Prospecting is the most essential sales skill to build your business. No salesperson can depend on leads or referrals alone, so prospecting for new business is a great choice to create a pipeline of interested, qualified prospects. If not done correctly, prospecting is frustrating and challenging, especially in today’s marketplace, where executives are conditioned not to answer their phones and are very selective in responding to emails.  

The key to prospecting involves three steps:  (1) set goals and plan to use multi-media; (2) hone your message to “sell the appointment” and (3) use a variety of media methods (often in concert) to constantly make contacts. Consistency in prospecting is one of the  success factors of a prospecting strategy, capitalizing on quantity of calls and contact attempts. Effective prospecting means doing it on schedule, and knowing the ideal frequency for ongoing prospect follow-up.  

In this course, you learn how to develop a campaign utilizing four interacting media methods: phone, email, social media, networking.  Different skills are required for each one of these in delivering powerful messages that will motivate the prospect to respond or agree to an appointment.  You also learn the optimum frequency and cadence for contacting each prospective customer.