Prospecting and Lead Generation Corporate Training Materials

1. Prospecting and Lead Generation Corporate Training Materials

2. Module One: Getting Started In order to succeed, we must first believe that we can. Nikos Kazantakis • Prospecting and lead generation are essential to the success of any sales organization. By changing your personal perspective of prospecting and engaging in fun, new activities, your company will benefit from new enthusiasm and increase sales leads.

3. Workshop Objectives

4. Module Two: Prospecting Sales are contingent on the attitude of the salesman, not the attitude of the prospect. William Clement Stone • Prospecting is essential to any sales endeavor, so it is essential that it becomes both a priority and a habit. Additionally, it is essential that you understand your prospect and choose your methods of communication appropriately. Implementing these steps will help to improve prospecting results.

5. Make It a Priority

6. Identify Your Ideal Prospect

7. Choose Prospecting Method

8. Make It a Habit

9. Case Study

10. Module Two: Review Questions • What needs to be avoided in prospecting? • Positivity • Negativity • Written communication • Oral communication • 2. What is NOT necessary for making prospecting a priority? • Schedule • Professionalism • Preparation • Values

11. Module Two: Review Questions • 3. What is necessary to find the ideal prospect? • Research • Objectivity • Promotion • All of the above • 4. When should the ideal prospect be found? • During prospecting • After prospecting • Before prospecting • It does not matter

12. Module Two: Review Questions • 5. What will determine which type of prospecting methods should be the focus? • Interest • The prospect • Priority • CEO • 6. What is less likely to be effective on younger prospect? • Seminars • Webinars • Social media • Cold calling

13. Module Two: Review Questions • 7. When is it easier to attempt to make prospecting a habit? • At the beginning • Never • At 21 days • After a week • 8. How often should prospecting be done to ensure that a habit forms? • Frequently • Weekly • Daily • It does not matter

14. Module Two: Review Questions • 9. How long did Jim spend prospecting every day? • 1 hour • 30 minutes • 2 hours • 45 minutes • 10. Why was Jim frustrated? • Henry spent less time than he did prospecting • Jim Spent more time prospecting • He had fewer sales than Henry • All of the above

15. Module Two: Review Questions • What needs to be avoided in prospecting? • Positivity • Negativity • Written communication • Oral communication • It is important to make sure that you remain positive when prospecting. This improves professionalism and communication. • 2. What is NOT necessary for making prospecting a priority? • Schedule • Professionalism • Preparation • Values • Values are necessary to determine the best prospect. The other answer choices help make prospecting a priority.

16. Module Two: Review Questions • 3. What is necessary to find the ideal prospect? • Research • Objectivity • Promotion • All of the above • The ideal prospect requires finding the ideal customer. Research must be done to identify the correct prospect. • 4. When should the ideal prospect be found? • During prospecting • After prospecting • Before prospecting • It does not matter • The ideal prospect should be identified before the prospecting begins. This allows the sales person to focus on prospects who are likely to become customers.

17. Module Two: Review Questions • 5. What will determine which type of prospecting methods should be the focus? • Interest • The prospect • Priority • CEO • Different methods are used for different prospects. The prospect will determine the focus of the methods used. • 6. What is less likely to be effective on younger prospect? • Seminars • Webinars • Social media • Cold calling • Cold calling is more effective on older prospects who spend more time talking on the phone. The other answers are more effective for younger prospects.

18. Module Two: Review Questions • 7. When is it easier to attempt to make prospecting a habit? • At the beginning • Never • At 21 days • After a week • New habits are always easier to attempt at the beginning. After the honeymoon phase ends, however, the process becomes difficult. • 8. How often should prospecting be done to ensure that a habit forms? • Frequently • Weekly • Daily • It does not matter • Actions that need to become habits should be practiced daily. This will help the action to become a habit.

19. Module Two: Review Questions • 9. How long did Jim spend prospecting every day? • 1 hour • 30 minutes • 2 hours • 45 minutes • Jim spent 1 hour prospecting each day. Henry spent 30 minutes prospecting each day. • 10. Why was Jim frustrated? • Henry spent less time than he did prospecting • Jim Spent more time prospecting • He had fewer sales than Henry • All of the above • Jim spent more time prospecting than Henry, but Henry had more sales than Jim.

20. Module Three: Traditional Marketing Methods I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard. Estée Lauder • Traditional marketing methods are tried and true. By blending traditional and newer methods of marketing to prospects, you will improve your chance of success as you approach prospects and generate leads.

21. Cold Calling

22. Direct Mail

23. Trade Shows

24. Networking

25. Case Study

26. Module Three: Review Questions • 1. What is necessary to maintain when engaging in cold calling? • Time • Creativity • Positivity • All of the above • 2. What do you need to understand before cold calling? • The customer • The product • How the product benefits the customer • All of the above

27. Module Three: Review Questions • 3. Who should make up the direct mail list? • Anyone within a 25 mile radius • Ideal customer • Past customers • New contacts • 4. What makes direct mail more effective? • Education • Adjustments • Pamphlets • Call to action

28. Module Three: Review Questions • 5. Who should handle a booth? • Calm people • Energetic people • Creative people • It does not matter • 6. What will enhance advertising at a trade show? • Nothing • A booth • Decorations • Being a speaker

29. Module Three: Review Questions • 7. What is one of the most effective methods of prospecting? • Networking • Direct mail • Booths • Calls • 8. What is the focus when first networking? • Ask favors • Work the room • Offer value • None of the above

30. Module Three: Review Questions • 9. Who did Melissa choose to work her booth? • Friends • Employees • Knowledgeable people • All of the above • 10. What did Melissa find when she arrived at the trade show? • Her workers did not come • The booth cost extra • There was no booth for her • Her decorations did not fit

31. Module Three: Review Questions • 1. What is necessary to maintain when engaging in cold calling? • Time • Creativity • Positivity • All of the above • Cold calling is meeting prospects over the phone. This requires positivity to be effective. • 2. What do you need to understand before cold calling? • The customer • The product • How the product benefits the customer • All of the above • Cold calling requires extensive preparation. It requires knowledge of the customer and how the product will benefit the customer.

32. Module Three: Review Questions • 3. Who should make up the direct mail list? • Anyone within a 25 mile radius • Ideal customer • Past customers • New contacts • The direct mail list requires research. The demographics should help you identify your ideal customers. • 4. What makes direct mail more effective? • Education • Adjustments • Pamphlets • Call to action • Direct mail should be fun and have a call to action. This may be a special offer.

33. Module Three: Review Questions • 5. Who should handle a booth? • Calm people • Energetic people • Creative people • It does not matter • Booths need to be manned by staff who are energetic. • 6. What will enhance advertising at a trade show? • Nothing • A booth • Decorations • Being a speaker • Advertising is necessary for a successful trade show. Becoming a speaker will enhance the effectiveness of advertising.

34. Module Three: Review Questions • 7. What is one of the most effective methods of prospecting? • Networking • Direct mail • Booths • Calls • Networking is one of the most effective methods of prospecting when done correctly. • 8. What is the focus when first networking? • Ask favors • Work the room • Offer value • None of the above • Networking takes time. It is important to offer value at the beginning and sell yourself.

35. Module Three: Review Questions • 9. Who did Melissa choose to work her booth? • Friends • Employees • Knowledgeable people • All of the above • Melissa asked peers to work the booth with her. The peers were friends, not necessarily the most qualified people. • 10. What did Melissa find when she arrived at the trade show? • Her workers did not come • The booth cost extra • There was no booth for her • Her decorations did not fit • Melissa found that the decorations did not fit when she arrived at the trade show. She did not take enough time to prepare before the trade show.

36. Module Four: New Marketing Methods Business has only two functions – marketing and innovation. Milan Kundra • As technology changes, so do the marketing methods used. Some newer marketing methods, such as social networking, will be very familiar. When you combine the newer marketing methods with the traditional ones, you have the opportunity to make the most of your marketing strategies.

37. Social Networking

38. Search Engine Marketing

39. Email Marketing

40. Display Advertising (Methods)

41. Case Study

42. Module Four: Review Questions • 1. What is NOT a popular social media network for ads? • LinkedIn • Google • Twitter • Facebook • 2. Which budget do social media ads come from? • General • Training • Advertising • All of the above

43. Module Four: Review Questions • 3. How is a website indexed? • Search engine • By text • Ads • Key words • 4. What is organic SEM? • Pay per click • Index • Algorithms • Ranking

44. Module Four: Review Questions • 5. What occurs when buzzwords are overused in emails? • Sent to spam • Nothing • People ignore them • They are opened • 6. What should the font limit be in an email? • 4 • 3 • 2 • 5

45. Module Four: Review Questions • 7. What occurs when you pay for an ad after a sale is made? • Cost per click • Cost per thousand impressions • Cost per acquisition • All of the above • 8. Which method of advertising pays every time that the ad is viewed? • Cost per click • Cost per thousand impressions • Cost per acquisition • All of the above

46. Module Four: Review Questions • 9. What lost money? • Display advertising • Email • Social networking • All of the above • 10. How long did Jon monitor the results? • 10 months • 3 months • He did not • 6 months

47. Module Four: Review Questions • 1. What is NOT a popular social media network for ads? • LinkedIn • Google • Twitter • Facebook • Ads on social media networks are growing in popularity. Google is a search engine. The other answers are social media sites. • 2. Which budget do social media ads come from? • General • Training • Advertising • All of the above • Social media ads are part of the marketing campaign. They are taken from the advertising budget.

48. Module Four: Review Questions • 3. How is a website indexed? • Search engine • By text • Ads • Key words • Websites are indexed on search engines. Websites need to be indexed to appear in a search. • 4. What is organic SEM? • Pay per click • Index • Algorithms • Ranking • Organic SEM uses algorithms to assess rankings using keywords and quality.

49. Module Four: Review Questions • 5. What occurs when buzzwords are overused in emails? • Sent to spam • Nothing • People ignore them • They are opened • Email filters will spot buzzwords. Overuse of buzzwords will send emails to spam. • 6. What should the font limit be in an email? • 4 • 3 • 2 • 5 • Emails should be simple. No more than three fonts should be used in an email.

50. Module Four: Review Questions • 7. What occurs when you pay for an ad after a sale is made? • Cost per click • Cost per thousand impressions • Cost per acquisition • All of the above • Coat per acquisition is used when the payment for the ad is given after the sale is made. • 8. Which method of advertising pays every time that the ad is viewed? • Cost per click • Cost per thousand impressions • Cost per acquisition • All of the above • Cost per thousand impressions is the agreement to pay for ads in bulk. There is a payment every time that the ad appears.