DEAR SANDLER COACH Dear Sandler Coach, What’s the most efficient way to prospect? - Jane T HBRA JOB BANK The HBRA JOB BANK is a FREE service for HBRA Members. If you would like to have a job posted, please use the Job Posting form to submit the information. The fee for Non-members is $50. Please contact the HBRA office at 203-335-7008 or email us for more information, FREE Resume Posting (Open to the public) E-mail your resume in Microsoft Word or Adobe Acrobat PDF format. Subject line: JOB BANK. Do not include your resume as body copy in an e-mail. Include a short paragraph summary of your skills or what type of job you are seeking. The HBRA of Fairfield County is not an employment agency nor will the HBRA recommend or refer any person seeking employment. It is up to the Member to contact an applicant directly and make employment decisions. Murphy Brothers Contracting Construction Site Supervisor Murphy Brothers Contracting is hiring for a Site Supervisor position with at least 5 years’ experience. This highly motivated individual must be knowledgeable of all construction phases from excavation through finishes, communicates well, understands how to read blueprints, has good problem-solving skills, and is comfortable working with work-related computer programs. Qualified candidates must be able to work closely with Project Manager, homeowners, architects, designers and coworks. For more information, contact Michael Murphy at michael@murphybrothers.com Dear Jane, Unfortunately there is no silver bullet to prospecting, I think if there was we would all be doing it. When I talk to my clients about prospecting the first thing I ask is - Who are you looking to talk to? Start with a specific target, is it homeowners? CEO’s? HR? Woman? Men? Then you have to essentially get into the mind of those people, where would they likely go to get their information? What kind of organizations do they belong to? What are their daily habits? If you don’t know these answers you could always ask your existing clients. My prospecting world is a combination of a lot of different avenues from cold calling to seats on local boards to networking events and even our 3 foot rule. If someone is in 3 feet of you there is an opportunity to strike up a conversation. The other big part of this is what your message to your prospect is. When you have them on the phone or when you are in front of them, what are you asking? How are you positioning your product or service? What kind of messages/emails are you sending? We have saying at Sandler - You don’t have to like prospecting, you just have to do it! It’s a much larger conversation but hopefully some of this helped. - John John J. Fazio, Jr. John’s clients include the single entrepreneur all the way up to Fortune 500 companies in the areas of sales, leadership, management and customer service. Have a training question for John? Send your questions to hbra@buildfairfieldcounty.com JANUARY 2018 | HBRA of Fairfield County 23
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