Module 4 Flashcards
(8 cards)
Explain the meaning of the term prospecting as it applies to a military recruiting environment.
The process of identifying and getting in front of highly qualified leads/prospects and applicants.
Identify the five characteristics of a highly qualified lead/prospect or applicant.
- They have a need and are aware of it.
- They have the authority to make the decision and the ability to qualify for the recruiting opportunity.
- They have a relative sense of urgency about the decision.
- The recruiter has or can develop trust with the person.
- The person is willing to listen to the recruiter.
Identify the two ways to prospect.
- Proactive
- Reactive
Explain what is meant by the phrase aligning your selling and prospecting strategies
A recruiter’s strategies for selling and prospecting can be consistent or inconsistent. High performance results are only achieved when the strategies for both prospecting and selling are consistent. That’s what we call perfect alignment
Explain the purpose and structure of a prospecting Parthenon along with the three types of information included on the graphic.
The purpose of a prospecting Parthenon is to help recruiters, organize their prospecting activities. The roof of the building contains the target segment in which the Recruiter will prospect. The columns contain the various prospecting strategies that could possibly generate leads. Below the Parthenon are the tasks that Recruiter must accomplish to make each strategy work.
Explain the purpose of a direct value statement.
A direct value statement, briefly communicates the reason for your positions existence, and it explains your role and how you and your branch of service can have an impact on a person’s personal and professional lives.
What four questions go through the minds of people when you were trying to get an appointment with them?
Who you are?
What do you represent?
What’s in it for me?
What’s it going to cost me?
Identify at least five of the six great questions to ask leads?
What prompted you to look into the Air Force reserve?
What have you seen or heard that’s appealing to you?
Where are you and your decision-making process?
Who other than you is involved in this decision?
What kind of timeframe do you have in mind?
