Cold Calling

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Finding Leads & Turning Them into Sales

“Explore new avenues & create new oppurtunities to increase sales”

Who Should Attend:

A practical and interactive one-day workshop, the course is designed for small business owners or senior staff who are now taking on the responsibility of generating leads and managing sales.

Overall Aim:

The aim of the workshop is to help business owners or senior staff who are now taking on the responsibility for sales, to gain a strategic insight and develop cost effective strategies to generate sales.  Participants will learn the necessary skills to help them explore new avenues for generating leads, identify opportunities with existing clients, create a slick sales approach and design results driven and cost effective and targeted sales campaigns to develop relations and increase sales.

Objectives:

After completing the workshop, each participant will be able to:

• Develop sales strategies to generate leads, build the pipeline and increase sales
• Build a customer framework and learn more about your customer’s needs and expectations
• Qualify leads more accurately and build valuable information on various customer groups
• Realise the value of customer complaints effectively and turn them into opportunities
• Respond to the market proactively and quickly with adaptable product offerings
• Work out the true value of customers and generate repeat business from existing customers
• Identify, source and build “hot” prospect lists for generating sales leads
• Discover new avenues to find sales leads and create mutually beneficial partnerships
• Develop the power of networking and effectively become the “go to” guy every time
• Create a powerful presence, get on the customers side and make the right connection
• Establish customer needs and get real feedback using clever questioning and listening skills
• Apply cost effective campaigns for contacting customers / prospects using direct marketing
• Work out numbers, forecast accurately, achieve targets with resources & timescales on hand
• Cold call, generate leads and develop customer relations with the power of the telephone
• Create attention grabbing telephone scripts for every occasion and get results
• Design clever and slick direct mail letters and understand the power of email
• Follow up on leads at each stage of the sales cycle, negotiate and close the sale
• Analyse activities to identify future opportunities, improve results and get repeat business

Workshop Content:

• Design sales strategies to explore new avenues, qualify leads and generate sales
• Define various customer groups - get to know more about their needs & expectations
• Database marketing – gather customer information & build a customer database (using CRM)
• Present your product differently – let the “nice to have” become “need to have”
• Lifetime value of a customer – how much a customer is really worth v’s the cost to recruit one
• Complaints as opportunities – the importance of feedback & winning back the customer
• Source leads – how, where, when and what to look for when sourcing new leads
• Widen your net– build relations by networking, managing referrals & strategic partnerships
• Create the perfect 15 second sales pitch - get on the customers side & make a connection
• Listen actively and ask the right questions to identify opportunities and build referrals
• The numbers game - set realistic conversion rates using resources & timescales available
• Benefits of using direct marketing - target customers, maximise results & build a sales pipeline
• vThe power of the telephone to win business and communicate effectively with customers
• Write winning telephone scripts – to build confidence with customers and generate results
• The do’s and don’ts of “dazzling” sales letters and using email to grab the customer’s attention
• The importance of follow up at each step of the sales cycle to negotiate fairly and get sales
• Analyse results, increase sales and build repeat customers

Training method:

The training takes the form of a one day workshop, with group discussions, case studies, individual assistance & feedback based on individual/group needs with a course manual provided.