Prospecting and New Customer Acquisition

In today’s economic climate winning new customers is vital for revenue growth, yet, time and resources can easily be wasted. This workshop is designed to help you win new customers in a planned and structured manner.

By attending this workshop, you will have a better understanding of how to research and define new customer groups. You will learn how to create benefits and unique selling points to match your customer’s needs and, also, learn how to build the all important relationship.

Your organisation should gain by having a more time effective and focused approach, reducing the overall cost of customer acquisition.

The course is designed for any person in a business to business company whose objectives include finding and winning new customers.

• Prospecting plan formats.
• How to search for prospects.
• Prioritising prospects.
• Understanding their decision making.
• Understanding their needs.
• Matching needs to benefits and USP s.
• Creating and managing the meeting.
• Winning on going commitment.
• Building relationships.
• Creating momentum for the order.
  

A participative style which enables delegates the chance to work on a real target prospect and leave with a draft action plan. We will share knowledge and skills by pooling our experiences and ideas.