Prospecting and Lead Generation

Introduction:

• Course Objectives

Module 1:

• Prospecting

• Make it a Priority

• Identify Your Ideal Prospect

• Choose Prospecting Methods

• Make It a Habit

• Knowledge Check

Module 2:

• Traditional Marketing Methods

• Cold Calling

• Direct Mail

• Trade Shows

• Networking

• Knowledge Check

Module 3:

• New Marketing Methods

• Social Networking

• Search Engine Marketing

• Email Marketing

• Display Advertising

• Knowledge Check

Module 4:

• Generating New Leads

• Become a Brand

• Webinars

• Blogs

• Engaging Video

• Knowledge Check

Module 5:

• Avoid Common Lead Generation Mistakes

• Limiting Channels

• Failure to Provide Value

• Failure to Connect

• Failure to Try

• Knowledge Check

Module 6:

• Educate Prospects

• Content Creation

• Stand Out From the Competition

• Fill Customer Needs

• Always Deliver on Promises

• Knowledge Check

Module 7:

• The Pipeline

• Contact

• Meet

• Propose

• Close

• Knowledge Check

Module 8:

• Follow Up Communication

• Know Your Leads

• Move Quickly

• Know How to Respond

• Set Future Meetings

• Knowledge Check

Module 9:

• Track Activity

• Use the Appropriate Tools

• Assess Your Advertising Sources

• Record Information About Leads

• Assess ROI

• Knowledge Check

Module 10:

• Create Customers

• Develop Relationships

• Show Genuine Interest

• Be Professional

• Show Reliability and Integrity

• Knowledge Check