Prospecting and lead generation is the method of making links which may lead to a sale or other promising result. 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 course.

With our Prospecting and Lead Generation course, 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.

Completing this course will confer 2 CPD Credits towards internationally recognised Continuous Professional Development Requirements within organisations operating this kind of staff development methodology.

Course Outline

Module One: Getting Started

Module Two: Prospecting

• Make it a Priority
• Identify Your Ideal Prospect
• Choose Prospecting Methods
• Make it a Habit
• Case Study
• Review Questions

Module Three: Traditional Marketing Methods

• Cold Calling
• Direct Mail
• Trade Shows
• Networking
• Case Study
• Review Questions

Module Four: New Marketing Methods

• Social Networks
• Search Engine Marketing
• Email Marketing
• Display Advertising
• Case Study
• Review Questions

Module Five: Generating New Leads

• Become a Brand
• Webinars
• Blogs
• Engaging Video
• Case Study
• Review Questions

Module Six: Avoid Common Lead Generation Mistakes

• Limiting Channels
• Failure to Provide Value
• Failure to Connect
• Failure to Try
• Case Study
• Review Questions

Module Seven: Educate Prospects

• Content Creation
• Stand Out from the Competition
• Fill Customer Needs
• Always Deliver on Promises
• Case Study
• Review Questions

Module Eight: The Pipeline

• Contact
• Meet
• Propose
• Close
• Case Study
• Review Questions

Module Nine: Follow up Communication

• Know Your Leads
• Move Quickly
• Know How to Respond
• Set Future Meetings
• Case Study
• Review Questions

Module Ten: Track Activity

• Use the Appropriate Tools
• Assess Your Advertising Sources
• Record Information about Leads
• Assess ROI
• Case Study
• Review Questions

Module Eleven: Create Customers

• Develop Relationships
• Show Genuine Interest
• Be Professional
• Show Reliability and Integrity
• Case Study
• Review Questions