Lead Generation - panning for gold

Intermediate

Summary
With ever more agencies chasing a shrinking pool of prospects, with tighter budgets to spend, prospecting for new business leads will start to resemble panning for gold as agencies try to search out new clients and hidden budgets. This half-day PRCA workshop on prospecting for new business will equip you with the strategies, tactics and tools to more effectively find new business leads and develop real sales opportunities.

Trainer: Steve Dunne

How attendees will benefit
Delegates will learn how to find existing, and generate new, business leads for their agency and qualify those prospects to turn them into a valuable client.  They will learn how to develop a proven “seek and search” approach, utilize new business development strategies and to deploy the tactics to create a steady new business pipeline for their agency.  Exploring the various tools available to deploy the delegate will ensure a proactive and successful new business approach to help their agency keep the life blood of new business flowing towards their organisation.

Who should attend
Anyone responsible for, or involved in, generating new business or developing existing sales leads for their company.

What delegates will learn
Panning for gold – How to find viable new prospects for your agency
Targeting new prospects – qualifying new clients and developing a strategy for approaching them
Sparking interest and getting on their radar – how to get prospects interested in you and your agency
Developing and building a non-pressure relationship that wins trust and a desire to do business with your agency
Moving the prospect along the sales path subtly
Tools and tactics to deploy for your strategy – both online and off line.
Measuring and evaluating success.

Delegate instructions
No pre-work for this course