Cold Calling

Cold Calling and business development
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WORKSHOP AIM:

To increase the participant’s ability to develop new business opportunities whilst maintaining and enhancing the professional image of the firm.

WORKSHOP OBJECTIVES:

By the end of the workshop participants’ will be able to:

Understand where the best prospecting opportunities are and how to
       maximise their potential
Build credibility and confidence with clients through the use of good
       interpersonal & communication skills
Plan, prepare and structure a successful cold call in order to secure a meeting
Effectively plan & prepare for a successful face to face sales meeting
Understand different types of questions and when to use them to effectively manage client meetings
Use a sales model which recognises the importance of identifying client needs and buying criteria and match the
       products/services of the firm to the requirements of the client
Effectively present tailored solutions to meet clients needs in order to develop differentiation
Identify different client types and modify their approach accordingly
Overcome client resistance/objections to solutions and firm
Gain client commitment to next step/solution
Recognise cross selling/marketing opportunities and react accordingly

Workshop Methodology:

The workshop has been designed to maximise participant involvement. A number of proven methodologies would be employed including:

Consultant led input
Group/individual based exercises
Recording of two-way telephone conversations & role-plays
Feedback and Coaching

Workshop Content

DAY ONE

Introduction


Workshop aims & objectives
Personal objectives

New Business Development

Analysing what we have to offer the clients?
What are our USP’s?
Which client segments will be most interested in our offering?
Where to find prospects
Maximising effectiveness, time & resources

Contacting the Prospects – Telephone Cold Calling

How to contact the clients, methods of communication
Developing a strategy
Cold calling - Telephone
Content choice – clarity and effect
Planning, structure, setting objectives
Developing & communicating ideas
What’s in it for the client? – Features and benefits
Handling client resistance
Directing the call model
Closing skills – Securing the meeting

Cold call telephone role-plays using tape recorders to capture calls for feedback and coaching sessions

Developing Client Relationships

Interpersonal skills
Verbal & non-verbal communication
Johari window – Model of Interpersonal relations

Managing the Introductory Meeting

Research, planning & preparing for the meeting
Questioning techniques, focus & balance
Structuring the meeting
Building positive rapport
Opening the meeting
Identifying & developing client needs
Identifying cross selling

Client Meeting Role-Plays

Participants will conduct introductory client meetings using client case studies

Review and debrief – coaching for improved performance

Summary & close

DAY TWO

Understanding Clients Motivational Buying Behaviours


Identifying personal motivational drivers
Syndicate exercise
Developing strategies for different client types
Exercise

Presenting Solutions to Clients Needs

Matching solutions to clients needs
Features, advantages & benefits
Creating differentiation
Marketing the firm
Syndicate exercise using typical Products & Services

Managing Client Resistance & Overcoming Objections

Attitude and emotions
Process for managing resistance
Syndicate exercise
Strategies to over come typical client objections

Gaining Client Commitment

Attitude
Timing
Levels of commitment
Adopting right approach for client

Final Client Meeting Role-Plays

Participants will conduct client meetings and practice all of the skills they have learned during the workshop

Review and debrief – coaching for improved performance

Summary & Close