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Prospecting and Lead Generation

Prospecting and Lead Generation

Regular price $70.00 CAD
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About this Course

With our Prospecting and Lead Generation workshop, 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 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