Prospecting Strategies and Networking

A WORKSHOP TO HELP YOU LAND MORE
AND BETTER CLIENTS MORE QUICKLY

 

SPECIAL NOTE: THE WORKSHOP CAN BE DELIVERED IN NATIVE ENGLISH AND NATIVE FRENCH BY THE INSTRUCTOR WHO HAS NATIVE FLUENCY IN BOTH LANGUAGES

GUIDING PRINCIPALS

  • Know what your customer wants and needs
  • Know what your company can offer
  • Always deal in an ethical manner

WORKSHOP OBJECTIVES

The objective of this workshop is to make it easier for junior, middle, and senior business development and sales team members to identify strategic opportunities and to close transactions with clients. Amongst the topics covered you’ll learn: 1) what is the difference between business development and sales, 2) how to craft your offer to your clients, 3) how to sell your offer inside and outside your company and 4) how to network using LinkedIn, conferences, Facebook, emails and others tools at your reach. The workshop will be a combination of lecture, the sharing of real-life “stories”; and hands-on exercises; with the goal of making the participants “experience” the journey of becoming an excellent networker and a revenue generator or rainmaker.

LEARNING OUTCOMES

After having taken this workshop, participants are expected to know and understand (knowledge-based outcomes):

  1. What is the difference between business development and sales?
  2. How to craft an offer your clients can’t refuse.
  3. How to sell your offer inside and outside your company.
  4. How to use the variety of networking tools available to you: LinkedIn, conferences, Facebook, emails and others tools.
  5. How to network broadly and one-on-one.
  6. Overcoming procrastination and fear.

PREREQUISITES

A strong desire to make a difference and contribute to the bottom line.

WORKSHOP CONTENT

The entire workshop will be delivered over one day from 9 AM to 5 PM with a one-hour lunch break.

1. What is the difference between business development and sales?

  • Business development stories
  • Sales stories
  • Ethics

2. Strategic Prospecting

  • How to identify what you have to sell.
  • How to craft an offer for your client.
  • What is your competitive advantage?
  • Testing and customer feedback

3. BREAKOUT EXERCISES – Creating and testing your offer.

4. Networking – Tools

  • LinkedIn
  • Conferences
  • Email
  • Facebook
  • Professional groups
  • Blogs and authorship
  • Digital marketing
  • Guerilla marketing
  • Door to door marketing.

5. Networking

  • in Teams
  • solo

6. Overcoming procrastination and fear

7. Culture issue – selling in a world full of diversity

8. BREAKOUT EXERCISES – Preparing to Network

9. BREAKOUT EXERCISES – Networking a room for fun and profit (networking game)

10. Final thoughts, Next steps, Assessment and Feedback

 

TEACHING & LEARNING METHODS

The workshop will involve several teaching and learning methods:

  • In-class lectures and presentations
  • Class discussions
  • Small and large group exercises

ASSESSMENT METHODS

ASSESSMENT

NATURE

% OF THE TOTAL MARK

DETAILS DURATION

LEARNING OUTCOME EVALUATED

Class participation

Oral

 

50%

 

Participation in in-class discussions

 

Entire class

Quality of discussion

Participation in exercises

Hands-on exercises

 

50%

 

Participation in group exercises

 

Entire class

Application of concepts covered

 

RECOMMENDED READINGS AND VIEWINGS

READINGS (In the order listed)

  • The Farmer and the Cow

https://medium.com/the-mission/one-behavior-separates-the-successful-from-the-average-936f7ff04793#.9mtg5b76z

MOVIES

  • The Wolf of Wall Street – Ethical issues.

YOUTUBE

RECOMMENDED TOOLS AND GROUPS, AND VIDEO BLOGS AND PODCASTS

TOOLS AND GROUPS

  • To improve your English writing skills: http://www.grammarly.com – Much better than MS and Google spell check and grammar check. There’s a free version which is good; but If you can afford it get the paying version.
  • To improve your French writing skills; I can recommend this Chrome add-on to spell check and grammar check your French. Much easier to than MS or Gmail if you are primarily writing in English and need to do a quick check in French. https://chrome.google.com/webstore/detail/spell-checker-for-chrome/jfpdnkkdgghlpdgldicfgnnnkhdfhocg?hl=en
  • To improve your public speaking skills: Join a local chapter of Toastmasters International, https://www.toastmasters.org, attend for at least one year, and get the Competent Communicator certificate. They have very reasonable membership fees.
  • How to manage your contacts: FullContact https://www.fullcontact.com – the best tool for managing all those business cards and contacts you’re going to amass as you raise funds. Install the Gmail plugin, the desktop app and download the phone app.

VIDEO BLOGS AND PODCASTS

  • io – http://blog.close.io/ subscribe to the free daily sales motivational email. Videos are generally one-minute long. Great results for minimum time investment.
  • Getting Things Done – GTD – https://gettingthingsdone.com/podcasts/ Free podcasts by the David Allen, the man who started the whole “get things done” movement.

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