Sales Training - Module #1 - 10 Steps to Signing a Church Project
Proverbs 16:3 (NIV)
3 "Commit to the LORD whatever you do, and your plans will succeed."
Matthew 10:40 (NIV)
40 "He who receives you receives me, and he who receives me receives the one who sent me."
3 "Commit to the LORD whatever you do, and your plans will succeed."
Matthew 10:40 (NIV)
40 "He who receives you receives me, and he who receives me receives the one who sent me."
We will provide you with materials such as:
We will provide you with materials such as:
- Business Cards
- Email Signature and CIB Logo
- Sample Business Directories
- Sales Agreement Forms
- Church Agreement Forms
- Hotel/Motel Trade Agreement Forms
- Misc. Promotional Materials
(Please Click Here to send us your info and picture to be used on your business card and email signature. We prefer to use a picture with you wearing a black shirt or jacket.)
#1 Objective is to Contact Churches to Schedule a Phone Meeting
Posture - Once you have sent them an email or letter, you will call them to find out if they received your email and to see if you can schedule a phone meeting with the CEO and Founder, Craig King.
Step #1 - Sort through and organize the list of churches that was emailed to you. (Spreadsheet and Mega List of Churches)
Step #2 - Find out who the Lead Pastor and Executive Pastor are for each church. Get their email addresses for email campaign. (You can go to the churches website to find this information. If you cannot find their website you can do a google search to find it. If all else fails, you can call the church and ask the receptionist to give you their information.)
Step #3 - Send the Pastor or Executive Pastor Email #1. Wait until the next day and call them to find out if they received your email.
Step #4 - Most of the time when you ask for the Pastor or Executive Pastor you will be forwarded to their personal assistant. That is ok. This will give you an opportunity to get the Pastor or Executive Pastor's Assistant in your corner. They can be very helpful in getting you in front of the right person. Many times they will ask you to email the information to them and they will forward it to the Pastor or Executive Pastor. I have found this very effective if you can build some rapport with them. I will ask them for their email address so that I can send it to them but still direct the email to the Pastor or Executive Pastor.
Sometimes their personal assistant will go ahead and schedule the phone meeting for them. If they do, then send them Email #2 but still have the email directed to the Pastor or Executive Pastor. They will forward the email to the appropriate party letting them know that the meeting is on their schedule.
Step #5 - If you have the opportunity to speak with the Pastor or Executive Pastor, they will more than likely ask you to tell them a little bit about what we do or to send them some more information before making a commitment to schedule a phone meeting. If they do, here is what I usually say.
"Christians in Business has been working with large churches for almost 30 years to help them establish or enhance a ministry to their business leaders, the one demographic that has the greatest opportunity to impact their community and support the church. We do that through helping them Identify who all of their business leaders are and then showing them how to Connect them to the church body and community and then Equip them for ministry. We recently had the opportunity to work with Houston's First Baptist Church and The Woodlands Church. All Mr. King wants to do is show you what we were able to do for them and give you enough information so that if you ever have a need for what we do, we are there to serve you."
You may elaborate a little bit more but remember, you are enticing them to want to know more. If they ask to know more then I will use that as an opportunity to let them know that is why we want to set up a phone meeting with the CEO and Founder of the Company. Most of the time they will pull up their calendar and set up a time with you.
Remember, you are trying to build a relationship where they will trust you. Do not be pushy or try to sell what we do over the phone. You are only trying to sell them on scheduling a phone meeting with the CEO and Founder of the company. (I realize that we all may have the ability to to sell them ourselves, however, I have found that I am more likely to get the phone meeting if I stress that I am only trying to schedule a meeting where they can speak directly with the CEO and Founder of the company.)
IMPORTANT!!! Make sure that you call me (423-385-5335) to confirm all phone meetings. I am in charge of Craig's schedule and will need to make sure that he is available and that there are no conflicts in his schedule. Once you are fully comfortable with the presentation and have confidence in your ability to do the presentation yourself you can fly on your own. However, please don't try to do it until you are ready. Let us help you. If you are able to schedule 3 to 5 meetings in the same week one of us could come and work with you to make the presentations personally.
Step #6 - If they schedule a phone meeting with you then send them Email #2 confirming the date and time of the meeting.
Step #7 - On the day before the phone meeting, send them Email #3 reminding them of the phone meeting as well as giving them the link to the resource page that Mr. King will refer them to during the phone meeting.
Step #8 - On the day of the phone meeting you can plan on being with them in their office or being on the phone during the phone meeting. We will all call them together using a conference line. Once they are connected to the call you will be able to make the introductions and then let Craig take over from there. Please mute your phone at that point and make sure that you stay on the call just in case Craig tries to bring you back into the conversation.
Step #9 - Send them Email #4. Once the presentation is over you will be responsible for following up with them and taking them to the next step in the process. Remember, we are here to help you. I will help you with any step that you are not comfortable in taking. We do not want to miss any opportunity to sign a project for you. Everything that we have gone over so far is important. However, I am sure that you have heard that Follow Up is the most important. So let's not lose any momentum that we have created by not following up properly.
Step #10 - Call them after a couple of days to answer any questions and ask them what we can do to help them take the next step in the process.
Resources
Physical Letter that you can send
Email #1 - Cold Call Email to Pastor or Executive Pastor
Email #2 - Confirmation Email to Pastor or XP Confirming Phone Meeting
Email #3 - Email to Send Pastor or XP Day Before Phone Meeting
Email #4 - Follow Up Email to Send After Phone Meeting
Link to CIB Sales Training Resource Page. The password to login is: cibtraining
Business Cards and Email Signature
| cib-logo-web_small.png |
| price_list_-_cover.pdf |
| price_list_-_inside_pages.pdf |
| kingdom_press_contract_distributed_1.pdf |
| marketplace_ministry_booklet.pdf |
