Wi max general session

PerfectlyClear

Direct Sales Breakout

Class Rules

Be on time

Take notes

Turn off cell phones and PDAs

Turn off computers

Be courteous to others

Interact and share your

stories

Network

Have fun!

Why You Are Here

• To build on and expand your role as a Direct Sales partner with Clear

• Specific topics include:– Essential Sales Activities

– Activity Management

– Role-Plays (time-permitting)

Essential Activities

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Activity Types

• Production Activities: Any activity designed to produce results immediately.

• Funnel Activities: Any activity designed to find prospective customers who will close at a later date. This is more passive activity than production activity.

Production Activities

• Events (guerilla or organized)

• Closing appointments– Address and credit are pre-qualed. You have credit card and SSN #.

• Door-knocking: – You know where towers are, if neighborhood prequals, average Cheetah

scores, and household counts.

– You’ve pre-qualed addresses on Comcast’s site. If they don’t pre-qual and we do, it’s a great opportunity.

• MDU “Move-in Day” event

Fill your days!

Funnel Activities

• Retail relationships– Take-one stands, lead boxes, referral coupons

• Cold calls– Self-generated lists, current customer lists, voice

prospect lists, SMB lists

• MDU visits to property managers

• Canvassing areas to check

• Door-hanging

• Email blasts and Newsletters

• Referrals

• 2x2x2

• Signal Check appointments (low priority)

Six Primary Sources

Door-knocking MDUs Events

Email blasts/Flyers Cold calls Referrals

Door-Knocking

• Door-knocking requires effective planning

• You and your manager will create a master plan of what neighborhoods have been canvassed so same areas are not overworked

• Door-knocking reminders– Schedule two to three hours (100-120 houses)

– Requires effective planning to avoid wasting time

– Keep accurate contact lists to maximize results

MDU Door-Knocking Guidelines

• Map out and prepare by 10pm Sunday each week

• Work with manager to generate market-specific list of apartments and/or condos

• Visit MDUs and/or property managers between 9:15am and 11:15am Tues-Thurs each week

• Get move-in lists and Clear information into move-in packs

• Place Clear candy bowls in Leasing Office - refill when you visit

• Remember holidays and birthdays

Event Profiles

• Organized Events– Include swap meets, fairs and festivals, block parties

– Events planned by Clear such as sporting events, corporate events, technology events, etc.

• Street/Guerilla Events– High foot traffic location (50+ people per half hour)

• City centers, outside restaurants at lunch, empty lots, Big Box stores, grocery stores, laundromats

– High car traffic local (100+ cars per half hour)

• Rush hour at congested street corners with high visibility and car access

Event Rules of Engagement

• Use long-range eye contact to draw attention to you and Clear.

• Approach customers coming out of store or restaurant, not on their way in.

• Do not stay behind the Clear table - it separates you. Be prepared to walk with customer.

• Do not approach people during hectic times (rushing to work).

• Use open-ended questions or clever traffic grabbers.

Email Blasts

• Existing customers: Email blast from you two times per month. Blasts should include information about new products, referral bonuses, and contests.

• Leads: Email once per week continuing to remind potential customers about Clear and the current promotions.

Flyers

• Deliver NO LESS than 1000 pieces of collateral with name and phone number on it per week

• Have minimum of 20 “take-one” locations established and documented on a lead sheet

• Hand out take-ones at events, tradeshows, dry cleaners, health clubs, etc.

Cold Calls

• Should be part of your everyday plan

• Can be face-to-face or over the phone

• Generate cold call lists from many sources– Vertical markets

– Residential lists

– Mortgage company customer and prospect lists

– Small business lists

• Managers can get list of current customers who have upgrade potential

Referrals

• Take ownership of your customer base!

• 250 customers should provide return of 15 to 25 referral sales per month

• 2x2x2 calls are DAILY activity– Stay close to your customers. Call them on regular basis for referrals.

– Address concerns before they become a cancellation.

• Clue your customers in! They can get up to 25 $25 Amex cards for every referral who activates.

Dress Code

• Clear shirts and pressed pants, skirts or slacks (black/khaki)

• No jeans, shorts, stirrup pants, spandex, cutoffs, skirts above knee

• No t-shirts, tank tops, sleeveless or midriff shirts

• Appropriate footwear required– Sandals, flip flops, gym/tennis shoes, or similar footwear not permitted

• Maximum of two earrings per lobe– Other facial jewelry or visible body piercing (e.g. nose rings, tongue loops)

not acceptable

• Potentially offensive tattoos must be covered

Activity Management

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Planning and Tracking

• How many Contacts and Presentations were required to make your sales today?

• Can you explain where your sales came from to identify what was successful? (Flyers/door knockers, MDU, referrals, cold calls, email blasts, events)

• Were there any deviations from the Daily Plan that worked or didn’t work?

• Do you have tomorrow's Activity Game Plan lined up?

• Does your Activity Game Plan match your sales forecast for tomorrow?

Know Your Numbers!

• Know how many people you have to engage to get a sale.

• Know how many people you have to attempt pre-qual to get a sale.

• Review Comp Report to see how many prequals are needed to close sales.

• Review Daily STARS report to know where you stand.

• Review Comp Calculator (updated daily) to know how much you need to sell to reach your goals.

A Day in the Life

Time Activity8:30-9:00 Sales meeting9:00-10:00 Admin., follow-up, prep materials for

events/canvassing10:00-12:00 In-field funnel building activity,

MDU visits, canvassing, cold calling, retail relationships, etc.

12:00-2:00 Lunch and Learn, guerilla event 2:00-4:00 Funnel Activity4:00-7:00 Production event, door-knocking7:00-9:00 Closing appointments

Using Outlook Calendars

• Weekly calendars are due every Sunday by 10pm.

• Every day should consist of three to five production and three to five funnel-related activities.

• Your schedules are reviewed daily at the 8:30am sales meeting.

• Your GM has access to all calendars.

Sample Direct Rep Calendars

Funnel Activities

Production Activities

Calendar Example

Notice where activities are scheduled throughout the day!

Role-Plays

module3

Review

1DIRECTDIRECT

Wrap-Up

You’re on your way –thank you for attending!