 Event
Overview
New business is the life blood of continued
prosperity for any company. One of the greatest challenges associated
with ensuring prosperity is focusing attention on the critical
obligation of prospecting and targeting new business. Why such
a challenge? For some of us, we lack the tenacity to commit time
and effort to the process of generating new business. For others,
it's just plain uncomfortable! Frankly, most people don't like
to "sell." This dislike, however, can be a person's greatest advantage
of all, because prospects don't like "sales pitches!" This event
will help provide the discipline and skills necessary to turn
prospecting and targeting from an avoided activity, to a positive
experience for both you and the prospect.
Who Should Attend this Event:
People who wish to enhance their ability to
identify and cultivate new business opportunities for their organization.
Event Outcomes
Participants of this event will leave with:
- An expanded understanding of what "prospecting" and "targeting"
mean and why these activities are so vital to the ongoing success
of your organization.
- An increased comfort level with prospecting and targeting
activities.
- Techniques/skills for prospecting for new clients.
- Techniques/skills for prospecting for new opportunities with
existing clients.
- Increased confidence and competence relative to prospecting
and targeting ability.
Event Key Topics
- What Makes Prospecting and Targeting Uncomfortable
- The "Advisor" versus "Sales" Approach to Prospecting
- Prospecting for New Clients
- Prospecting for New Opportunities with Existing Clients
- Key Skills and Disciplines for Becoming Competent and Confident
at Prospecting
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