Prospecting for Leads Like a Pro

This course is currently available as E-Learning, or a private instructor-led class scheduled to suit your availabilty. You can click here to inquire further or you ask us for recommendations on similar classes.

Recommended Prerequisites

No prerequisites are required for this course.

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
3. True/False Questions
4. Multiple Choice Questions
5. Targeting Your Market
6. Eight Ways to Target Your Market
7. My Target Market
8. The Prospect Dashboard
9. Prospect Dashboard Basics
10. Q & A
11. My Prospect Dashboard
12. Planning with the Prospect Dashboard
13. Setting Goals
14. Why Is Prospecting Important?
15. Networking
16. What is Networking?
17. Small Talk
18. Public Speaking
19. Trade Shows
20. Regaining Lost Accounts
21. Warming Up Cold Calls
22. The 80/20 Rule
23. It’s Not Just a Numbers Game
24. Going Above and Beyond
25. Personal Action Plan
26. Recommended Reading List
27. Post-Course Assessment