(September 1, 2008, PDF version)
From: Gordie Allen
Dear Fellow Sales Professional,
Let's be honest. Nobody enjoys making cold calls. Calling a stranger is intimidating no matter how long you have been in sales. Today, with voice-mail jail and the gauntlet of gate keepers it's even tougher.
As long as I can remember, cold calling has been a part of our new business prospecting equation. Well, I say, No, not anymore! It's time to end the madness of cold calling and stop our gut-wrenching stress.
I spent 29 years perfecting a new business prospecting formula so you never have to cold call, again. Never again!
Your new prospecting for new business formula has 2 key components: a highly personalized direct mail program plus a conversational qualifying phone followup script, reduced to fit on 8 each, 5" by 8" index cards called Cue Cards.
Your personalized mailing program will set the stage for your timely, expected followup phone calls. Your mailings should do nothing more than whet the prospects' appetites, or just tease them!
You can lead a horse to water but you can't make him drink. But, you can salt his oats and really make him thirsty! Your mailings will make your target decision-making prospect thirsty to hear more.
Mail the right piece to a properly identified decision-making prospect and that person will be looking forward to your call. Not only expecting your call, but actually looking forward to speaking with you.
I will teach you what personalized mailing pieces to mail and why. I have been a direct mail marketing consultant since 1978. Read more about my credentials and expertise at About Gordie Allen.
Last year, I conducted one mailing which achieved an 83% response. Of the 400 people who received our mailing, 332 spoke to my telemarketer or me when we called shortly after completing this mailing. An 83% response is a heart-stopper in the Direct Mailing Industry which regards 2 % as outstanding.
My 83% response converted into $68,400 in new business at a total cost of $1,616. Most importantly, these qualified decision-making prospects were waiting, with checks in hand, at our first face-time sales appointment.
| "One of our retail store managers credits your Power Prospecting® Training workshop last month with 11 systems sales equal to $52,000 in sales revenue." Buzz Brown, VP of Support Services, Inacomp Computer Centers, Troy, MI. |
My sales career began in 1967 with NCR. I was assigned the Miami Beach sales territory which is mostly hotels, motels and vendors serving the Hospitality Industry.
I sold and installed accounting machines which were the forerunners of computers. These electronic machines were used for posting to general ledger and hospitality-specific accounting applications.
On my first day after returning from sales training, my sales manager told me to take my new business cards, brochures and to begin cold calling on South Beach in the hot Florida sun. I'll never forget his parting motivational words: Go get'em, tiger!
8 months and 163 city blocks later, I had 2 sales, 3 prospects, worn shoe leather, and a cynical attitude. I was getting nowhere fast and going broke getting there! I knew there had to be a better way to gain ethical access to decision-makers other than the ordeal I had just experienced - there just had to be!
Out of my pain and pride, I began developing a prospecting for new business formula. My original prospecting formula, as primitive as it was, quickly reversed my failing NCR sales career. Just 5 years later, I was recruited and hired by NCR's Number 1 Hospitality Systems competitor to become North American Sales Manager.
| "Since we started using your Power Prospecting® Formula just two weeks ago, our qualified appointments have increased 100%." Robert K. Hereford, Director of Sales, Advertising On Hold, Inc., Orlando, FL. |
Power Prospecting® empowers you to painlessly and systematically gain ethical access to decision-makers, with urgent needs for what you sell, without experiencing the humiliation or frustration of cold calling.
In the past 29 years, this formula has been and repeatedly proven effective in 55 industries, selling complex, simple products and services to corporations, franchisors and small business owners across our great country.
| "You gave our franchisees just what they needed: a cookie-cutter formula for efficiently gaining consistent access to decision-makers for commercial cleaning contracts. Achieving an 18% conversion to qualified appointments is very impressive." Dr. Jim Harris, President, Office-Pride Commercial Cleaning Services, Pensacola, FL. |
Power Prospecting® combines today's powerful, business technologies with my proven effective prospecting formula for systematically and painlessly getting you qualified b2b face-time decision-maker appointments. 'Qualified' is a decision-maker with urgent needs; authority to sign orders; plus, a clear understanding of what you are selling.
This complete qualification formula is conducted by mail and phone before you get into your car to meet face-to-face with a prospect. Nothing is left to chance and luck has absolutely nothing to do with you becoming your company's top sales producer once you become a proficient power prospector.
My Power Prospecting® eBook provides you all the tools you need to quickly start earning the income you deserve by only investing your sales day in front qualified decision-makers who need now what you sell.
Imagine, eliminating wasted sales calls, forever. How much time each week will you save? Don't forget the cost of gas! None of us can stay in business at today's changing gas prices as long as we continue to call on tire-kickers.
FACT: Not even the best sales closer can consistently close non-prospects. Sales presentation and closing skills are worthless without a pipeline full of thoroughly well-qualified decision-making prospects.
| "Your Power Prospecting® Program is giving us a tremendous competitive edge since we have now virtually eliminated the tire-kickers before we ever set foot outside our office. It looks like we are saving almost $375 on each sales call." Neal Bridgewater, District Manager, Clinton Leasing Corp., Hialeah, FL. |
Power Prospecting® is about consistently keeping your pipeline full of qualified prospects. You will even out the peaks and valleys of your sales cycle and consistently achieve your sales goals. Imagine, ending month-end stress caused by panic prospecting to meet your monthly sales quotas or to make payroll.
| "Not only are our sales people getting quality weekly appointments with decision-making function planners; but they're writing more new profitable business. And, they're no longer hesitant about using the phone to prospect thanks to the extra effort you exerted in fine-tuning their phone skill level. " Warren Dietel, Vice President, Puff'n Stuff Catering, Maitland, FL. |
Chapter 1: FREE Prospect Lists Who Match Your Best Customers* explains how to segment prospect-types, by industry, job title, and other key common denominators. Also, you will learn how to access free local and national b2b prospect lists.
Chapter 2: What Will Your Products or Services Do For Me?* enables you to quickly identify key benefits and to compose short, concise Benefit Statements you will embed in your personalized mailings and your Qualifying Phone Follow up Scripts to capture and hold your prospect's focused attention and to always achieve your call purpose.
Chapter 3: Getting and Using Your Ideal Testimonial Referral Letters* explains the 6 steps you will take to always get impressive testimonial referral letters that quantify the value you deliver to your clients. Letters that give you the competitive edge. You will learn how to consistently use these impressive Testimonial Referral Letters to open decision-maker doors.
Chapter 4: Door-Opening Mailing Campaigns reveals the secrets of the most impressive mailing tool I have used in my 29 years as a direct mail consultant. A tool which achieved an 83% response for my consulting business in a 2006 personalized mailing campaign. More importantly, you will learn how to successfully apply this tool to your specific prospecting needs.
Chapter 5: Converting Gate Keepers into Your Corporate Scouts provides insight into how you can gain the inside track by working with, not against these staff insiders.
Chapter 6: Professionally Handling Any Phone Objection* provides you detailed script-use scenarios with a complete Qualifying Phone Presentation Script you can adapt to consistently and conversationally achieve your call purpose which is to only book face-time appointments with b2b qualified decision-makers. I have added my personal Cue Card Presentation which I use today to convert 1 of every 3 qualified prospects into face-time sales appointments.
Chapter 7: Getting Your Qualifying Questions Answered* before you show up for your face-time decision-maker appointment. You will learn how to skillfully use my best secret weapon: The Columbo to forever eliminate wasted face-time sales appointments!
Chapter 8: Launching Your Successful Test Program details my 10 Point Pre-Launch Checklist to assure the success of your Power Prospecting® Test Program. Also, included are realistic yardsticks to measure and improve successive test programs so you are always improving your desired conversion results. Plus, a special BONUS with my Voice Mail Jail Solution.
*5 Chapters with homework assignments you will complete as you progress through the eBook to tailor my proven effective Power Prospecting® Formula to your needs so you can immediately start earning the income you deserve.
| "In answer to your question: how satisfied are we with your Power Prospecting® Training? Before it cost us between $450-$650 to obtain a qualified commercial type prospect. Now, our cost has dropped to less than $270 per qualified commercial type prospect. You've made believers out of some 'old dogs' who are now all power prospecting!" Mike Terry, Territory Manager, National Guardian Security Services Corp., Electronic Security Systems Div., Tampa, FL. |
Be my guest. I want you to see first-hand the great value in my eBook. Read the Introduction and Chapter 3: Getting and Using Your Ideal Testimonial Referral Letters* and peruse the Table of Contents before your purchase my 8 Chapter eBook.
You can read my eBook in 1 hour. It usually takes 2-3 hours to complete the 5 Homework Assignments.
You will find lots of real-world examples and complete Scripts you can quickly adapt to your products and services. Also, the 4 FREE BONUS items will enable you to quickly fine-tune and personalize this proven formula to your specific needs.
Tip: Your success will be determined by how thoroughly you practice your conversational qualifying phone presentation you will handprint on 8 each, 5" x 8" index cards, called Cue Cards. Completing this Cue Card Homework Assignment will enable you to become conversationally adept and confident when you conduct your actual Qualifying Follow up Phone Calls.
So, invest the time to thoroughly complete each homework assignment. Your payoff is increased sales plus more commission dollars, more often, at a fraction of the cost and the time it formerly took to get qualified b2b face-time sales appointments. Custom-tailoring my Working Forms will enable you to organize and document your weekly prospecting activity, progress and results.
Only $40.00 or less than the cost of 1 tank of gas! I know what you are thinking. That's for starters, right? There are other add-ons that double or triple the low $40.00 price, right?
No, that's it. Just $40.00 for the Complete Power Prospecting® Formula training course which includes:
Since 1983, I have been on the road, conducting workshops and consulting assignments all over North America.
The glamour of the road has finally worn thin. Cold airport dinners and lonely departure lounges don't appeal to me anymore. I relish sleeping in my own bed every night across town from Mickey at Walt Disney World. I'm ready for a normal life, again.
Today, sales professionals, like you, can complete my hands-on how-to tactical Power Prospecting® training at your convenience, any place you can access the Internet. Our learning styles have dramatically changed. It makes good business sense to offer tactical, hands-on how-to learning, delivered via eBooks and PDF files.
Gone are the days of expensive: airline tickets, hotel rooms, rented meeting rooms with high tech sound systems. Plus, you don't have to sacrifice any time away from your sales territory. We both win! I'm thrilled to offer you this extraordinary value and to give you a very generous 1 Year Money-Back Guarantee.
| "Your Power Prospecting® Program is Worth 10 Times What We Paid You. Need I say more?" Adam La Femina, President, GO DIRECT Mailing Services, Inc., Lake Mary, FL. |
FREE Bonus Number 1: My 5 Greatest Testimonial Referral Letters, which produced over $3,000,000 in consulting assignments and workshop revenues since 1986. You can quickly and easily model your Testimonial Referral Letters after what works for me!
FREE Bonus Number 2: My Cue Card Role-Playing Practice Kit, so you can quickly compose your conversational adaptation of my winning Cue Card Qualifying Phone Follow Up Presentation; and practice and measure your improvement, in hours, not days!
FREE Bonus Number 3: My Best EVER Mailing Campaign which generated an 83% response in 2006 with sample copy blocks and recommendations that resulted in $68,400 in new business at a total cost of $1,616, including postage. You can piggyback my direct mailing success and apply it to your products and marketplace.
FREE Bonus Number 4: 1 Year Subscription to my Sales Prospecting Tips blog. Here, you will find the latest, greatest door-opening, attention-grabbing direct mail techniques; plus, tested and proven Objection-Handling Scripts; Also, other time-saving tips and tools; and must-read book reviews so you can be at the top of your game to gain more qualified prospect decision-maker appointments, more often. With one very clear purpose: so, you can start earning more and more of the income you deserve.
You have 365 days to decide to keep and apply my proven formula. If, after you complete the 5 Homework Assignments, you are not convinced it will work for your b2b prospecting needs, I'll refund you $40. Just e-mail me your 5 completed Homework Assignments as proof, and I'll refund your payment.
Keep my 4 FREE Bonus items, too!
Since this is an eBook, you will have it minutes after placing your order. When you receive your e-mailed payment confirmation, you will receive your unique Activation Code which entitles you to view the PDF file, at will, and print one copy for your personal use.
