Initial Contact Process and Appointment Scheduling Next Step Calls To Prospects Phone Scripts and Email Template to Prospects Post Workshop Follow Up Porcess 0.00 06/12/2019 09/10/2019 4
108. INITIAL MEETING ICFC APPOINTMENT BOOKED PROCESS: 0.00 06/12/2019 10/11/2019 4
109. EVENTS HOW TO PREPARE FOR A TABLE EVENT BEST PRACTICES 0.00 06/12/2019 09/10/2019 4
110. REPORTING TO HEADQUARTERS POST WORKSHOP REPORTING PROCESS DIP MARKETING CAMPAIGNS TO INCREASE YOUR PROSPECTS FOR THE FUTURE 0.00 06/12/2019 10/11/2019 4
111. RESOURCES FREQUENTLY ASKED QUESTIONS COLLEGE OF KNOWLEDGE REFERRAL PARTNERS BOOK LIST EMAIL SET UP INSTRUCTIONS SET UP SURVEY MONKEY AND TEMPLATE 0.00 06/12/2019 10/11/2019 4
101. THE COLLEGE FUNDING COACH® STORY • Mission, Vision, Goals • Our brand • Our Story 0.00 06/12/2019 10/11/2019 4
Time Management Riches and Niches 0.00 07/11/2019 07/16/2019 3
Slide 001 Hello, and welcome to The College Funding Coach’s presentation, Little-Known Secrets of Paying for College. On behalf of ______________________ (School or Organization Name) and The College Funding Coach®, thank you for joining us this evening. Housekeeping Items: Everyone should have a letter from Brock, a copy of the slides, along with a seminar evaluation. Reminder to sign in (if this was not done as parents arrive) If you do need to leave early, please feel free to do so; but please leave your evaluation with one of our team members at the door. 0.00 07/11/2019 10/04/2019 7
Slide 005 Why are we here? 0.00 07/11/2019 10/04/2019 7
Slide 007 Alka-Seltzer Commercial 0.00 07/11/2019 10/04/2019 7
Slide 008 -A few thoughts before we dig in 0.00 07/11/2019 10/04/2019 7
Slide 002 -Side by Side first slide 0.00 07/11/2019 10/04/2019 7
Slide 003 First intro slide 0.00 07/11/2019 10/04/2019 7
Slide 009 -Ultimate College Goal 0.00 07/11/2019 10/04/2019 7
Slide 013 -Income? Assets? 0.00 07/11/2019 10/04/2019 7
Slide 010 -Average Cost of Attendance 0.00 07/11/2019 10/04/2019 7
Slide 011 -Inflation 0.00 07/11/2019 10/04/2019 7
Slide 012 How will you Pay for college? 0.00 07/11/2019 10/04/2019 7
Slide 014 -What are the options: Saving by Saving 0.00 07/11/2019 10/04/2019 7
Slide 015 -Don't have 10 years? 0.00 07/11/2019 10/04/2019 7
Slide 016 -Historical college savings vehicles 0.00 07/11/2019 10/04/2019 7
Slide 017 -Endowments 0.00 07/11/2019 10/04/2019 7
Slide 018 -applying for financial aid 0.00 07/11/2019 10/04/2019 7
Slide 019 -Assessable Non-Assessable 0.00 07/11/2019 10/04/2019 7
Slide 020 -QUICK EFC CALCULATION MEET THE GRISWOLD'S 0.00 07/11/2019 10/04/2019 7
Slide 021 -PARENT QUICK EFC CALCULATION 0.00 07/11/2019 10/04/2019 7
Slide 022 -STUDENT QUICK EFC CALCULATION 0.00 07/11/2019 10/04/2019 7
Slide 023 Your Homework 0.00 07/11/2019 10/04/2019 7
Slide 024 Before we move Forward 0.00 07/11/2019 10/04/2019 7
Slide 025 One Strategy ... Have Twins!! 0.00 07/11/2019 10/04/2019 7
Slide 026 Are In-State Public Schools the ONLY OPTION? 0.00 07/11/2019 10/04/2019 7
Slide 027 BUT WHAT IF I MAKE TOO MUCH MONEY? 0.00 07/11/2019 10/04/2019 7
Slide 028 Maximize the Efficiency of Your Money 0.00 07/11/2019 10/04/2019 7
Slide 029 Does This Sound Like a Good Strategy to You? 0.00 07/11/2019 10/04/2019 7
Slide 030 Home / Mortgage 0.00 07/11/2019 10/04/2019 7
Slide 031 Qualified Plan Problem 0.00 07/11/2019 10/04/2019 7
Slide 032 Utilize Tax-Advantaged Investments That Can Be Used for College OR Retirement 0.00 07/11/2019 10/04/2019 7
Slide 033 The GOOD News is That... 0.00 07/11/2019 10/04/2019 7
Slide 034 What’s Next? Procrastination Promise 0.00 07/11/2019 10/04/2019 7
Slide 035 Please Complete Your Evaluations! 0.00 07/11/2019 10/04/2019 7
Slide 036 What’s Next? 0.00 07/11/2019 10/04/2019 7
Slide 037 Meet the Team 0.00 07/11/2019 10/04/2019 7
Slide 038 For More Information: 0.00 07/11/2019 10/04/2019 7
Slide 039 Disclosures: 0.00 07/11/2019 10/04/2019 7
Critical 20% 0.00 07/16/2019 07/16/2019 3
Knowing an Asset 0.00 07/16/2019 07/16/2019 3
Negotiating Need-Based Aid 0.00 07/16/2019 08/16/2019 3
Public vs Private 0.00 07/16/2019 07/16/2019 3
Scholarships 0.00 07/16/2019 07/17/2019 3
When is the Right Time 0.00 07/16/2019 07/16/2019 3
You're Never Going to Qualify 0.00 07/16/2019 07/16/2019 3
Approaching Marketing in the College Funding Space 0.00 07/19/2019 07/19/2019 8
The College Funding Conundrum: 529 vs. Life Insurance 0.00 07/19/2019 07/19/2019 8
The #1 Financial Fear for Most American Families 0.00 07/19/2019 07/19/2019 8
The Little-Known Secrets of Paying for College 0.00 07/19/2019 07/19/2019 8
Proven Strategies to Help Fund College 0.00 07/19/2019 07/19/2019 8
The Resources & Tricks of the Trade for Funding College 0.00 07/19/2019 07/19/2019 8
Strategies for Finding the Money 0.00 07/19/2019 07/19/2019 8
The Timeline for College Planning 0.00 07/19/2019 07/19/2019 8
2019 Fly-in 0.00 08/20/2019 08/20/2019 9
Slide 006 Background on this Class: 0.00 10/04/2019 10/04/2019 7
Slide 004 Thanks Mom and Dad 0.00 10/04/2019 10/04/2019 7