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Dear Fellow Professional:
The Number One Cause of
FAILURE for Sales Professionals and Job Seekers is
Lack of Prospects.
As
a result, I have confronted this elusive topic head-on,
through an intense, peer-reviewed book on prospecting.
The result: Prospect & Flourish: How to Conquer the “Weakest Link”
in the Sales Process.
This
book is a Guide for Sales Professionals
and Job Seekers alike!
Originally created for and
presently in use in the insurance industry (published
under the title Prospect
or Perish by The American College, and priced at over
$100), I have now adapted the material to serve
the wider spectrum of sales professionals and job seekers.
I am proud to now release
Prospect & Flourish—in an ALL NEW THIRD
EDITION, revised and updated to include THREE NEW special
bonus sections for business-to-business sales professionals,
and new section focused solely on PROSPECTING with Social
Media. |
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“Prospect
& Flourish is an awesome book and a tremendous
program! The part on ‘wedging
your foot in the door’
is, by far, the best assembled and explained prospecting
strategy I have ever seen. This specific
strategy addresses the #1 concern of sales professionals.”
— Kim Gerhart
National Account Executive, SCG Services, LLC |
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“We
have used Keith for a number of marketing related
projects. He has been helpful in strategic discussions
on how best to prospect and market our services
to our target audience. Keith has good business
instincts. We have always felt that with Keith we
have received more for our money than we expected
to get.”
—Mark Palmer, JD
The Joseph Group Capital Management |
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Selling is Easy. But Prospecting…?
In truth, selling is anything but easy.
But selling takes hard work—and it requires a real professional
who understands that the only true way he or she can succeed (i.e.
a growing income that fuels personal, professional and financial
growth) is to first create value for the client or employer.
For professionals who understand this,
have practiced it and do what they do from the heart, selling
is easier! It is more
natural—it is the result of forming relationships.
Yet,
prospecting continues to be the weakest link in the sales cycle.
Most often, what will make or break a career relies first on one’s
ability to prospect, and do so on a regular basis.
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“I’ve
been in sales and business for more than thirty
years. Luscher’s step-by-step, proactive approach
to generating referrals alone makes Prospect
& Flourish highly worthy of its modest
investment.”
—Wayne Booker, Business Broker,
Prudential CRES Commercial Real Estate |
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This
is NOT about Sales. Prospect
& Flourish is ALL about PROSPECTING.
There
is plenty of information out there on how to “sell.”
Some of it is better than others. But to truly flourish,
you must first prospect. Everyone has to prospect. Most
people hate to do it, and we believe that the five most
common reasons why salespeople don’t prospect enough
are:
- They
don’t understand the value of what they are selling
- They
have a fear of rejection
- They
don’t know exactly what to do or how to do it
- They
are not motivated
- They
have a personal difficulty to overcome
And yet, in most sales education and training
resources, prospecting gets mere lip service. In some
work cultures, you know how sales people were told to
prospect? They were
given a phone book! Indeed, you have plenty of resources
and options at your disposal to learn more about “selling”—but
there is not enough out there to help sales people confront
their fears and overcome their personal challenges when
it comes to prospecting.
So, it is about sales, but
it isn’t. This is all about learning to keep your
pipeline full. This is all about prospecting. |
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“Prospect
and Flourish! This is also a book title from Keith
Luscher that I recommend for new and old. His approach
is straight forward and ties together a lot of things
we get comfortable with over time and stop doing.”
—Fred Dempster, Capgemini, Sr. Manager,
Finance Transformation |
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“Whether you are just
starting out or growing your practice—the key activity
is prospecting. Otherwise you plateau and then go downhill.
Luscher gets right to the point, and keeps you focused
on what should be your number one activity."
—Erick Zanner, Registered Investment Advisor
JDM Investment Counsel |
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| What is Your Return on
Investment (ROI) in Prospect & Flourish?
Indeed, the return on your investment
is fairly simple to calculate. While guarantees in many
professional industries are difficult to extend,
I guarantee this: if you adopt
just a few approaches that you will learn throughout this
book, you WILL see results.
In fact,
if you are not PLEASED and EXCITED about the strategies
and steps I have shown you in my book, I will refund your
money. No questions asked.
Why do I say this? Because
I know this to be fact: Adopt just a few steps. Practice
them. Do them. Become a Prospecting Maven--and do it EVERY
DAY. YOU WILL BE PLEASED,
BECAUSE YOU WILL SEE THE RESULTS.
It is as certain as planting seeds in
healthy soil and nurturing your crop—you WILL see
a harvest. But your return on the investment is and always
will be very much up to you.
Let’s
be conservative and say that what you learn in this book
enables you to create at least one
new client relationship. Odds are your book has just paid
for itself many times over. |
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“Anyone
wishing to take their business to the next level
in these challenging times can truly benefit from
Prospect & Flourish. One of the habits
Keith stresses in his book and the program is that
of social mobility, which is being visibly active
and engaged in one’s community. It’s
a value that I have lived and worked by throughout
my career, and one to which I owe much of my success.”
—Jon Kirk, Realtor®, RE/MAX Premier
Choice |
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| The Power of One
Ahh,
but here's the catch. Look beyond
your first commission for that single new client,
or even the first paycheck for that new job. What do you
think will be the lifetime
value of that one relationship? How much
might you earn through serving that single entity over
the lifetime of your career? But wait, I'm not finished…
What
about all the new relationships to whom that one first
one may lead you to, as a direct result of your outstanding
service, and your newly developed
skills in seeking referrals?
The payback on your investment grows exponentially!
How much are You Paying—Right
Now—NOT to Prospect?
But,
like we said, ROI is the wrong question to ask. The real
question should be: How much are YOU PAYING right now,
NOT to prospect? Consider these facts:
- You are paying not to prospect when
you share a commission in exchange for a lead (but you
still do all or most of the work yourself).
- You are paying not to prospect when
you work on a lower commission scale for a “feed”
of often-unqualified leads (but you still do all or
most of the work yourself).
- You are paying not to prospect when
you fail to seek referrals (or more often, fail to seek
referrals correctly, because most people simply don’t
know how to do it correctly).
- You are paying not to prospect when
you allow a client to fall through the cracks, and before
you know it, they have gone somewhere else for service.
- You are paying not to prospect when
you fail to follow up on a new friend or acquaintance
correctly and in a timely manner, despite your stated
intentions to do so.
- You are paying not to prospect when
you are unable to build rapport with a prospect, simply
because your listening and interpersonal communication
skills are not properly honed.
The list could go on, but
I hope you get my point. |
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“Prospecting
is the number one concern for any sales professional—or
for that matter anyone who is looking for new career
opportunities. That’s why I started Big Fish
Networking in the first place. And I have to say,
when it comes to tackling this challenging issue,
Prospect & Flourish nails it better
than any resource out there. Luscher takes a complex
topic and keeps it simple, both in his book and
in our workshops.”
—Steve Baldzicki
President & Founder, Big Fish Networking |
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| What
You Get When You Order NOW…
When
you order, YOU GET INSTANT ACCESS to your Book (eBook
edition is included with the print edition purchase);
this also gives you the ability to store multiple copies
on your laptop and your PC at your home and/or office.
You can even take it with you on your PDF-enabled mobile
device.
Prospect & Flourish
is divided into Six Primary Chapters. You
will also recieve as an added bonus, three extra
Bonus Sections! |
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In this first chapter, we introduce
prospecting, how it relates to marketing and selling,
and explore the very nature of why we don’t
do it. This isn't theoretical nonsense. By understanding
and placing within the proper context the fears
and anxieties that are attached, you will learn
to supplant them with an emotion even more powerful:
Passion. From
there, prospecting becomes a skills set that becomes
second-nature.
By studying the text, completing the field assignments,
you will:
Know the definitions of—and differences between—marketing,
selling, and prospecting.
Know the pivotal role that prospecting plays
in the success and failure of your sales career.
Honestly explore
your own fears when it comes to prospecting for
new business.
Develop a stronger
belief and a passion for what you offer,
and understand the impact your products and services
have on the lives of your clients and their families.
Understand the powerful role that emotion
plays in the sales process.
Learn how to become “likeable.”
Learn prospecting
as a skill that can be made second-nature, like
tying your shoelaces or riding a bike. |
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“Prospect
& Flourish is simply the most focused,
and best resource on learning how to prospect I
have ever seen. I highly recommend it!”
—Jo Ann Florey, Branch Manager, Allied
Home Mortgage |
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| To prospect effectively,
you first have to know your prospect. We will cover
the essential steps of exploring your natural markets,
and points to consider in uncovering other potential
markets in which you can specialize. Further, with
those steps completed, you will be ready to build
your network.
By studying the text, completing the field assignments,
you will:
Understand who is and who is not a prospect, and
begin to focus on
people with whom you can most easily connect: your
natural markets.
Learn to uncover additional hidden opportunities
by specializing with certain groups.
Learn the realities
of networking and the difference between building
contacts and building relationships.
Understand why some
you meet will feel uncomfortable putting you in
touch with everybody they know.
Wake up the dormant “rainmakers” that
may lie hidden in your network -- your centers of
influence.
Learn step-by-step
approaches to begin acquiring new prospects today
through the time-tested approaches to networking.
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"Keith
Luscher's 'wedge' strategy works! Although
this isn't the norm, one of the recipients of a
recent letter, the president of the organization,
organized a meeting with his leadership and me after
I made the initial contact. He informed
his assistant to contact me, to arrange a time for
five of us to meet at once!"
—Merri Bame, Executive Communication
Coach, Breaking Down Barriers |
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“After
retiring from a successful forty-year career in
the life insurance business, I wasn’t ready
to just play golf. I wanted to pass along to others
in the industry the knowledge of how to effectively
prospect for new clients. Achieving this goal required
more than just having this knowledge—I needed
some direct guidance and assistance in packaging
it, and combining it with the input of other colleagues
in the industry. This is where Keith’s service
was invaluable. With Keith Luscher's help, my resulting
program and textbook, Prospect or Perish,
is taking the insurance industry by storm. He is
truly gifted, on many levels.”
—I. David Cohen, CLU, ChFC, LUTCF;
Adjunct Faculty Member, The American College
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| Do your eyes verge
upward when asked, “What business are you
in?”
Do you know the proper use of scripts and other
tools professional salespeople have when prospecting
for new business?
Beyond tangible tools, the image you project comes
to bear on the performance you give. Master
the performance, and the prospects will be yours.
Further, you will:
Learn to identify
and articulate what you do.
Develop your business objectives for use
with a center of influence.
Know how to
ask for help from your centers of
influence and other contacts in a way that makes
the process easy for them and more productive for
you!
Understand the importance
of being properly scripted before
you engage prospects or centers of influence.
Internalize your scripts for easy delivery,
as opposed to arbitrary memorization.
Master the art of subtext, through presentation
and body language.
Become an expert
listener!
Remember names
of new acquaintances with greater
accuracy and retention.
Build your structure of accountability through
your personal board
of advisors.
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“A
big obstacle we often face to growing our business
is actually running it. We always knew we had to
continuously seek out new client relationships,
but until we brought Keith Luscher in as our consultant,
we didn’t give this activity the focus it
deserved. With Keith's ongoing counsel and interventions,
we are focused! We are growing our bottom line and
have raised our sights in where we want our business
to be in the years to come.”
—Matthew Palmer, CFP, President,
The Joseph Group Capital Management |
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| Ultimately,
sales success is all about numbers. If you decide
that you want to earn a certain amount of money
within a given year, you must start with that objective,
and work backwards. How many “names”
do you need to acquire one qualified lead? How many
qualified leads does it take to arrange for one
meeting? How many meetings does it take to complete
one sale? Do the math
and the rest will fall into place.
Decide your goal based
on what you want, not what you think you can achieve.
Strengthen your discipline and persevere when you
hit the wall.
Learn how to break
large goals up into smaller, more
manageable tasks.
Understand the concept of “stress” more
clearly, how to cope with it, and make it work for
you.
Learn about structure
and the impact it has on your life.
Move beyond the old
paradigm of “problem-solving,”
to creating the results that you want for yourself.
Create the structure that will take you from where
you are today to where you want to be tomorrow.
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“When
Keith Luscher first came to work for our firm back
in the early nineties, one of the challenges we
faced was marketing—both in doing the right
things, and in doing them right. Keith played a
leadership role in creating a consistent marketing
structure that allowed us to take full advantage
of the resources at our disposal, and has produced
results. We continue to use this structure to this
very day. Further, his expertise in marketing and
media has proved invaluable through many highly
successful client engagements spanning more than
ten years.”
—John Goettler, CFRE, President,
Goettler Associates, Inc. |
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| Have you ever
been so satisfied, or so well served by another
person or business, that you were actually excited
and eager to share that experience with a friend?
Wouldn’t you like your own clients to feel
that way about the service they receive from you?
This is what happens when you provide outstanding
service, and why it is so important to your prospecting
success! It is also what creates the “tipping
point” between passive, solicited referrals
and personal, unsolicited introductions.
By learning the curriculum and completing the field
assignments you will discover:
How service
and prospecting go hand-in-hand.
The difference between great service, and
“extra-ordinary” service.
How to objectively evaluate
your own service to others.
The key difference between client
satisfaction and client loyalty.
What are “Moments
of Truth”—how to recognize
them, and how to respond accordingly.
Many “out-of-the-box” ideas to
provide extra-ordinary service to your clients.
The Eight Laws of Outstanding Service. |
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“Keith is a multifaceted
talent that has a deep understanding of how today's business
environment works. I feel his best attribute is
the appreciation of the sales cycle, even in the most
complex industries. He is passionate about discovering
what the client needs, and figures out a way to exceed
their expectations.”
—Chris Gardner, Executive Recruiter, Artemis
Consultants |
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| Prospect
& Flourish attacks the weakest
link in the sales process, in a way that has never
been done before. However, learning is just the
beginning. To truly grow from what you have learned,
you must do it...every day.
You will also learn ways to keep focused; to make
sure that you don’t fall back into old patterns;
and that you continue to focus on growth through
prospecting, each and every day. To this end, you
will:
Discover the very simple fundamental secret of short-
and long-term success (Be warned—it’s
not a magic pill, but surprisingly just as simple!).
Understand the price
of freedom.
Review the fundamental points of each of the five
previous chapters.
Adopt a self-guided “crash refresher course”
for when you fall into old patterns.
Understand the principals
behind effective life management (regardless
of the methods you employ).
Mantain a balance that allows you to
be the most effective person you can be for yourself,
your clients, your organization,
your family and your community. |
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“In promoting the GE Profile Harmony
Clothes Care System, we needed a strategy that would go
well beyond product publicity. Peppercom’s idea
was to create a light-hearted campaign pitting women against
men on the subject of why men hate doing laundry and position
GE Consumer Products as experts on the “Great Laundry
Divide” by generating and sustaining significant
media coverage about National Men Do Laundry Month. As
the author of Real Foreplay—a book that
revealed the importance of chore equity in establishing
household harmony—Keith Luscher added the
element of sexiness to laundry by serving as our spokesperson.
The results were outstanding, and are highlighted in one
of our favorite case studies.”
—Meggan Lennon, Account Executive,
Peppercom New York |
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| Learn to put your
marketing into action of SERVING
YOUR PROSPECTS BEFORE THEIR CUSTOMERS. Prospect
for, start and nurture new customer relationships
with the steps outlined in this bonus section, especially
geared for "non-marketers."
For so many people in business, marketing communication—customer
communication—is a daunting process,
bringing to bear many unfamiliar disciplines and
resources. Often, too much attention goes first
to HOW they will say something, with not enough
to the WHAT.
Define Your Message.
Focus first on WHAT you want to say, rather
than worrying about how you will say it.
You will learn:
How to approach your message with a clear
purpose in mind:
To Serve Your Prospects!
How to understand (and thus refine, if necessary)
the true benefit you
offer, and
to communicate that with greater effectiveness.
Learn how to develop
your Unique Selling Proposition
(the reason a prospect will want to talk to you)
in five easy steps!
Leverage Your Media.
With a compelling message and Unique Selling Proposition
in place, then you may consider your various media
options of how to deliver it. What do you do then?
Use your marketing
communication tools not to sell, but to serve! Focus
on helping people!
Make the best use
of all the tools at your disposal, by
learning what works best for what purpose and in
what setting. Learn the strengths and weaknesses
of print media, audio-video and the internet.
Learn to be consistent, thereby getting the
most value for your investment in marketing communications. |
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“When
we were looking for assistance in growing our organization,
we interviewed several firms, most of whom reflected
only a superficial understanding, recommending their
standard approach to solving our problem. We hired
Keith Luscher for one reason: he listened. He invested
the time necessary to understand our organization,
our mission, and where we were coming from. Keith
asked questions we hadn’t even asked ourselves—demonstrating
not only an understanding, but an investment in
a shared approach.”
—Julie Harmon, Ph.D., President,
IMPACT Safety |
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When it comes
to prospecting, we all know that ideally, the best
way to connect with new, qualified people with whom
we can discuss our business is through a common
relationship—a personal introduction.
Yet we all will face
situations when we would like to get into the doors
of an organization, and yet, we just don’t
have that connection. In business-to-business
sales (or even in just searching for a new job),
how can you reach the decision maker in an organization
when you CANNOT contact them on a favorable basis?
Our answer: Use a
wedge.
WedgePower is a
step-by-step approach that is best applied
toward a limited number of targeted, business
prospects at a time. It is not a mass marketing
strategy. Rather, it
is a highly effective method of securing an
appointment with key decision-makers—and
can be used to penetrate companies of all
sizes. In this BONUS section:
You get a 8-step
approach—one leading directly into the
other—that WILL get you through the
doors of and meetings with
decision makers at companies where you otherwise
have no connection—GUARANTEED.
You learn how to introduce
yourself on a favorable basis—and make yourself
stand above your competition.
You will discover where you can go to search out
and access highly detailed, and updated information
on any company in the United States or Canada—and
access this GOLDMINE for FREE.
You will become an
expert in identifying decision makers,
backed by examples on how to identify the person
with whom you wish to meet.
You will learn to
work with—not around—administrative
assistants and gatekeepers, and
make them your ally!
You'll pick up a single, priceless phone tip (and
no, this involves no cold calling) that will improve
the productivity of your calls tenfold. |
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“When
our company made a significant investment in a new
tradeshow display, we knew we wanted some kind of
video element to achieve maximum impact on prospects,
customers and the manufacturers whose products we
distribute. However, we couldn’t quite put
our finger on the right solution. After one short
meeting with our staff, Keith Luscher was able to
recommend, design and create just the solution we
needed. Tradeshows are a big part of our ongoing
marketing. Thanks to his assistance, we continue
to create maximum results from our investment. In
fact, it's already been copied by some of our competitors.”
—Craig Peterson, Vice President,
The Columbus Serum Company |
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| Everyone wants
to learn more about social media. Today, it is the
fastest-growing way to prospect. In fact, why have
web applications such as LinkedIn, Facebook and
Twitter grown so much in such a short period of
time? It's quite simple: everybody
prospects.
For many people, social media
is just one more way to avoid the phone. We say:
don't use it to avoid the phone--but to warm the
prospect for your call. At the same time, there
are many mistakes you must be careful to avoid.
In this newest bonus section, you will learn tons
of stuff, whether you consider yourself social media
saavy or have been scratching your head for the
past six months.
How social media specifically helps us prospect
for potential employers and/or clients.
Specific steps on using social media to take
to make asking for
referrals even easier.
Specific mistakes
to avoid that otherwise could break
your career!
A quick, easy to follow outline of the structure
and workings of LinkedIn,
the most widely used web application
for business sales, networking and jobs.
Uncover the the warm and friendly atmosphere of
Facebook,
and learn to discern who is there and why.
Solve the enigma that is
Twitter...why so many people love
it, and why so many more people make their first
visit most often their last.
Learn to avoid the Twitter
Trap!
Understand The 12
Laws of Social Media Prospecting,
and why no matter the media, the laws are the same.
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I'm so sure you'll
be delighted with the Prospect & Flourish
that I'm offering you a 100
Percent LIFETIME GUARANTEE. If at
any time, you are not pleased with your modest investment
(an investment in yourself, I might add), return the
product and I will refund your money.
Why would I extend
such an offer to you if I weren't completely sure
that you'll be more than happy Prospect
& Flourish? Why am I THAT confident
in myself and in my book?
Is it because of the
step-by-step, time-tested practices that
I have put down on paper for you to follow?
Is it because the knowledge
and practices is required instruction for
certain designations and programs within the insurance
industry?
Is it because of the
growing number of testimonials from novice
and experienced sales professionals alike?
Or perhaps it is because
I have that much faith in what I offer?
The answer is ALL OF
THE ABOVE, and more. Even more important, I not only
have that much faith in what I offer, I also
have faith in YOU.
Further, if you're
not so happy with this guide that you want
to tell others about it (except your competitors,
of course!) I don't want your money. Return it, and
I'll refund your money, no questions asked.
Quite simply, Prospect
& Flourish challenges you to put your best suit
on. It forces you to question your daily and weekly
habits, and also examine your own quality of service
with a spirit that reaches for improvement and greater
customer value.
But more than that,
I KNOW that this book and program will help you "find
your groove." You WILL discover the key
strategies that PRODUCE THE BEST RESULTS for who you
are, and who you serve. You NEEDN'T do everything
in the book to be successful. As I say in Prospect
& Flourish, the more complex, the
sooner dead.
Read. Learn. Practice.
Keep it simple, and you WILL increase your sales prospecting
success many times over. I not only say this with
confidence; I GUARANTEE IT. When you learn these strategies
and internalize them, you will see that it makes perfect
sense, both in logic and simplicity.
Stop
Paying NOT to Prospect!
Get YOUR Copy NOW!
What's Delaying You
in Beginning the next phase of Your Career?
In today's shaky economy,
the value and importance of effective, successful prospecting
is more vital than ever. Each
day you spend in the old, unsuccessful routine, you
lose money. Conservatively speaking...
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Let's suppose
that in your business you average $500 for
each new sale, and that the ratio
of prospects to new clients is 10 to 1 (that's
ten prospects for each new client).
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If your newly
developed expertise in prospecting allows you to identify
just five new prospects per week, working
48 full weeks in a year yields you 240 new
prospects.
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On a propsect-client
ratio of 10-1, that's 24 new clients!
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At just $500
per new sale (NOT including the Lifetime Value of
each new client), that is a total revenue
increase of $12,000! At the current "sale"
investment in yourself of
only $39, that's a total return of four-thousand
percent!
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