Winning New Clients
Cold calling and pitching with confidence

Objective

This course enables you to:

• use sales canvassing techniques and to optimise the resulting pitch, including skills such as lead generation, sales prospecting, consultative selling and credentials presentation.

Agenda

• 9.00 Coffee and registration
• 9.30 Morning Session
  • The 20 Golden Rules of marketing a service.
  • The basic building blocks of cold canvass, namely the 3 'P' s - Prepare; Prospect; Present.
  • Producing benefits from features.
  • How to get in front of a prospective client.
  • Prospecting by telephone.
• 12.30 Lunch
• 1.30 Afternoon Session
  • Overcoming objections
  • Case Study – It Works!
  • The 5 steps of ‘Consultative Selling’
    1. positioning;
    2. needs determination;
    3. presenting credentials;
    4. resolving objections;
    5. closing
  • Following up
• 4.30 Close

Learning outcomes

By the end of the course, delegates should have learnt how to:

• act proactively to develop their own business from new and existing clients by adding sales to their skill set
• develop and use a full prospecting guide, including how to answer objections, in order to win new business from prospects
• plan and prepare in advance for prospecting and presentations
• use negotiations-based strategy at the meeting
• focus more on client benefits rather than research features
• take note of practical issues such as selecting a team, understanding client personality types; how and when to follow up; how to use agency literature optimally

Who will benefit?

This course will benefit all researchers, from those with around two years’ experience up to the most senior, who want to win research projects from new and interesting clients.

Price

• Members £295 + VAT
• Non-members £445 + VAT

Book now