Prospecting for Leads Like a Pro

Duration: Offered as a 90 minute webinar or 2 days in class

Course Overview

Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago. Today, you will become skilled at prospecting and learn the 80/20 rule. After today, you will know who to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. You will also build your personal prospecting plan and learn how to ensure your future by planting seeds daily.

Learning Objectives

  • Understand the importance of expanding your client base through effective prospecting
  • Learn how to use a prospecting system to make you more successful
  • Identify target markets and target companies with the 80/20 rule in mind
  • Develop and practice networking skills at every opportunity
  • Develop, refine, and execute the art of cold calling

Course Outline

1. Course Overview

2. Pre-Assignment Review

  • True/False Questions
  • Multiple Choice Questions

3. Targeting Your Market

  • Eight Ways to Target Your Market
  • My Target Market

4. The Prospect Dashboard

  • Prospect Dashboard Basics
  • Q & A
  • My Prospect Dashboard
  • Planning with the Prospect Dashboard

5. Setting Goals

6. Why Is Prospecting Important?

7. Networking

  • What is Networking?
  • Small Talk

8. Public Speaking

9. Trade Shows

10. Regaining Lost Accounts

11. Warming Up Cold Calls

12. The 80/20 Rule

13. It’s Not Just a Numbers Game

14. Going Above and Beyond

15. Personal Action Plan