Seminar Outline: Prospecting & Networking Skills

"The National Sales Graveyard is filled with people who were good closers
but never got to speak to enough prospects"

PART ONE: PROSPECTING

Identifying Your Strengths - Knowing what you really have to offer; creating hooks; "Fortune favors the prepared mind."

Proactive Vs. Reactive - Waiting doesn't produce; keeping interest levels up; mixing it up to stay sharp; most effective strategies.

Telemarketing - Using the most powerful tool in your arsenal effectively; warming up cold calls; the 5-15 rule; when a "no" can become a "yes"; selecting targets; improving results with referrals

Physical Cold Calls - Considering cost effectiveness; exceptions; "elephant hunting;" getting them to come to you.

Trade Shows - The "town meetings of the 21st century;" selecting shows and targets; attending vs. exhibiting; working the floor; the biggest "don’t."

Existing Customers - Gold in the file cabinets; using coordinated efforts; building a list.

Other Places To Look - Tracking business notices; using UCC filing information; what to look for in the classifieds; maximizing your personal contacts.

Direct Mail - Effective only if used properly; the most powerful contact system ever; email offers even greater range at less cost; everyone has a fax; planning a strategy.

PART TWO: NETWORKING

Why Network? - The skill of the 21st century; "You are your rolodex/database;" cultivating spheres of influence; getting known in your industry; non-customers as referral sources.

Professional Networking Organizations - Meetings centering on lead generation; Le Tip, All Cities Resource, Women's Referral Service, etc.; trade associations, affinity groups and alumni associations; generating leads for fellow networkers; the "Cardinal Rule of Networking".

Using the Chambers of Commerce - Dozens in your area; the monthly lunches; the "mixers", using the committees, joint promotional opportunities.

Developing Your 30 Second Presentation - Explaining you, your company and the benefits of your services in a half minute; answering the "So, what do you do?" question, how to handle cocktail parties, luncheons, elevator rides, etc.

Establishing and Working Targets From Personal Contacts - Who do you know from childhood, school, clubs, fraternities or sororities, hobbyists, sports team members, relatives; Creating prioritized lists; Getting the word out; Social functions as marketing tools; Sports Groups.

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