The Premier Prospection Process
Premier Prospection has developed a 5 Stage alternative New Business Development Programme – ‘The Premier Prospection Process’. This has been designed to help businesses grow through providing the right level of skill, knowledge and practical activity to achieve your growth objectives.
STAGE 1
The new business audit
Premier Prospection would initially undertake a full assessment of your current New Business activity. This would involve feedback on:
- Your current brochure or printed material
- Any PDF documents that may be in existence
- Your Website
- New Business/Prospecting letters
- Showreel/Case studies
- Credentials/Powerpoint presentation
STAGE 2
Define your target audience
Here we would ascertain which approach best suits your needs:
- Focused or Scattergun
- Assess your key strengths and areas of expertise
- Establish what makes your organisation unique – what differentiates you from your competitors
- Establish a USP and Proposition to sell to your potential ‘prospects’
- Agree Strategic vs Tactical ratio
We would also ask you to provide us with:
- New up to date literature
- Relevant Case Studies
STAGE 3
Construction of your database
We would then help you construct and maintain your ‘wish list’ database of prospects. This should be based on:
- Company size & turnover
- Number of employees
- Annual spend for your type of service
- Geographical location
We can
- Clean and validate any existing database that you may already have
- Provide you with a list from our database of over 30,000 ‘prospects’ across over 30 different market sectors
- Advise you on purchasing lists
- Construct a tailor made bespoke list for you
- All our databases can be provided in standard formats such as Access, Excel, Text enabling you to easily use the data for mailmerge purposes and subsequent campaigns
STAGE 4
Telemarketing and business intelligence
Once the groundwork of stages 1-3 has been put in place the telemarketing process can commence. This involves:
- Tracking & qualifying leads – we grade each ‘prospect’ as an A, B or C category with A being an immediate opportunity, B an opportunity in the next 3-6 months and C a longer term prospect but nevertheless an opportunity to present
- Where possible we try to ascertain the budget or review dates from each prospect
- As well as actual appointments we also provide you with ‘Actionable Leads’ which may later result in an appointment or an opportunity to win business
- We agree numerical targets with you based on Quality vs Quantity
- We become an extension of your sales force removing the leg work and providing added value
STAGE 5
Reporting and evaluation
We provide you with ongoing feedback throughout the month. This takes the form of:
- A weekly synopsis of activity
- A fortnightly status report in an Excel spreadsheet
- A monthly face to face status meeting
- Regular telephone and e-mail contact
- All meetings that we set are either e-mailed to you or faxed to you
- We ask you to provide a 10 Point feedback from each meeting
- We provide you with a 10 Point feedback of how the ‘prospect’ has viewed your presentation
