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You Need A Little Devil In You To Prospect Properly

“Jones thinks it is impossible to prospect more than 18 customers, and I agree with him.”

Jeff Caves

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Give the Devil his due. Speak of the Devil. Prospecting is the Devil’s work. And, now, thanks to sales author and speaker Phil M Jones, you have devilishly productive prospecting.

I ran across Jones after a recommendation from long-time radio sales trainer Chris Lytle. Jones has a smooth delivery complete with a British accent and focuses on training salespeople on what to say, when to say it, and even how. I have found him direct, simple to understand, and implement.

Phil M Jones | Globally Recognized Sales Expert | Author

Recently, he deviated from our sales language and reminded us about his prospecting philosophy. So many of us relate cold calling with prospecting when, it could be reconnecting with orphan accounts, upselling current accounts, or approaching people you know but just haven’t done yet. And, yes, of course, it can involve approaching clients you don’t know. 

When we first start as an AE, most of all we do is chase new prospects. Our list is anywhere from 60-100+ accounts, and our sales software can organize it a hundred different ways. As we progress, we get 20-30 accounts on the air with another 15-20 seasonal accounts, and then we have as many as 50 dead accounts. Here’s another way to do it. Cut it back to 18 total accounts. Jones thinks it is impossible to prospect more than 18 customers, and I agree with him.

After working with 2 million salespeople, Jones has found that there’s no way we can actively WORK more than eighteen accounts at a time. Jones says we should list 18 prospects who fit the descriptions of our perfect customer. It is easier to think about 18 prospects rather than 80. The list always stays at 18 as you drop off clients who say no or yes and replace them. The “devilish” tie-in here is that Jones organizes the prospects into three groups of six.

Get it? 6-6-6? Here they are:

Low Hanging Fruit

These six are ready to drop, and all you must do is line them up. These are prospects who can bill this month because it’s an easy decision for them. The billing number may not be that big, but it makes SENSE! The florist for a Valentine’s Day promo, a sporting goods store for a pro athlete remote, call-ins, referrals, or existing clients who are repeat business. 

Perfect client

Gather six clients who fit the perfect description of a client. It could be one who listens to the station, sponsors a local team, or matches up with your personality well. One of the feelings that can overcome you is that YOU get to choose and are empowered when you invite them to do business with you.    

BIG 6

These are dream clients. Think big budgets and big clients. Corporate clients, municipalities, or clients in high-rise office buildings, clients that it could take a year in your pipeline to even get an opportunity to present an annual budget. These accounts require you to get to know key decision-makers in that company, volunteer to be around them, whatever it takes. You can’t have 18 prospects like this BIG 6, or you won’t sell anything in the short term. 

Your BIG 6 can move into a Low Hanging Fruit basket. Then, you need to replace them, and the Devil is in the details. 

Barrett Blogs

BSM’s Black Friday SALE on BSM Summit Tickets is Underway!

Jason Barrett

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Each year I’m asked if there are ways to save money on tickets to the 2023 BSM Summit. I always answer yes but not everyone takes advantage of it. For those interested in doing so, here’s your shot.

For TODAY ONLY, individual tickets to the 2023 BSM Summit are reduced by $50.00. Two ticket and four ticket packages are also lowered at $50 per ticket. To secure your seat at a discounted price, just log on to BSMSummit.com. This sale ends tonight at 11:59pm ET.

If you’re flying to Los Angeles for the event, be sure to reserve your hotel room. Our hotel partner this year is the USC Hotel. It’s walking distance of our venue. Full details on hotel rooms can also be found via the conference website.

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BSM Writers

Media Noise: What Does The Return of Bob Iger Mean to ESPN?

Demetri Ravanos

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Demetri Ravanos has questions about Disney going back to the future with Bob Iger. This entire episode of Media Noise is all about what the change at the top of the Walt Disney Company indicates about the future of ESPN.

ITunes: https://buff.ly/3PjJWpO

Spotify: https://buff.ly/3AVwa90

iHeart: https://buff.ly/3cbINCp

Google: https://buff.ly/3PbgHWx

Amazon: https://buff.ly/3cbIOpX

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BSM Writers

Media Noise: What Is Realistic For FOX at the World Cup?

Demetri Ravanos

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On this special holiday edition of Media Noise, Demetri Ravanos dives into the controversy and criticism surrounding FOX’s coverage of the World Cup in Qatar.

ITunes: https://buff.ly/3PjJWpO

Spotify: https://buff.ly/3AVwa90

iHeart: https://buff.ly/3cbINCp

Google: https://buff.ly/3PbgHWx

Amazon: https://buff.ly/3cbIOpX

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