All Soft Skills ||
Front-line Officer’s Skills ||
Team Leader Skills ||
Middle Management Skills ||
Administrative Skills ||
Career Development ||
Human Resources ||
Personal Development ||
Sales & Marketing ||
Supervisors & Managers ||
Workplace Essentials ||
Prospecting and Lead Generation
Prospecting and lead generation is the method of making links which may lead to a sale or other promising result. 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.
Objective:
- Identify prospects
- Implement both traditional and new marketing methods
- Use the pipeline effectively
- Educate customers
- Track activity and make adjustments as needed
Introduction :
Getting Started
Prospecting and lead generation are essential to the success of any sales organization. Unfortunately, many people view the process as tedious and only engage in the bare minimum. By changing your personal perspective of prospecting and engaging in fun, new activities, your company will benefit from new enthusiasm and increase sales leads.
Module 1 :
Prospecting
Prospecting is essential to any sales endeavor, but is often overlooked or poorly implemented. In order for prospecting to be successful, it is essential that it become both a priority and a habit. Additionally, it is essential that you understand your prospect and choose your methods of communication appropriately. Implementing these steps will help to improve prospecting results.
Module 2 :
Traditional Marketing Methods
Traditional marketing methods are tried and true. They have been used for years, and they are still effective when done correctly. By blending traditional and newer methods of marketing to prospects, you will improve your chance of success as you approach prospects and generate leads. Never discount ideas such as cold calling, mail, and trade shows.
Module 3 :
New Marketing Methods
As technology changes, so do the marketing methods used. Some newer marketing methods, such as social networking, will be very familiar. Search engine marketing may be less so. When you combine the newer marketing methods with the traditional ones, you have the opportunity to make the most of your marketing strategies.
Module 4 :
Generating New Leads
Generating new leads requires gaining the trust of your prospects. It is not enough to have an online presence. Prospects need to see you as a brand they can trust. Trust in a brand is created by showing expertise using blogs, webinars, videos, and other tools.
Module 5 :
Avoid Common Lead Generation Mistakes
The failure of lead generation to be successful can often be tied to common lead generation mistakes. Being aware of common mistakes, such as limiting channels, failing to provide value, failing to connect, and failing to try, will help you to avoid them. This list in the module is not all-inclusive, but it is a great starting place.
Module 6 :
Educate Prospects
Part of developing the relationship with potential customers requires educating them about you and your company. Sharing knowledge and displaying expertise by creating content, standing out from the competition, filling needs, and delivering on promises will develop trust with consumers and expand the customer base.
Module 7 :
The Pipeline
The pipeline should be a familiar term for anyone with sales experience. The sales pipeline has several basic steps: make contact and collect information, meet, make proposals, and close. You may alter the stages based on your company needs. Monitoring the pipeline allows you to monitor prospecting and lead generation.
Module 8 :
Follow up Communication
Never underestimate the importance of follow up communication. You should not allow too much time to pass between making contact with your prospects and moving them towards customer status. Communication will help you better understand you leads and respond to their questions appropriately. Correct follow-up communication is essential to success.
Module 9 :
Track Activity
Prospecting and lead generation requires you to track activity. This may seem daunting at first, but there are many useful tools that can help you keep up with your prospects. Tracking and assessing results will help you determine how to alter your prospecting to convert more leads into sales.
Module 10 :
Create Customers
It is important that you do more than close sales. You should attempt to create a loyal customer base. Customers have relationships and feel connected to businesses. By showing interest, being professional, and being reliable, you will soon find that leads appreciate your business and become loyal clients and customers.
Conclusion :
Wrapping Up
Although this workshop is coming to a close, we hope that your journey to prospecting and lead generation is just beginning. Please take a moment to review and update your action plan. This will be a key tool to guide your progress in the days, weeks, months, and years to come. We wish you the best of luck on the rest of your travels!