Course Description
The following is the course description for the Prospecting and Lead Generation Course:
Prospecting and lead generation is the?method?of making?links?that may lead to a sale or other promising results.?The leads may come from various sources or undertakings,?for example, via the?Internet, through personal referrals, through telephone calls either by?telemarketers, through?advertisements, events, and purchase of lists of potential?clients.?These and other events can become more easily managed with this great workshop. With our?Prospecting and Lead Generation?workshop,?your participants will begin to see how important it is to develop a core set of sales?skills. By managing and looking at the way people interact and seeing things in a new light, your participants will improve on almost every aspect of their?sales strategy.?
Course Objectives:
At the end of this workshop, participants should be able to:??
Identify prospects??
Implement both traditional and new marketing methods??
Use the pipeline effectively??
Educate customers??
Track activity and?make adjustments?as needed??
Agenda
Course?Core Competencies:?
Module 1:?Prospecting?
?Topic A:?Make It a Priority?
Topic B:?Identify Your Ideal Prospect?
Topic C:?Choose Prospecting Methods?
Topic D: Make It a Habit?
Module 2:?Traditional Marketing Methods?
Topic A:?Cold Calling?
Topic B:?Direct Mail?
Topic C:?Trade Shows?
Topic D:?Networking?
Module 3:?New Marketing Methods?
Topic A:?Social Networking?
Topic B:?Search Engine Marketing?
Topic C:?Email Marketing?
Topic D: Display Advertising?
Module 4: Generating New Leads
Topic A: Become a Brand
Topic B: Webinars
Topic C: Blogs
Topic D: Engaging Video
Module 5: Avoid Common Lead Generation Mistakes
Topic A: Limiting Channels
Topic B: Failure to Provide Value
Topic C: Failure to Connect
Topic D: Failure to Try
Module 6: Educate Prospects
Topic A: Content Creation
Topic B: Stand Out from the Competition
Topic C: Fill Customer Needs
Topic D: Always Deliver on Promises
Module 7: The Pipeline
Topic A: Contact
Topic B: Meet
Topic C: Propose
Topic D: Close
Module 8: Follow Up Communication
Topic A: Know Your Leads
Topic B: Move Quickly
Topic C: Know How to Respond
Topic D: Set Future Meetings
Module 9: Track Activity
Topic A: Use the Appropriate Tools
Topic B: Assess Your Advertising Sources
Topic C: Record Information about Leads
Topic D: Assess ROI
Module 10: Create Customers
Topic A: Develop Relationships
Topic B: Show Genuine Interest
Topic C: Be Professional
Topic D: Show Reliability and Integrity