Prospecting and New Customer Acquisition
Focus on 'find them, meet them and make them customers'
Course Ref: 1216 | CPD Hours: 7 | Price: £ 499.00(exc. VAT) | Member Price: £ 449.10(exc. VAT)
Price includes morning coffee, lunch, afternoon tea and all course materials.
Click the venue name for location details. Venue will be confirmed on joining.
We can also train a group, or customise a training course to your specific needs. Please email us for further information.
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Start Date
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End Date
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Venue
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21/05/2008
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21/05/2008
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London
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01/09/2008
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01/09/2008
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London
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13/11/2008
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13/11/2008
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London
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Finding new customers can be a soul-destroying task. This workshop will make it easier by planning your approach carefully, having control mechanisms to judge your performance and therefore improving your success rate. This workshop is very practical, containing proven techniques for converting new prospect customers.
Your organisation will spend a lot of money trying to attract new customers as well as retain existing ones. This workshop will allow you to achieve successful outcomes to prospecting and cold calling, adding to your organisation’s bottom line and reducing the cost of acquiring new customers.
You will gain a structured process to make the prospecting and identification of new customers easier. You will recognise the different mind-set between selling to existing customers and generating new business. Gaining techniques that can be used in the day-to-day role immediately resulting in you being more successful in this part of your role.
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Increase the number of telephone appointments made with new prospects
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Choose target segments, identify, select and qualify prospects
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Prepare adequately for initial contact and subsequent meetings
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Recognise decision makers and identify extended decision chains
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Use questioning skills to obtain information, and close on orders or get commitment
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Understand the varied buying motives of different types of people
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Match needs and wants with benefits to the prospect
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Make better pitches, using proposals as a sales tool
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Understand when to use and develop more positive closing techniques
The course will suit any person who is tasked with finding and converting new customers covering each step of the process and giving some practical ideas for success.
Support/Practitioner
All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.