Beyond the Business Card: Following Up Skills Training

Some organisations refer to it as 'Business Development', others as 'Rainmaking' and some, 'Client Relationship Management' but whatever your preferred nomenclature, it's selling. If it looks like selling, sounds like selling and feels like selling, then guess what...?

This course has been designed and developed specifically for those busy professionals who do not regard themselves as sales people but find they are having to bring in business.

A networking course can give people the skills to make connections and pick up business cards. What 'Beyond the Business Card' addresses is what to do next and answers those questions everybody asks: "When should I follow up?" "How should I follow up?" And the classic; "Why should I bother because they'll only think I'm trying to sell them something?"

Selling is about making it easy for people to buy and this course shows people how to do just that.

What the course covers:
Target – why having a defined goal is essential
Connect – how to get in touch with prospects
Meet – what to do and ask when you meet the client
Ask – how you close the deal, get commitment and set up the next meeting
Follow up – why you should be following up all the time

What your people will know once they have been on it:
How to draw up a target list
How to set up a follow up meeting
How to make a cold call (where possible, I will make a call during the session)
How to contact prospects so they want to meet you
The difference between features and benefits
How to follow up and keep control of the process without becoming a pain
The questions to ask during a meeting
How to handle ask for the business
How to handle objections