Winning New Business

Overview

Course duration: 1 day.

Generating new business is essential in today's increasingly competitive commercial environment. This course develops a structured approach to selling to new clients and does away with random cold-calling.

Is it right for me?

This course is suitable for anyone whose role involves researching, planning or presenting for new business from either new or existing clients.

What will I learn?

By the end of this intensive and practical course, you will be able to:

• Identify and understand the key elements required in successfully identifying, planning for and winning profitable new business
• Develop key skills to ensure your sales pipeline is always full
• Work with other key departments to ensure every available resource is maximised to secure new business

What will it cover?

Where to Find New Business and its Importance

• Where do we think new business will come from and why?
• The importance of the sales pipeline

The Strategic Approach to New Business Acquisition

• Importance of building a plan
• How to identify and research new markets
• Conducting a feasibility study/assessing business potential
• Competitor analysis and creating a competitive advantage
• Analysing existing markets and cross selling potential

Refine your Approach and Keep New Clients

• Defining your product offer and key message
• Communication channels: - corporate -marketing -sales
• Delight your prospects: -creating new ideas -approaches -actions
• Techniques for building and sustaining new business momentum