Don't Sweat the Cold Call Class

EXACTLY HOW TO GO FROM A NAME ON A LIST TO THE COLD CALL TO THE FIRST MEETING

1. Define the prospects in your geographical region.
2. Setting up your system to organize and manage prospect information.
3. Where and how to collect research on your prospects.
4. How to stay current about your prospect with news tracking.
5. What to look for on the prospect's website.
6. Entering and tracking contact information in your CRM or salesforce automation system.
7. Investigating executives at your target accounts.
8. Leveraging existing relationships and personal networks.
9. Experiencing your prospect's products and/or services.
10. Spinning research into results. Using what you have learned about your target companies and executives to get the right people to meet with you. Finding the specific hooks that compel executives to meet with you.
11. Using industry knowledge that you possess to get in front of and educate potential clients. Why this works and leads to new business.
12. Making the call! Taking the chill out of cold calling. Discussion of how not to sound like everyone else. Exactly what to say when making calls to VP levels and director/manager levels.
13. Communication strategies for voicemail and executive assistants. Discussion of how to work these to your advantage.
14. Overcoming objections and getting referrals. Keeping track of your contacts and your promises.
15. Creative ways to stay in touch that demonstrate your value as an account executive or account director.

DISCUSSION OF NEW BUSINESS DEVELOPMENT RESOURCES

1. Specific online research resources.
2. SEC Filings and how to use them.
3. Business books, trade magazines, and newspapers.

Joni will determine at the start of the call which areas of this program are of the greatest importance to each individual person.

"Don't Sweat the Cold Call" Telephone Training Session
One-on-One Business Development Training Session
2 Hours $450.00 Payable in Advance by any major credit card or PayPal.
This rate applies to 1 to 4 participants.
Each additional student is an additional $100.00

Fee includes documentation of the topics covered and FREE follow-up advice for any student who needs 5 to 10 minutes to consult with Joni as they follow the method that she has taught them. Joni will gladly answer questions, give opinions, and help anyone who has taken any of her training classes (provided the calls can be kept to under ten minutes) for one full year after the completion of the class by the participant. She encourages people who take her classes to call and take advantage of her help as they pursue new business