How to Prospect and find New Business & Clients
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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:
By the end of the session, you will:
The course is a mix of video, audio and practical exerciseswith you interacting and planning at every stage.
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|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:
In this video you will learn how great prospectors manage their time and focus on results:
|Section 3: Pre Call Planning & Preparation|
Before you start to make any telephone calls, here are some things you should consider and plan for.
|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:
This video shares how to prepare for your appointment making session and the habits you need to develop:
Phoning, how to organize yourself
These are the things you need to do to prepare for your phoning session
This video shares the pre-call planning that need to be in place before you pick up that telephone
This video gives you all the proven scripts to learn and use in your phoning for appointments.
|Section 5: Your Elevator Speech|
How to craft the perfect elevator speech, learn the three most important elements
|Quiz 1||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.
This video shares ideas on how businesses from different markets but with the same clients can share resources.
|Section 7: Networking Online & Offline|
This video shares ideas on the importance of business networking:
This audio will give you ideas on what to speak about to develop rapport when networking.
Clubs and social activities are a great way to meet and mix with potential clients. This video shares strategies and success stories.
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.
|Section 8: Frank's final message|
Franks's overview and summary of the programme
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