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Jake Hurley
Prospecting Strategy Expert, CEO of New Purpose Enterprises & Host of the "Jaking the Cut" Podcast
Jake Hurley has a knack for getting noticed, getting his foot in the door, and getting the appointment. Specializing in territory growth, book of business expansion, and creative prospecting methods, Hurley is here to walk you through how to get in front of more people, land more appointments, and get more referrals. Whether you’re someone that is just starting out, already have an established book of business, or you have a whole sales team working for you, Hurley is here to help you and your team understand the fundamentals to fill up your calendar with more appointments, so you can spend less time looking and more time selling.
Having worked as a real estate assistant from the age of 14, moving through over a decade of experience as an EMT for 911 systems while simultaneously serving in the US Army National Guard and most recently being the Senior Account Executive for a national company where he was able to consistently secure 5 times more leads per month than the average rep, Hurley wants to show you how to quickly and efficiently fill your calendar with a method that has proven to work throughout multiple industries.
Hurley focuses on small to medium sized businesses, and sales team managers in order to give them strategies they can use to get in front of more people, land more appointments, and get more referrals.
Speech Topics
Creative Prospecting
How do you get into your prospects sphere of attention when they refuse to acknowledge your attempts to reach out?
This method breaks down how to guarantee you'll get the attention of whoever you are looking to get in front of. These methods work in all industries from small to large corporations. By utilizing creative and one-off methods you can learn to personalize and specialize your outreach to get in front of your biggest and most profitable potential customers.
Client lists: The Good, The Bad, and The Money:
This talk defines how to ditch the idea of an ideal client avatar, and instead focuses on creating large potential lists in order to categorize who to prospect in a given timeline. Starting with who, this section should start with a broad category and move into more niched categories in order to build a client profile that defines their buying desires. Once lists are built, we can qualify the lists through 3 factors: Good, Bad, and Money.
The Good is why they would want to work with you. The Bad is why you wouldn't want to work with them, and finally, the Money is how much money you would realistically make from that potential client.
Lastly, this will end with where, as in literally where can you find this client.
By sorting and categorizing your lists in this way, you not only avoid potential headaches and losses, but also help to determine who the best clients for you and your business could be without looking at only one type of ideal client.
Prospecting Mastery
Starting with list building, and not just defining who a potential client could be, Hurley leads you and your team through how to build a dynamic list that not only opens your market to more potential customers, but also shows you the most effective way to categorize them into an easily sortable list, that shows how your clients want to buy from you.
Once you have your list built, you should understand how to reach out in the most effective manner to land the appointment. This plan is not a cookie cutter, one-size-fits-all approach to prospecting.
Finally, once you've closed and serviced the client, how do you ask for a referral in a way that makes them actually want to give away their friends' and families' information? If they work in a professional field, how do you structure your services in a way that makes people think about your business even while working in their own to pass along better referrals?
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