Techniques De Prospection
📄
A DISTANCE Digital
FACE à FACE Real Life
Prospects = Leads
Présence physique, contact, démonstration
FACE A FACE
Rendez-vous - Porte à porte - Bouche à Oreille - Déjeuners - Rencontres sportives - Conférences, portes ouvertes, réunions...
Parrainage Evénements Commerciaux Prospection Terrain
Virtuel
A DISTANCE
Prospection Off-Line
Prospection On-Line
- Prospection téléphonique
- Publipostage (cartons d'invitation, flyer...)
- SMS mailing
- Annonces presse, médias, TV, Radio
- Social Selling : Prospection digitale, Réseaux Sociaux, Réseautage
- Inbound marketing : (référencement, site internet, newsletter, livre blanc, vidéo, blog, chatbot...)
- e-mailing
‘Transformer les PROSPECTS en LEADS.’
‘Attirer les inconnus, en faire des visiteurs.’
+info
Début de la Prospection / Objectifs
Face à Face
Cible
Scoring
A Distance
Classement des clients.
Identifier le profil des personnes.
Présence physique, contacts, démonstrations.
Virtuel, Digital
+info
+info
+info
+info
Segmentation Client/ Cible / 4 Critères
Socio-Economique
Géographique
Comportemental
Psychographique
B to B B to C
‘Taille du foyer situation de famille, niveau d'étude, taille, poids...’
‘Age, Genre (sexe), CSP Profession, revenu.. .’
‘Comportement d'achat, habitudes de consommation, panier moyen...’
‘Lieu d'habitation, Lieu de travail, adresse, météo ...’
‘Secteur d'activité, Activité, Taille (effectif), localisation, CA.’
+info
+info
+info
+info
+info
Classement des clients
Scoring / RFM
La Loi de Pareto
R.F.M. : Récence, Fréquence, Montant
20 % des clients rapportent 80 % du Chiffre d'Affaires
Attribuer des points aux clients à partir d'un barème
+info
+info
Portefeuille client
CRM, GRC
C'est le fonds de commerce du vendeur, il nécessite une mise à jour constante
La Base de Données Clients : Customer Relationship Management ou Gestion de la Relation Client
+info
+info
Exemple
Proposed Solution / Service Proposal
Social beings
We are visual beings
We need to interact with one another. We learn in a collaborative way.
We can understand images from millions of years ago, even from other cultures.
+info
+info
Digital beings
Narrative beings
We avoid being part of the content overload in the digital world.
We tell thousands and thousands of stories. ⅔ of our conversations are stories.
+info
+info
Proposed Solution / Scope
We are visual beings
‘Your content is good, but it’ll engage much more if it’s interactive.’
01
We can understand images from millions of years ago, even from other cultures.
Narrative beings
02
We tell thousands and thousands of stories. ⅔ of our conversations are stories.
Social beings
03
We need to interact with one another. We learn in a collaborative way.
Digital beings
04
We avoid being part of the content overload in the digital world.
Proposed solution / Timeline
The important thing is for everything to be suitable for the topic.
Telling stories with an order and a hierarchy is fundamental.
You can add interactivity to your timeline.
20XX
20XX
20XX
20XX
20XX
20XX
And add toppings: interactivity and animation.
And for you to wow your audience.
And animations to make it fun.
Financial proposal
Use this space....
Use graphs in your presentation ...
70%
12,480
...to briefly describe your graph and its evolution.
Statistics transmit professionalism and a greater sense of truth.
Graphic
Starting situation / Current situation
Down with boring content in your presentation: make it entertaining
Contextualize your topic with a subtitle
When giving a presentation, you need to go after two main objectives: to convey information and avoid yawns. To do this, it can be good practice to make an outline and use words that will be imprinted in the memories of your audience. If you want to add additional information or develop the content in detail, you can do this with your verbal presentation. We recommend training your voice and rehearsing; the best improvisation happens when you’re prepared!
+info
This is an index
04
01
Why
Starting situation
Contextualize your topicwith a subtitle
Contextualize your topicwith a subtitle
05
02
Proposed solution
Next steps
Contextualize your topicwith a subtitle
Contextualize your topicwith a subtitle
06
03
Annexes
Financial proposal
Contextualize your topicwith a subtitle
Contextualize your topicwith a subtitle
TMCV 3
Delphine Baudot
Created on September 17, 2023
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Transcript
Techniques De Prospection
📄
A DISTANCE Digital
FACE à FACE Real Life
Prospects = Leads
Présence physique, contact, démonstration
FACE A FACE
Rendez-vous - Porte à porte - Bouche à Oreille - Déjeuners - Rencontres sportives - Conférences, portes ouvertes, réunions...
Parrainage Evénements Commerciaux Prospection Terrain
Virtuel
A DISTANCE
Prospection Off-Line
Prospection On-Line
‘Transformer les PROSPECTS en LEADS.’
‘Attirer les inconnus, en faire des visiteurs.’
+info
Début de la Prospection / Objectifs
Face à Face
Cible
Scoring
A Distance
Classement des clients.
Identifier le profil des personnes.
Présence physique, contacts, démonstrations.
Virtuel, Digital
+info
+info
+info
+info
Segmentation Client/ Cible / 4 Critères
Socio-Economique
Géographique
Comportemental
Psychographique
B to B B to C
‘Taille du foyer situation de famille, niveau d'étude, taille, poids...’
‘Age, Genre (sexe), CSP Profession, revenu.. .’
‘Comportement d'achat, habitudes de consommation, panier moyen...’
‘Lieu d'habitation, Lieu de travail, adresse, météo ...’
‘Secteur d'activité, Activité, Taille (effectif), localisation, CA.’
+info
+info
+info
+info
+info
Classement des clients
Scoring / RFM
La Loi de Pareto
R.F.M. : Récence, Fréquence, Montant
20 % des clients rapportent 80 % du Chiffre d'Affaires
Attribuer des points aux clients à partir d'un barème
+info
+info
Portefeuille client
CRM, GRC
C'est le fonds de commerce du vendeur, il nécessite une mise à jour constante
La Base de Données Clients : Customer Relationship Management ou Gestion de la Relation Client
+info
+info
Exemple
Proposed Solution / Service Proposal
Social beings
We are visual beings
We need to interact with one another. We learn in a collaborative way.
We can understand images from millions of years ago, even from other cultures.
+info
+info
Digital beings
Narrative beings
We avoid being part of the content overload in the digital world.
We tell thousands and thousands of stories. ⅔ of our conversations are stories.
+info
+info
Proposed Solution / Scope
We are visual beings
‘Your content is good, but it’ll engage much more if it’s interactive.’
01
We can understand images from millions of years ago, even from other cultures.
Narrative beings
02
We tell thousands and thousands of stories. ⅔ of our conversations are stories.
Social beings
03
We need to interact with one another. We learn in a collaborative way.
Digital beings
04
We avoid being part of the content overload in the digital world.
Proposed solution / Timeline
The important thing is for everything to be suitable for the topic.
Telling stories with an order and a hierarchy is fundamental.
You can add interactivity to your timeline.
20XX
20XX
20XX
20XX
20XX
20XX
And add toppings: interactivity and animation.
And for you to wow your audience.
And animations to make it fun.
Financial proposal
Use this space....
Use graphs in your presentation ...
70%
12,480
...to briefly describe your graph and its evolution.
Statistics transmit professionalism and a greater sense of truth.
Graphic
Starting situation / Current situation
Down with boring content in your presentation: make it entertaining
Contextualize your topic with a subtitle
When giving a presentation, you need to go after two main objectives: to convey information and avoid yawns. To do this, it can be good practice to make an outline and use words that will be imprinted in the memories of your audience. If you want to add additional information or develop the content in detail, you can do this with your verbal presentation. We recommend training your voice and rehearsing; the best improvisation happens when you’re prepared!
+info
This is an index
04
01
Why
Starting situation
Contextualize your topicwith a subtitle
Contextualize your topicwith a subtitle
05
02
Proposed solution
Next steps
Contextualize your topicwith a subtitle
Contextualize your topicwith a subtitle
06
03
Annexes
Financial proposal
Contextualize your topicwith a subtitle
Contextualize your topicwith a subtitle