HOW TO FIND AND WIN NEW BUSINESS - OPENING DOORS & CONVERTING OPPORTUNITIES
Registrations are closed
Live-Online Training: N 155,000
Classroom Training: N 195,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount
This programme can run as an online or classroom training
(Available also for Customised Training by Duration, Venue & Fee)
Focus of the Course
- How to plan prospecting for new customers
- How to position the organization and products appropriately to attract the right desires and patronage of prospects
- How to do the prospecting itself
- How to develop useful leads
- How to prepare and present bids for new contracts
- How to develop relationship management capabilities.
Course Contents
DAY ONE
Types of Prospects
- Successful Prospect
- Prospect with Problem
- Complacent or Satisfied Prospect
- Negative or Difficult Prospect
- Attributes of Excellent Prospects.
Planning the Prospecting for New Business
- Develop the right objectives
- Identify prospects’ real interests
- Prioritise the prospects
- Develop marketing plan.
Leads
- Sources of new prospects
- Generate useful leads
- Find and nurture key contacts
- Manage the new relationship effectively.
DAY TWO
Business Positioning
- Sell functional benefits
- Sell emotional benefits
- The R3 winner’s formula.
Prospecting
- How to open doors
- How to recognise and convert opportunities
- Analyse your product
- Analyse your market
- Develop the right objectives
- The conventional tricks: mails, referrals, etc.
- More business from known clients.
Prospecting Strategy
- Who exactly is my probable customer?
- Where is my prospect?
- Why may my probable customer buy – Buying Influences?
- Who constitutes the buying centre?
- When does my customer buy?
- Who is my Competitor?
- Who are my non-probable customers?
DAY THREE
Opening the First Call
- Show gratitude
- Identify a problem
- Build expectancy.
Make Your Case
- Tips on winning presentations
- Help your customer/client.
Targeting Large Accounts
- Caution on large new accounts prospecting
- Critical success factors in managing large accounts.
DAY FOUR
Winning New Business by Bids/Tenders
- Contractor/Supplier registration
- Tendering procedures
- Working to deadlines
- Contractor/Supplier appraisal
- Bid/Contract design and selection processes.