COURSE OVERVIEW
The process of creating potential connections that could lead to a sale or other favorable outcomes is known as prospecting and lead generation. Such leads may arise from different sources or activities such as the internet, personal referrals, telemarketing calls, advertisements, events, or purchasing lists of potential clients. Our workshop on Prospecting and Lead Generation can help simplify these tasks and make them more manageable.
By attending our Prospecting and Lead Generation workshop, your team members will understand the significance of building a strong set of sales skills. By analyzing and improving the way they interact with people, they can gain a fresh perspective and enhance almost every aspect of their sales strategy.
COURSE OUTLINE
Module One: Getting Started
- Icebreaker
- Housekeeping Items
- The Parking Lot
- Workshop Objectives
Module Two: Prospecting
- Make it a Priority
- Identify Your Ideal Prospect
- Choose Prospecting Methods
- Make it a Habit
- Case Study
- Module Two: Review Questions
Module Three: Traditional Marketing Methods
- Cold Calling
- Direct Mail
- Trade Shows
- Networking
- Case Study
- Module Three: Review Questions
Module Four: New Marketing Methods
- Social Networks
- Search Engine Marketing
- Email Marketing
- Display Advertising
- Case Study
- Module Four: Review Questions
Module Five: Generating New Leads
- Become a Brand
- Webinars
- Blogs
- Engaging Video
- Case Study
- Module Five: Review Questions
Module Six: Avoid Common Lead Generation Mistakes
- Limiting Channels
- Failure to Provide Value
- Failure to Connect
- Failure to Try
- Case Study
- Module Six: Review Questions
Module Seven: Educate Prospects
- Content Creation
- Stand Out from the Competition
- Fill Customer Needs
- Always Deliver on Promises
- Case Study
- Module Seven: Review Questions
Module Eight: The Pipeline
- Contact
- Meet
- Propose
- Close
- Case Study
- Module Eight: Review Questions
Module Nine: Follow up Communication
- Know Your Leads
- Move Quickly
- Know How to Respond
- Set Future Meetings
- Case Study
- Module Nine: Review Questions
Module Ten: Track Activity
- Use the Appropriate Tools
- Assess Your Advertising Sources
- Record Information about Leads
- Assess ROI
- Case Study
- Module Ten: Review Questions
Module Eleven: Create Customers
- Develop Relationships
- Show Genuine Interest
- Be Professional
- Show Reliability and Integrity
- Case Study
- Module Eleven: Review Questions
Module Twelve: Wrapping Up
- Words from the Wise
- Review of Parking Lot
- Lessons Learned
- Completion of Action Plans and Evaluations
- Recommended Reading
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