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Barrel Fishing Three steps to catching your sales limit on any bait budget Telecom Barrel Fishing Three steps to catching your sales limit on any bait budget Telecom Association, Inc. © 2007 1

Introduction of Barrel Fishers o o Dan Baldwin TMC Senior Agent Sales Director & Introduction of Barrel Fishers o o Dan Baldwin TMC Senior Agent Sales Director & Telecom. Association Founder Robert Patlan NCS Western Manager & “Interconnect Fisher” Telecom Association, Inc. © 2007 2

Does It Work? Case Studies: o $600 Family Photo Albums o Telecom. Association - Does It Work? Case Studies: o $600 Family Photo Albums o Telecom. Association - 11 years old o NOS & Norvergence o Interconnects, RBOCs & DVD Telecom Association, Inc. © 2007 3

Barrel Fishing Defined o o 3 -steps to sales success that any salesperson can Barrel Fishing Defined o o 3 -steps to sales success that any salesperson can do (without permission) It’s a simple sales, marketing & organizational philosophy that keeps sales people on track & on quota Telecom Association, Inc. © 2007 4

Assumptions for Success o The product or service is easy to understand (not still Assumptions for Success o The product or service is easy to understand (not still in beta) o An identifiable market exists o You have money & patience Telecom Association, Inc. © 2007 5

The Three Easy Steps o 1. Fill barrel with fish 2. Catch the easy The Three Easy Steps o 1. Fill barrel with fish 2. Catch the easy fish o Barrel Fishing o 3. Catch the hard fish Repeat steps If it’s so easy, why do so many fail? Over-thinking or under-thinking the easy steps Not using cheap web technology (the secret weapons!) Telecom Association, Inc. © 2007 6

1. Fill the Barrel with Prospects o o o Big mailable or callable lists 1. Fill the Barrel with Prospects o o o Big mailable or callable lists “Good customers” as defined by SIC, size, etc. To combine or not combine lists? ? ? Go. Leads Association Lists Trade Magazine Lists Sales. Genie. com/Info. USA Lists Secret weapons: Go. Leads. com & Sales. Genie. com Telecom Association, Inc. © 2007 7

2. Catch the “Easy Fish” NOW o o o Sell first to those that 2. Catch the “Easy Fish” NOW o o o Sell first to those that are “buying now” with a clear call to action Just say, “I want your business, here’s our specials & here’s how to buy” Groom lists in preparation for “hard fishing” Secret weapons: mol. USPS. com & Empereon. com Telecom Association, Inc. © 2007 8

3. Catch the “Hard Fish” QUICK o o o Analyze your list results from 3. Catch the “Hard Fish” QUICK o o o Analyze your list results from step two Create innocuous bait (white papers & other “value” information) Set “lead traps” to identify the hard fish “ready to buy” (800#s, email subscriptions) Secret weapons: Kall 8. com & Bronto. com Telecom Association, Inc. © 2007 9

Case Study 1: Family albums o o o 1. LIST: Couples married or new Case Study 1: Family albums o o o 1. LIST: Couples married or new parents within the last year, courthouse records 2. EASY FISH: “Come down & pick a prize (& save your cherished memories)” 3. HARD FISH: No hard, just easy Telecom Association, Inc. © 2007 10

Case Study 2: Telecom. Association o o o 1. LIST: Phone+ readers, Internet surfers Case Study 2: Telecom. Association o o o 1. LIST: Phone+ readers, Internet surfers 2. EASY FISH: “Join association for telecom agents” 3. HARD FISH: Free training outlines, how to win against NOS, etc. Over 11 years, no more competitors Telecom Association, Inc. © 2007 11

Case Study 3: NOS & Norvergence o o o 1. LIST: Internet & Google Case Study 3: NOS & Norvergence o o o 1. LIST: Internet & Google ad surfers searching NOS or Norvergence 2. EASY FISH: “What you need to know about NOS or Norvergence before buying” 3. HARD FISH: Norvergence Newsletter & Legal Co-op Over $2. 5 million raised Telecom Association, Inc. © 2007 12

Case Study 4: RBOC Agent Sales o o o 1. LIST: Sales. Genie list Case Study 4: RBOC Agent Sales o o o 1. LIST: Sales. Genie list for RBOC geography overlayed on RBOC database 2. EASY FISH: Let me upgrade your service 3. HARD FISH: How can we improve your long-term service? Secret Weapon: Do’s and Don’ts when working with interconnects & RBOCs Telecom Association, Inc. © 2007 13

Telecom Association, Inc. © 2007 14 Telecom Association, Inc. © 2007 14

Telecom Association, Inc. © 2007 15 Telecom Association, Inc. © 2007 15

1. List Building Tools o QUICK: Sales. Genie. com/Info. USA, Go. Leads. com, in-house 1. List Building Tools o QUICK: Sales. Genie. com/Info. USA, Go. Leads. com, in-house lists o MEDIUM: Google Ad. Words & similar o SLOW: Internet search Telecom Association, Inc. © 2007 16

2. Quick Sales Tools o o o DIRECT MAIL: In-house & mol. USPS. com 2. Quick Sales Tools o o o DIRECT MAIL: In-house & mol. USPS. com TELEMARKETING: In-house & service bureau (setup + $30/hour) INBOUND SALES: Answer the call! Telecom Association, Inc. © 2007 17

3. Hard Sales Tools o Kall 8. com 800 Numbers o Bronto. com email 3. Hard Sales Tools o Kall 8. com 800 Numbers o Bronto. com email subscription & “Click ID” o Others Telecom Association, Inc. © 2007 18

Pick a Product/Service to Sell o LIST: o QUICK SALE: o HARD SALE: Telecom Pick a Product/Service to Sell o LIST: o QUICK SALE: o HARD SALE: Telecom Association, Inc. © 2007 19

Subscribe to “Barrel Fishing” o Go to www. Barrel. Fishing. com o Dan Baldwin: Subscribe to “Barrel Fishing” o Go to www. Barrel. Fishing. com o Dan Baldwin: 619 -520 -6629 o Robert Patlan: 805 -746 -8998 o Drawing Telecom Association, Inc. © 2007 20