For the majority of ‘sellers’, proactive prospecting, whether it’s for new clients or new business with existing clients, is not fun. As a result, it can be easily avoided if there are other activity options and distractions available.
The reason it’s not fun is because the challenge in prospecting for new clients is to achieve the Attention, Interest and Need of a potential client who isn’t asking for help. This leads to a high rate of non-interest and the rejection most of us dislike. For existing clients, the challenge is to ask and look for referral sources within your clients, an activity most people find uncomfortable.
Two key elements are required for effective new client prospecting. The first is a shift in your attitude to one of ‘maintaining a positive attitude by assuming a negative result’. The second is to have proven process skills, methodologies and tools such that you can:
- Find prospects in order of ‘warmth’ and avoid ‘cold’ prospecting,
- Conduct prospect and person research before making contact,
- Define the product or service to be promoted, get attention and design the approach letter or e-mail,
- Make telephone contact following the letter or e-mail,
- Deal with the client ‘screen’,
- Conduct first call research and preparation,
- Plan for sales success!
The benefit of this workshop is it addresses these key elements in a format that allows you to develop a focused approach for your campaign, a ‘Prospecting Letter’, a ‘Telephone Script’ and a contact strategy, combined with a personal action plan and goal setting.
RIBO Accredited: 6.5 Personal Hours
Alberta CE: General & Life: 6.5 Hours
- Service Excellence
- Warm Prospecting
- Time Mastery
- Consultative Selling
- Presentations that Sell
- Buyer Centred Selling
- Everything DiSC® Sales
- Everything DiSC® Productive Conflict
- Everything DiSC® Management
- Everything DiSC® Work of Leaders
- Everything DiSC Workplace®
- Everything DiSC® Agile EQ™
- Five Behaviors of a Cohesive Team
Warm Prospecting One-Day Workshop
Prospecting Campaign Workshop
Prospecting Letter Workshop
Telephone Script Workshop
Telephone Call Role-Plays
Planning for Sales Success
Summary and Conclusions