Prospecting

Lesson 1: Understanding the B2B Prospect

Lesson 2: Position Yourself as an Authority

Lesson 3: The Perfect Voice Format

Lesson 4: Scripts 1-5 and exercise

Lesson 5: Scripts 6-10 and exercise

Lesson 6: Scripts 11-15 and exercise

Lesson 7: Scripts 16-20 and exercise

Lesson 8: Scripts 21-23 and bonus exercise

Lesson 9: Implementation Plan

Lesson 10: Prospecting Dos and Don’ts

Lesson 1: Client Acquisition Cost Breakdown

Lesson 2: Qualify Your Market

Lesson 3: Qualify Your Situation

Lesson 4: Financial Fit

Lesson 5: Timeline Fit

Lesson 6: Profiling Your Ideal Client

Lesson 7: Disqualify – Rules of Engagement

Lesson 8: Lead Scoring

Lesson 9: Key Takeaways

Lesson 1: Market Segmenting

Lesson 2: Product – Service Research

Lesson 3: Buyer Profile

Lesson 4: Geographical Targeting 

Lesson 5: Setting up Meeting 

Lesson 6: Voicemail Scripts  

Lesson 7: Voicemail Do’s and Don’ts 

Lesson 8: Captivating Emails  

Lesson 9: Email Dos and Don’ts  

Lesson 10: Social Media Connections 

Lesson 11: Buyer Mindset  

Lesson 12: 6x6x6x6x6 Predictable Prospecting System

Lesson 1: Intro

Lesson 2: Generating a CXO Target List

Lesson 3: Buying Triggers

Lesson 4: Direct Message: Pain Points 

Lesson 5: Leveraging Linkedin  

Lesson 6: Becoming an Authority

Lesson 7: Leveraging Marketing

Lesson 8: Gifting 

Lesson 9: Outreach Program

Lesson 10: Calendar Invites

Lesson 11: Direct Message: Value Propsition 

Lesson 12: Target Marketing Blueprint

Lesson 1: Intro

Lesson 2: Mindset Record Yourself

Lesson 3: Value Proposition

Lesson 4: Social Media Engagement

Lesson 5: Rule of Association

Lesson 6: Request Interview

Lesson 7: Your Headline

Lesson 8: Control the Conversation

Lesson 9: 2X Please Script

Lesson 10: Call High or Low

Lesson 11: Avoid the Voicemail Script

Lesson 12: Script Tips

Lesson. 1: Why Ask?

Lesson. 2: Why you don’t ask.

Lesson. 3: Client Resistance

Lesson 4: Quick Tip

Lesson 5: Stop Calling Them Referrals

Lesson 6: Timing

Lesson 7: Where to Find Referrals: Datamining

Lesson 8: Where to Find Referrals: Friends and Family

Lesson 9: Social Media Quick Tip

Lesson 10:  Recap. 

Lesson 11: Narrow Your Request

Lesson 12:  Quick Tip: Ask for Help

Lesson 13: Ask via Email Script

Lesson 14: Referral Request

Lesson. 15: Quick Tip: 1/Day

Lesson 16: Follow up Plan

Lesson. 17: Share on the Website

Lesson 18: Referral Ring

Lesson 19: Affiliate Programs

Lesson 20: “The” Call

Lesson. 21: Recap  and. Going Forward 

Lesson 1: Prospecting Numbers

Lesson 2: Sales Call Reluctance

Lesson 3: Cold Calling By Numbers

Lesson 4: 3 Types of Calls

Lesson 5:  Cold Calling Structure

Lesson 6: Qualify the Prospect

Lesson 7: The Request

Lesson 8: How to Sound Natural

Lesson 9: Quick Flip- ‘I am not interested

Lesson 10: Voicemail

Lesson 11:  Objections – ‘ Just Send Me The Info’

Lesson 12: Tip- Date Setting

Lesson 13: Objection- I Don’t Have a Budget’

Lesson 14: Objection- ‘You’ll Be Wasting Your Time’

Lesson 15: Objection – ‘You’re Just Trying To Sell Me’

Lesson 16: Tip – Suggest A Specific Meeting Time

Lesson 17: Objections – ‘We’re Happy With Our Current Vendor’

Lesson 18: Objection – ‘I Can Get It Cheaper’

Lesson 19: Objection – ‘I Need To Check With The Boss’

Lesson 20: Objection – ‘I’ll Think About It’

Lesson 21: Objection – ‘This Won’t Work For Us’

Lesson 22: Objection- ‘Bad Experience With A Similar Company’

Lesson 23: Objection – ‘I Feel Like You’re Pressuring Me’

Lesson 24: Quick Flip: I am too Busy”

Lesson 25: Provide References

Lesson 26: I’ll Get to You

Lesson 27: Tease

Lesson 28: Poke and Prode

Lesson 29: Wrap up and tips

22 Minute Webinar

12 Minutes