Improve New Customer Prospecting Success!
Dear Business Owner,
Ask anyone with a home or other small business to name their biggest challenge and effective prospecting will be #1. Yet, customer acquisition is the lifeblood of any successful business.
Prospecting doesn’t have to be as difficult nor as “hit and miss” as it seems, once you understand that it is both an art and science.
Wouldn’t prospecting be easier if you could approach it from the point of view of the prospect? Prospect Smarter gives you just that, insight into the mind of the prospect. I guarantee that this book is unlike any book on prospecting and marketing you’ve read before or your money back!
No hype, no overblown promises, no oversimplified talking scripts. Just 60 pages of insight into how prospects think about products, brands, purchasing. See Table of Contents below. In fact, you will often recognize yourself when the tables are turned and you are the one being prospected.
Armed with an understanding of the customer value equation, purchasing process, target marketing, you will be motivated and energized to prospect with a renewed sense of purpose. Not only are the key concepts discussed with examples, but each is followed by a hands-on exercise that allows you to apply the concept to your particular network marketing or MLM product.
*Limited Time Special Bonus*
|As a Special Bonus, the first 50 purchasers of the Prospect Smarter Not Harder ebook ($9.99), will receive a free hour long phone consultation! (I normally get $99 for a consultation session). We will apply the book concepts to your specific product or service and develop an actionable prospecting plan for you to follow.|
Improved prospecting results or your money back!
Table of Contents..
What You Will Learn in This Book 7
The Corporate Marketer’s Role 8
The Network Marketer’s “Marketing” Role 8
Selling or Marketing? 10
How this Book is Organized 10
I. Your Product is Not Your Business! 11
Your Assignment # 1 12
Market vs. Product Business Definition 12
II. Understanding the Customer Value Equation 13
Psychic Costs 15
Does Network Marketing carry a unique psychic cost? 16
Emotional Benefits are the Key 16
Your Assignment # 2 19
Functional and Emotional Benefits 19
III. Target Marketing 20
Your Assignment # 3 22
Defining Your Target Prospect 22
Target Market Size 24
Estimating Target Market Size 25
So how is a new concept survey conducted? 25
Your Assignment # 4 27
Concept Evaluation 27
IV. How Prospects Make Purchase Decisions 30
Complex Buyer Behavior 32
Dissonance-Reducing Buying Behavior 33
Variety-Seeking Buying Behavior 33
Habitual Buying Behavior 34
Your Assignment # 5 35
Types of Buyer Behavior 35
Buying Decision Process 35
Problem Recognition 36
Information Search 36
Evaluation of Alternatives 37
Importance of Brand Consideration Set 37
Post-Purchase Evaluation 40
Why didn’t the prospect buy? 41
Your Assignment # 6 43
Purchasing Process 43
V. Competitive Positioning 44
Source of Volume 47
Competitive Comparisons 51
Competition Levels 53
Your Assignment #7
VI. Putting it all together – The Value Proposition 53
Your Assignment # 8 55
About Vanessa Besteda Jackson 61
About The Author:
Vanessa Besteda Jackson, M.A., M.B.A. has enjoyed a successful 30-year career in corporate marketing. She has held senior marketing positions with Kraft General Foods, SBC Communications and Navistar.
Vanessa is not only the author of Prospect Smarter, Not Harder: The Art and Science of Getting More Customers, but also a small business Marketing Coach and adjunct marketing instructor. She coaches network marketers, home business owners and other small business entrepreneurs in developing successful, breakthrough strategies to grow their business. Services included developing Business Plans, Marketing Strategy and Tactics, Prospecting Plans, Product Viability Assessments, Market Research and Target Market Size Estimations.