Prospecting and Lead Generation

Module One: Getting Started
Course Objectives
 
Module Two: Prospecting
Make it a Priority
Identify Your Ideal Prospect
Choose Prospecting Methods
Make it a Habit
Case Study
Module Two: Review Questions
 
Module Three: Traditional Marketing Methods
Cold Calling
Direct Mail
Trade Shows
Networking
Case Study
Module Three: Review Questions
 
Module Four: New Marketing Methods
Social Networks
Search Engine Marketing
Email Marketing
Display Advertising
Case Study
Module Four: Review Questions
 
Module Five: Generating New Leads
Become a Brand
Webinars
Blogs
Engaging Video
Case Study
Module Five: Review Questions
 
Module Six: Avoid Common Lead Generation Mistakes
Limiting Channels
Failure to Provide Value
Failure to Connect
Failure to Try
Case Study
Module Six: Review Questions
 
Module Seven: Educate Prospects
Content Creation
Stand Out from the Competition
Fill Customer Needs
Always Deliver on Promises
Case Study
Module Seven: Review Questions
 
Module Eight: The Pipeline
Contact
Meet
Propose
Close
Case Study
Module Eight: Review Questions
 
Module Nine: Follow up Communication
Know Your Leads
Move Quickly
Know How to Respond
Set Future Meetings
Case Study
Module Nine: Review Questions
 
Module Ten: Track Activity
Use the Appropriate Tools
Assess Your Advertising Sources
Record Information about Leads
Assess ROI
Case Study
Module Ten: Review Questions
 
Module Eleven: Create Customers
Develop Relationships
Show Genuine Interest
Be Professional
Show Reliability and Integrity
Case Study
Module Eleven: Review Questions
 
Module Twelve: Wrapping Up
Words from the Wise
Lessons Learned
Recommended Reading