WinningtheFirstVisit

Agency people, untrained in the important new business Torch skills, see the first visit with a prospect as an opportunity to tell all about
the firm in loving detail. These untrained agency people love to talk fast during their detailed capabilities presentations so they can cover
more ground. It’s a way of speaking that clients often call the “Vomit Comet.” That’s not the way agency people trained in Torch work.

First Visit Objective

Your key agency personnel who have been trained in Torch, whom we call agency Torches, have learned that the objective of the first
visit is to build trust so prospects will talk openly and honestly about their needs, pain, and problems with their current agency. Once
trust has been built, then clients talk honestly about how they plan to proceed, and they openly discuss the actual selection process.
This gives your agency a big advantage.

Armed with this information, your Torch can make a good decision on whether or not to proceed with the account, especially since
Torches never leave the first interview without discussing budgets.

Torches Talk Only 20%

Torches have also learned why it’s important for the prospect to talk 80% of the time while the Torch talks only 20%, usually in the form of
asking key questions.

Of course that 80% goal isn’t possible if you go in with a PowerPoint deck, a canned capabilities presentation, a thick set of samples, or
some case history not really related to the prospect but so much fun to tell.

Case Histories Are Old X-Rays

Torches have learned that case histories are like old x-rays. And how often does your physician show you old x-rays from some other
patient? And what would you level of interest be if your doctor showed you these old x-rays? Probably not very high, just like prospects
look at your case histories.

Go for Fast Close

Torches also know whether or this prospect can be fast closed, usually within 48-hours or maybe within 7-days. They also know why
capability presentations are for losers, and why proposals are usually not needed if the agency handles itself smartly.

On Site at Your Agency

All of these skills are taught in a two-day, on-site program called Torch from Sanders Consulting Group. Here the emphasis is on
showing everyone who comes into contact with prospects how to win the account right from the first contact. For more information about
Torch, call Sanders Consulting Group at 800/899-1538.