How to Prospect and find New Business & Clients

Create your career in sales & learn prospecting skills that will make you a valuable asset to any sales organization.
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19 students enrolled
Instructed by Frank Furness Business / Sales
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  • Lectures 20
  • Length 1.5 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 3/2015 English

Course Description

Prospecting, referral and networking skills have more to do with the success of any salesperson or small business than any other skill.

In this course I will be sharing proven ideas that will increase your prospect base and put you in front of qualified buyers and ultimately increase profits.

If you are in sales or plan to have a career in sales, this course is for you. It will give you the skills to get your ideal sales position and if you are in sales it will sharpen your skills and give you new and proven ideas and strategies.

How this course will help you:

This talk focuses on practical & useable prospecting ideas. There are numerous ideas, scripts and practical tips that will put you in front of the right potential clients.

Some of the concepts Frank explores during this course include:

  • Effective telephone skills for getting appointments
  • How to develop a constant prospecting awareness
  • How to work a room, networking ideas that work
  • How to get referrals from every client
  • A referral script that works
  • Centers of influence, your key to success
  • Developing a great elevator speech
  • Clubs & social activities
  • Associations & trade bodies

By the end of the session, you will:

  • Understand how to attract new clients and business
  • Have a deeper understanding of how different prospecting strategies work in tandem to produce results
  • Have tools that will deliver results immediately

The course is a mix of video, audio and practical exerciseswith you interacting and planning at every stage.

What are the requirements?

  • A basic knowledge of selling would be advantageous

What am I going to get from this course?

  • Discover how to prospect for new clients
  • Develop Effective telephone skills for getting appointments
  • Know how to develop a constant prospecting awareness
  • Have the confidence to work a room, networking ideas that work
  • Get referrals from every client
  • Have a referral script that works
  • Develop Centres of influence, your key to success
  • Have an elevator speech that will work anywhere
  • Understand why clubs & social activities are great for prospecting
  • Learn the importance of associations & trade bodies

Who is the target audience?

  • Anyone involved in sales or wanting to make a career in sales
  • Anyone in a business development position

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.


Section 1: Welcome message from Frank

Hi and welcome o the course, this video is an overview of what you can expect on the programme

Section 2: Prospecting Skills & Advantages

An overview on prospecting and where and how to find new clients.

The most common prospecting methods are:

  • Swap Meetings
  • Clubs & Social Activities
  • Swap Clubs
  • Centers of influence
  • Telephoning
  • LinkedIn
  • Referrals

In this video you will learn how great prospectors manage their time and focus on results:

  • Prospecting 25%
  • Sales Presentation 35%
  • Service 15%
  • Administration 5%
  • Travel 10%
  • Self-Improvement 10%
Section 3: Pre Call Planning & Preparation

Before you start to make any telephone calls, here are some things you should consider and plan for.

  • How big, or small, are they? And where do they rank within their industry?
  • How often they buy and in what quantities.
  • Total sales last year
  • Their primary competition
  • What plans they have that might impact your sales and your product
  • The job responsibilities and purchasing power of the person you're meeting with.
  • The personal interests of the person you're meeting with
  • The financial standing of the company and their history with your competitors.
  • Who their customers are.
  • Lastly, you need to know that you know something that they don't.
Section 4: Telephoning for Appointments

This video shares the benefits of using the phone to make appointments as well as the psychology of words.

Write down the first things that come to mind and see in the video if you are conditioned to words:

  • A number between 1 and 10
  • A color
  • A piece of furniture
  • A flower

This video shares how to prepare for your appointment making session and the habits you need to develop:

  • Phone daily
  • Condition your mind
  • Phone when your energy levels are highest
  • Be organized
  • Be focused
Phoning, how to organize yourself

These are the things you need to do to prepare for your phoning session

  • Warm up your vocal chords and prepare mentally
  • You need to be standing to get the best results
  • Realize the importance of your tone
  • Warm up your vocal chords

This video shares the pre-call planning that need to be in place before you pick up that telephone

  • Plan your calls
  • Phone when it is convenient for the client
  • Set mini targets
  • Know your ratios
  • Know your scripts
  • Plan breaks
  • Plan for the most common objections

This video gives you all the proven scripts to learn and use in your phoning for appointments.

  • The proven script that really works
  • The referral phone script
  • Overcoming objections script
Section 5: Your Elevator Speech

How to craft the perfect elevator speech, learn the three most important elements

  • Who you are
  • How you help your clients
  • Whats in it for them
1 question

Now it is time for you to craft your elevator speech. Write it out below and then learn it off by heart

Section 6: Referrals

Getting referrals is the most important thing to do after the sale. This video will tell you exactly how to do it.

Learn the scripts off by heart once you have watched the video and downloaded them, and them you can bring in your own personality, enthusiasm and make them yours.

Referral Lists

This video shares ideas on how businesses from different markets but with the same clients can share resources.

  • Who are your clients
  • Who else sells to that market but is not competition
  • How you can meet with them and exchange leads
Section 7: Networking Online & Offline

This video shares ideas on the importance of business networking:

  • Plan in advance
  • Ask the organizers for a list of delegates
  • Arrive early
  • Volunteer to help the organizer
  • Meet and mix with strangers


This audio will give you ideas on what to speak about to develop rapport when networking.

  • Work
  • Family
  • Sport
  • Hobbies
  • Common interests

Clubs and social activities are a great way to meet and mix with potential clients. This video shares strategies and success stories.

  • Who is the 'go to' person in your industry
  • How can you meet influencers
How to Find Prospects at Associations & Trade Bodies

How to optimize your LinkedIn profile. Many potential clients will take a look at your profile after you have contacted them and it need to be great.

  • Have a great photo
  • Use keywords in your description
  • Upload articles
  • Upload PowerPoint Presentations
  • Upload videos

Section 8: Frank's final message
Franks's overview and summary of the programme

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Instructor Biography

Frank Furness, International Speaker & Author

Frank Furness CSP is an internationally sought after Sales & Technology Speaker and Social Media Presenter. His lively, enthusiastic and humorous style has inspired audiences all around the world.

He is a specialist in sales, technology, social media and goal setting and how they work in tandem to produce great results for organizations.

He has been a guest on many radio and TV talkback shows and is the past President of the Professional Speakers Association of Europe.

He currently spends seventy percent of his time speaking internationally, working in fifty three countries.

He has presented at Entrepreneurs University and his clients include the British Olympic Team, The Professional Cricketers Association, Sporting Champions and Sport England.

In 2007 he was awarded 'Top Speaker' for Vistage Europe and in 2011 inducted into the 'Speaker Hall of Fame'

In 2013 he was awarded TEC Australia 'Overseas Speaker of the Year' for his 28 presentations which averaged 94%.

Apart from speaking, Frank has an Internet Marketing business with 22 websites all producing income. He has been an avid supporter of video marketing for many years and his YouTube channel has 650 videos, 4 million views and over 5,000 subscribers.

Frank is also a partner in a successful Insurance Company in London

Frank's books 'Walking with Tigers – Success Secrets of the World's Top Business Leaders' and 'How to Find New Business and Clients' are International best sellers.

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