ELEV-MW 009: Prospecting And Lead Generation

The following is the course description for the Prospecting and Lead Generation Course:

Prospecting and lead generation is the method of making links that may lead to a sale or other promising results. The leads may come from various sources or undertakings, for example, via the Internet, through personal referrals, through telephone calls either by telemarketers, through advertisements, events, and purchase of lists of potential clients. These and other events can become more easily managed with this great workshop. With our Prospecting and Lead Generation workshop, your participants will begin to see how important it is to develop a core set of sales skills. By managing and looking at the way people interact and seeing things in a new light, your participants will improve on almost every aspect of their sales strategy.  

Course Objectives:

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. With that in mind, let’s review our goals for today.    

You Will:

At the end of this workshop, participants should be able to:   

• Identify prospects   
• Implement both traditional and new marketing methods   
• Use the pipeline effectively   
• Educate customers  
• Track activity and make adjustments as needed   

 

Target Student:

Course Core Competencies:  

Module 1: Prospecting  

 Topic A: Make It a Priority 

Topic B: Identify Your Ideal Prospect  

Topic C: Choose Prospecting Methods  

Topic D: Make It a Habit  

Module 2: Traditional Marketing Methods  

Topic A: Cold Calling  

Topic B: Direct Mail  

Topic C: Trade Shows  

Topic D: Networking  

Module 3: New Marketing Methods  

Topic A: Social Networking  

Topic B: Search Engine Marketing 

Topic C: Email Marketing  

Topic D: Display Advertising  

Module 4: Generating New Leads

Topic A: Become a Brand

Topic B: Webinars

Topic C: Blogs

Topic D: Engaging Video

Module 5: Avoid Common Lead Generation Mistakes

Topic A: Limiting Channels

Topic B: Failure to Provide Value

Topic C: Failure to Connect

Topic D: Failure to Try

Module 6: Educate Prospects

Topic A: Content Creation

Topic B: Stand Out from the Competition

Topic C: Fill Customer Needs

Topic D: Always Deliver on Promises

Module 7: The Pipeline

Topic A: Contact

Topic B: Meet

Topic C: Propose

Topic D: Close

Module 8: Follow Up Communication

Topic A: Know Your Leads

Topic B: Move Quickly

Topic C: Know How to Respond

Topic D: Set Future Meetings

Module 9: Track Activity

Topic A: Use the Appropriate Tools

Topic B: Assess Your Advertising Sources

Topic C: Record Information about Leads

Topic D: Assess ROI

Module 10: Create Customers

Topic A: Develop Relationships

Topic B: Show Genuine Interest

Topic C: Be Professional

Topic D: Show Reliability and Integrity