Selling Clearwire:

1
Selling Clearwire Prospecting Finding
potential customers
2
Activity Types

• Production Activities Any activity designed to
  produce results immediately.
• Funnel Activities Any activity designed to find
  prospective customers who will close at a later
  date. This is more passive activity than
  production activity.

3
Production Activities

• Events (guerilla or organized)
• Closing appointments
• Address and credit are pre-qualed. You have
  credit card and SSN .
• Door-knocking
• You know where towers are, if neighborhood
  prequals, average Cheetah scores, and household
  counts.
• Youve pre-qualed addresses on Comcasts site. If
  they dont pre-qual and we do, its a great
  opportunity.
• MDU Move-in Day event

4
Funnel Activities

• Retail relationships
• Take-one stands, lead boxes, referral coupons
• Cold calls
• Self-generated lists, current customer lists,
  voice prospect lists, SMB lists
• MDU visits to property managers
• Canvassing areas to check
• Door-hanging
• Email blasts and Newsletters
• Referrals
• 2x2x2
• Signal Check appointments (low priority)

5
Six Primary Sources
Door-knocking
MDUs
Events
Email blasts/Flyers
Cold calls
Referrals
6
Door-Knocking

• Door-knocking requires effective planning
• You and your manager will create a master plan of
  what neighborhoods have been canvassed so same
  areas are not overworked
• Door-knocking reminders
• Schedule two to three hours (100-120 houses)
• Requires effective planning to avoid wasting time
• Keep accurate contact lists to maximize results

7
MDU Door-Knocking Guidelines

• Map out and prepare by 10pm Sunday each week
• Work with manager to generate market-specific
  list of apartments and/or condos
• Visit MDUs and/or property managers between
  915am and 1115am Tues-Thurs each week
• Get move-in lists and Clearwire information into
  move-in packs
• Place Clearwire candy bowls in Leasing Office -
  refill when you visit
• Remember holidays and birthdays

8
Event Profiles

• Organized Events
• Include swap meets, fairs and festivals, block
  parties
• Events planned by Clearwire such as sporting
  events, corporate events, technology events, etc.
• Street/Guerilla Events
• High foot traffic location (50 people per half
  hour)
• City centers, outside restaurants at lunch, empty
  lots, Big Box stores, grocery stores, laundromats
• High car traffic local (100 cars per half hour)
• Rush hour at congested street corners with high
  visibility and car access

9
Event Rules of Engagement

• Use long-range eye contact to draw attention to
  you and Clearwire.
• Approach customers coming out of store or
  restaurant, not on their way in.
• Do not stay behind the Clearwire table - it
  separates you. Be prepared to walk with customer.
• Do not approach people during hectic times
  (rushing to work).
• Use open-ended questions or clever traffic
  grabbers.

10
Events

• Critical for success.
• Large and organized or small and impromptu.

11
Event Planning

• Work closely with your Manager.
• Dont limit yourself be creative.
• Focus on high-traffic areas.
• Analyze your potential event
• Is event in Clearwires coverage area?
• What are demographics of prospect traffic?
• Will cost and time result in sales?
• What times of day make sense to hold event in
  that area?

12
Event Planning

• Events can be held at no charge to Clearwire.
• Can Clearwire offer organizers internet service?
• Could Clearwire turn venue into temporary Hot
  Spot?
• Could Clearwire provide services to the event?
• Can Clearwire offer a donation, or participate in
  a charity event?
• Possible to get event sponsorship?

13
Event Checklist

• Gift Certificates/Prizes
• (if applicable)
• Laptop
• Prize wheel and prizes
• Food and/or drink, plates, utensils
• Power cords and strips

• Marketing vehicle
• Table and table cloth
• Tent
• RSU, ATA, Laptop Card
• Take Ones (with your stamp)
• A-frame with posters
• Lead Entry Box with lead generation pad and pen

14
Event Planning Activity

• Guerilla events are impromptu Find specific,
  high-traffic locations within coverage area and
  just show up.
• Create a list of possible guerilla marketing
  events and review with your manager

15
With manager permission, you can hold drawings at
events to build prospect buzz and relationships
with store owners.
Guerilla Event ideas

• Empty lots
• Gas stations
• Laundromats
• Hot dog stands
• Sporting events
• Strip malls
• Near Clearwire billboards
• Corners of busy streets
• Wal-Mart
• Target

• Staples
• Office Max
• Gyms
• Open houses
• Grocery stores
• Pizza places
• Coffee shops
• Car washes
• Dry cleaners
• Movie theaters
• Real estate offices

16
Email Blasts

• Existing customers Email blast from you two
  times per month. Blasts should include
  information about new products, referral bonuses,
  and contests.
• Leads Email once per week continuing to remind
  potential customers about Clearwire and the
  current promotions.

17
Flyers

• Deliver NO LESS than 1000 pieces of collateral
  with name and phone number on it per week
• Have minimum of 20 take-one locations
  established and documented on a lead sheet
• Hand out take-ones at events, tradeshows, dry
  cleaners, health clubs, etc.

18
Cold Calls

• Should be part of your everyday plan
• Can be face-to-face or over the phone
• Generate cold call lists from many sources
• Vertical markets
• Residential lists
• Mortgage company customer and prospect lists
• Small business lists
• Managers can get list of current customers who
  have upgrade potential

19
Referrals

• Take ownership of your customer base!
• 250 customers should provide return of 15 to 25
  referral sales per month
• 2x2x2x5 calls are DAILY activity
• Stay close to your customers. Call them on
  regular basis for referrals.
• Address concerns before they become a
  cancellation.
• Clue your customers in! They can get up to 25 25
  Amex cards for every referral who activates.

20
Planning and Tracking

• How many Contacts and Presentations were required
  to make your sales today?
• Can you explain where your sales came from to
  identify what was successful? (Flyers/door
  knockers, MDU, referrals, cold calls, email
  blasts, events)
• Were there any deviations from the Daily Plan
  that worked or didnt work?
• Do you have tomorrow's Activity Game Plan lined
  up?
• Does your Activity Game Plan match your sales
  forecast for tomorrow?

21
Know Your Numbers!

• Know how many people you have to engage to get a
  sale.
• Know how many people you have to attempt pre-qual
  to get a sale.
• Know how many pre-quals are needed to close
  sales.
• Know how many 2-2-2-5 calls are needed to set an
  appointment.