Prospecting for Leads Like a Pro

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.

In this two-day workshop, participants will become skilled at prospecting and learn the 80/20 rule. They will learn 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. Participants will also build their personal prospecting plan and learn how to ensure their future by planting seeds daily.

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

We will spend the first part of the day getting to know other participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.

To start the day, participants will review their pre-assignment quiz.

Next, participants will learn eight ways to target their market. Then, they will fill out a worksheet for their target market.

This session will show participants what a prospect dashboard is and how to use it. Participants will also have an opportunity to create a draft prospect board.

During this session, participants will learn how to set goals with SPIRIT to make their dreams a reality.

Next, participants will look at some myths behind prospecting and what characteristics will ultimately determine their success.

During this session, participants will learn all about networking, a key component of prospecting.

Good speaking skills can give sales people a real advantage. This session will give participants some ways to build their confidence and send out the right message when speaking in public.

Next, participants will explore what to do before, during, and after trade shows to ensure success.

This session will explore an easy way to increase business: regaining inactive or lost clients.

During this session, participants will learn how to make the most of another essential prospecting tool: cold calls.

Next, participants will learn how Pareto’s 80/20 rule applies to sales and prospecting.

This session will look at the 3 R’s of successful prospecting.

To wrap up, we will give participants 21 ideas for a successful career in sales and ten questions they can ask themselves about each prospect.

At the end of the day, students will have an opportunity to ask questions and fill out an action plan.