Prospecting For New Clients

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Prospecting For New Clients
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• Prospecting For New Clients

Why do some of your team members hate
prospecting? What problems do they encounter?
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• 7 Step Approach

• Get your team to understand the importance
• Planning Work out your numbers
• Identify the prospects

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• 7 Step Approach

4. Decide your initial goal 5. Prepare your
script 6. Follow up 7. Monitor and analyse
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• 7 Step Approach

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• Client Interviewing Techniques

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• Active Listening
• Take notes
• Mirroring
• Rapid Repeat

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• Establishing Rapport
• Dress
• Eye contact
• Use their name
• Do your homework
• Active Listening

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• Establishing Rapport
• Responsive body language
• Mirror body language
• Opening Icebreaker
• More listening than talking

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• Questioning Technique
• Limit use of closed questions
• Use open questions
• What
• When
• Why
• Describe

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• Planning and Preparation

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• Six Stage Selling Process

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Six Stage Selling Process
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Efficient Lending and Approval Processes
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• Improve the process by
• Anticipating and planning for changing needs
• Regular exchange of information
• Better use of technology

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• Improve the process by
• Agreed SLAs on both sides
• Continuous reviewing, evaluating and improving

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Lending Success Essentials
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• CAMPARI
• Character
• Ability
• Margin
• Purpose
• Amount
• Repayment
• Insurance

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Using MIS Reports
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• Good targets
• Measure overall performance
• Drive overall sales performance

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• KPIs give ability to
• To monitor and drive activity
• Spot opportunities for growth
• Help you deliver on your goals

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Characteristics of MIS

• Specific enough to guide the team
• Provide reports on key business drivers
• Use data already stored
• Data can be manipulated

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6 Steps to Effective MIS

• Involve all key stakeholders
• Identify key results areas
• Document and decide frequency
• Communicate to the team
• Monitor and provide feedback
• Take remedial action

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Monitoring Visits
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Monitoring Visits

• Who you will be monitoring
• Who will do the monitoring
• Frequency of monitoring
• What you will be monitoring
• Whats the expected outcome

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Warning Signs
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Internal and External Risks
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Internal and External Risks

• SWOT
• Strengths
• Weaknesses
• Threats
• Opportunities

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Internal and External Risks
LEPEST Legal Economic Environmental Social Poli
tical Technological
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Thank You