Prospecting and Networking to Win New Business

This one-day sales training course will provide opportunities to increase prospecting and networking capabilities and to help you make, find and develop your prospects.

More details

More info

Prospecting is essential to expand your customer base and finding those future customers needs time and a plan. Networking is one of the keys to initiate the prospecting process. This workshop is all about combining the best of the well proven ways of the past to new and innovative methods. This one-day sales training course will provide opportunities to increase prospecting and networking capabilities and to help you make find and develop your prospects.

This course is aimed at;

anyone responsible for generating new business or looking for leads. It will be particularly beneficial for new or inexperienced sales people who want to enhance their prospecting and networking capability.

You will learn to:

  • Generate leads without cold calling.
  • Use more innovative ways to develop contacts and possible pipelines.
  • Use social and business network sites in the most up-to-date way.
  • Develop a personal networking strategy.
  • Identify and meet key decision makers quicker.

Course Content

Prospecting vs Networking – so what’s the difference?

Prospecting – Seeking Out New Business Leads

  • The cold call
  • The referral
  • Using advertising to generate leads
  • Targeted prospecting

More Effective Prospecting

  • Finding the prospecting nuggets
  • Panning in different streams
  • Using different prospecting methods

Networking

  • Definition and techniques
  • The impact of the internet on networking

Seven Steps or Six Degrees of Separation

  • Working in reverse using this global recognised theory to access your decision maker
  • Create an access strategy to apply back in the workplace
  • Identify the networks you are plugged into and other possible networks
    • Trade associations
    • Professional institutes
    • Discussion forums
    • Google news
    • Google groups
    • LinkedIn
    • Twitter
    • Blogs
    • Webinars
    • Networking meetings

The Relationship Marketing Ladder

Social and Business Networking

  • Networking to gain lead referrals
  • Using pointers and retrievers to build a contact strategy
  • Inter-departmental network exchange
  • Creating ideas on networking opportunity types
  • Actual network exchange
  • Prepare your elevator pitch

Using Technology

  • Maximising opportunities via the web

Your Personal Development

  • Develop and take away your own networking strategy

£ 579.00 ex.vat

Data sheet

Course Duration 1 Day
Location London