PROSPECTING
I.E. Process of initiating and developing new business by searching for potential team members or anyone that would refer you to potential team members.
COLLECTING NAMES:
Hot (you have a connection), Warm (students actively left their details), Cold (No connection)
HOT NAMES INCLUDES:
Family Members:
Friends:
Friend Recs:
Club Captain Recs:
Alumni Recs:
Lecturer Recs:
Student Facebook Recs:
Own Facebook Recs:
Campus employees:
Brothers, Sisters, Cousins etc.
From home, still at uni, returning from travels
Just ask them and promote why it’s a good thing to do
Meet the rep and go through club list
They know the deal and have credibility
Meet a lecturer and have them recommend their best students
Meet with student to have them send FB messages to friends
Post on the wall of all your facebook friends
Students who work in student union, bars etc.
WARM NAMES INCLUDES:
Lecture announcements
Text posters
Surveys
Adverts in newspaper
Adverts in student newspaper
Articles in careers magazine
Green sheets
Overview sheets
Float
A frame with telephone number
Flyers with telephone number
Everywhere you go approach
Cold DAs
No Show DAs
Set these up with the lecturer first
Put these in as many places as possible (get permission)
Libraries, computer labs, unions, halls, cafes etc
Student newspapers, local periodicals
Make friends with people who write for the paper - tell them about your experience.
Visit the careers centre and ask if you can write a letter about your experience during the summer
Have people recommend friends that would like to hear about SW
Collect names from daily overview sheets
Approach sharp people
Outside library, careers centre, unions, halls etc - get permission
Great for halls, cafes, library
Just tell everyone about this - your enthusiasm will come across and attract everyone - (planes, bus stops...)
Re-call students who pulled out - their situation may have changed
Contact people from last year who didn’t come out - they may be in a different situation this year
COLD NAMES INCLUDES:
Direct invite Fliers
Direct invite Posters
Direct invite table tents
Direct invite lecture announcements
Direct invite Emails
Always overview people who you invite directly
Always overview people who you invite directly
Always overview people who you invite directly
Always overview people who you invite directly
Always overview people who you invite directly
THE ‘EVERYWHERE YOU GO’ APPROACH
Everywhere you go, share your Southwestern experience
Step 1. Identification
Step 2. Introduction
Step 3. Introduction of Southwestern Advantage
Step 4. Exchange of contact information
Step 5. Invite & commit to info session
PROPOSED SCRIPT
Student: “How are you?” You: “Hi! Sorry, I am busy!” Student: “Why, what are you doing?” You: “My internship is keeping me busy...” **You’re not closing them to sell books, your closing them to come to an info session** Share... if they ask What did you do? ....Did sales, one of the best sales program in the USA…that a lot of famous people did….. Good for your resume....They are bringing some more folks out from ____________ this year.... They will be doing some info sessions at ____________… Remind me to tell you about it sometime... (exchange contact details). The next step is simple and only consist of calling them later and commit them to an Info Session. You might want to cover as many objection ahead of time to prepare them to the info session. Build up the presenter and arrange to meet 5 mins before the Info Session.
THE ‘FLOAT’ APPROACH’
Step 1. Approach people that look sharp/confident.
Step 2. Your confidence is their confidence
Step 3. Just have a conversation with them. Notice lots of questions below to make this a dialogue!
PROPOSED SCRIPT
Hi, are you a student here? (BIG confident smile ). AWESOME, what is your major? Cool, well my name is _________ and I’m actually an entrepreneurship major here at _________, but I am also get to help students at __________ with a summer job opportunity! (Pause, wait for reaction) Are you keeping your options/eyes open looking for different jobs and internships? Cool, have you heard about Southwestern Advantage? No? Ok, well SWA is a US company that has been around for 160 years, it’s actually the oldest internship for college students in the US. Isn’t that crazy? (Pause, remember you are having a conversation, just like your approach during the summer you don’t want to sound like a robot or sales machine) We sponsor a leadership training program for all majors during the summer were we teach a lot of success principles such as communication skills, work ethic, integrity and self motivation and the average student makes around 5k. Not too bad (smile wait for a small response), but of course the most important thing is the experience. (Nod) Does that sound like something you’d be interested in getting more information on? Awesome, the cool thing is that my manager will be in town next week holding small info sessions at __________. At those info sessions s/he takes about an hour to go through all the details of the program and after that you will know whether or not this is something you want to apply for. Let me just get your name and number on this list and I will give you a call on Sunday to tell you the times. Sounds good? (build a little rapport while they write stuff down) Ok ____, I will give you a call on Sunday so expect a call! Have an awesome day!
FLOATING WITH A QUESTIONNAIRE/SURVEY
1. Keep some questionnaires on a clipboard (electronic with tablet)
2. Walk up to a student, smile and ask, “Excuse me, are you an undergrad here at __________? Great! I’m do this quick summer work questionnaire. It’ll take like 30 seconds to ll out." (As you say the last part, move to stand beside them and look down at your clipboard (like you do when you’re taking preapproach).
3. Ask each question, looking down at your questionnaire as you mark their answer.
4. While they’re filling their contact details out, explain briefly about the program, how you got to do the SWA internship last summer, really enjoyed it... you’ll give them a call when info meetings are on campus...
5. End with rapport/non-business. For example, “So are you off to the library?” or “What are you studying for?” When you leave, write that info down on the questionnaire so you can personalize your approach when you call them (e.g. “How’d that chemistry test go?”).
