Fusion Learning was working with a business banking client for a session on prospecting. In the pre-work, we asked people to bring ten names of clients — existing clients, but those that they didn’t have all of their business — and bring those names and phone numbers to the classroom. We talked about and taught them about prospecting, and then we put them on the phones to make those ten calls. At the end of the calls, one of the business bankers, Steve, came back in the room, put up his hand and said, “We need to add a fourth category to the results you’re collecting.”
We were learning how many calls they made, how many of their people they spoke with, and how many appointments they booked. I said, “Steve, what’s the category?” He replied, “You need to add closed business.” “Wow. Tell us about it.”
“I deal with dentists, so I picked a whole bunch of dentists that I just hadn’t spoken with in a long time, or that I only have a little bit of their business. I called one of them, reached him on the phone and said, ‘I’d like to meet with you.’ He said, ‘Terrific.’ We set up the meeting, and then he asked me what our GIC rates were. I told him our rate. He said, ‘Fantastic. I have $100,000 GIC that’s rolling over today. I’d be happy to take that rate.’ I called my office, they faxed him the paperwork, and I just heard back that the paperwork is in.
Not only did I make the call, reach the dentist and book the appointment, but I closed the deal.”
That’s “ultimate prospecting”!
Watch Kevin Higgins, President, Fusion Learning share a great story on “ultimate prospecting”.