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