Event Overview

Do you ever find it hard to make telephone prospecting calls because you haven't taken the time to plan out exactly what you want to say? Do you ever want to make prospecting calls but are concerned about saying the wrong thing to an important prospect? Do you feel that "cold calling" is an ineffective, sometime humiliating approach to business development? This event will thaw the "chill" you might feel about calling prospect by first eliminating the negative perceptions often associated with this business development approach, and then providing practical, effective tools and techniques to make this approach work to you and the firm.

Who Should Attend this Event:

People who wish to increase their ability to make more effective and efficient use of time spent on prospecting for new clients via the telephone.

Event Outcomes

Participants of this event will leave with:

• Increased skill in planning for effective prospecting calls
• Enhanced ability to get to key decision makers over the phone
• Increased awareness of how to improve personal telephone style

Event Key Topics

• "Cold-Calling" Doesn't Have to Leave You — or a Prospect Cold: Getting Past Perceptions
• Planning the Call: Yes, a "Script" Can Help!
• Consultative Phone Approach: Let the Prospect Do the Talking!
• Gaining Access to Key Decision Makers: Getting Past the "Gate Keepers"
• Ways to Warm up your Calls: Your Personal Telephone Style