MAXIMUM MARKETING CONSULTANCY

HOW TO GET
MORE NEW
PROSPECTS &
SALES
APPOINTMENTS
With Effective Phone Prospecting Techniques
PART  1
SALES FUNNEL
What's the
objective of this
training?

Cold Warm Hot

Con t mo
co le in sa
Do you have a sales
funnel?
a)Yes
b)No
c)What's a sales funnel?
What's a sales
funnel?
A sales funnel is a step-by-step
approach to attract new leads, follow
up effectively & get more sales
4 Step Sales Funnel

Lead
Magnet

List Engage

Close
Case Study 1
Sales Numbers

Total Leads: 100

Total App: 12
Total Successful App : 5
Total Sales : 3

3%
Coversion
Rate
Case Study 2
Sales Numbers

Total Leads: 100

Total App: 11
Total Successful App : 4
Total Sales : 3

3%
Coversion
Rate
PART  2
FUNDAMENTALS OF PHONE
PROSPECTING
4 Important
Fundamentals
a)Target Market
b)Lead Magnet
c)Phone Journey
d)Phone Script
Who should you
target?

vs
Policy Holders Non-Policy
Holders
What's a lead
magnet?
A lead magnet is a free offer that's
related to your premium services
that you make to attract potential
prospects
What can you offer as
a lead magnet?
a)FREE Consultation
b)FREE Policy Review
c)FREE Trial
d)Anything valuable for FREE
Why lead magnet
works?
a)It will lower down people's defense
mechanism
b)People like FREE things
c)Easier to build trust and rapport
2 reasons WHY
people buy

Pain Gain Ple e

Fe r
Don't go against the
nature of the product

Pain Gain Car

In u n
Plan your customer's
phone journey
Q2 YES Pollcy Review

YES

NO
Intro QI

Consultation

NO END
The power of a script

The best of my people were

taking home $4 million to $5
million – for reciting words on a
piece of paper!

- Jordan Belfort -
The Wolf Of Wall Street
8 elements of an
effective phone script
a)Intro(Purpose)
b)Q1
c)True Statement
d)Solution
e)Q2
f)Trial Close
g)App Confirmation
Sample Script:
Common Rejections

a)How did you get my number?

b)Not interested
PART  3
SCRIPT OPTIMIZATION
Always Be Leading

Lead your customer instead of

letting him or her to lead you
KISS

Keep your choice of WORDS

simple and easy to understand

Do you have any

subspecies of the
gray wolf at
home?
Speak like a Malaysian

a)...lah
b)hmmmm
c)oh oh...
d)ops...
e)alamak..
Talk to your "friend"

Imagine that the other person who's

doing the talking is your "friend". It helps
to get a better voice tone (tonality)
Whisper to "silently"
WIN your prospects
Make people stay curious and want to
hear more from you as if you’re telling
them secrets
PART  4
HOW TO SOURCE FOR LEADS
Leads Goldmine

Facebook Groups Google Maps

(B2C/B2B) (B2B)
30 Days Marketing
Plan
Monday - Friday
Collect 5 Leads/Day
Sat - Sun
Make Calls and schedule
appointments on your
weekdays/weekends
Let's do the numbers

5 x 5 = 25 25 x 4 = 100 x 5% =
Leads 100 Leads 5 Sales

Sal is a
nu r ga
Thank You

No is not rejection but re-

direction