New clients are the bread and butter of any successful financial services business. Converting prospects into new clients, however, is far from simple in a market that is becoming increasingly crowded and competitive.
Power Prospecting is a program designed and delivered by Clifton Warren. It is a highly participative, interactive workshop designed for insurance, banking, wealth and finance professionals. It focuses on filling your sales pipeline with high potential prospective clients and converting them into sources of profitable new business revenue.
Participants will see significantly improved results and outcomes.
You will learn how to:
Secure meetings with high potential prospective clients
Conduct a winning new business discussion
Follow up and nurture prospects who are not yet ready to buy
Overcome the most common buying objections
Powerful and proven techniques to find and attract prospects from a variety of sources
Get and use referrals and introductions
Build and maintain an overflowing sales pipeline filled with high potential prospective clients.
The program is 25% lecture, 60% interaction and real-world scenarios and 15% debriefing.
In a safe but challenging environment, you will master the conversational techniques that will be immediately useful in working with your business development. The approach focuses on the words, questions, phrases and listening skills used in prospecting and involves extensive role-playing and testing.
Pre-course preparation materials, to make sure you can identify your ideal prospects
Program materials, including scripts, questions, checklists, worksheets and a personal action plan
During the workshop, you can sit in the ‘hot seat’ and either practise your own responses or try out your toughest objections on Clifton and learn from his responses
You’ll also be able to observe the ‘hot seat’ and learn from a safe distance
There’ll be opportunities to practise in smaller learning teams within the larger group
The workshop includes a 30-day period of email questions you can direct to Clifton’s personal email address and receive answers within 24 hours.
You can use this to practise before a sales call, debrief after one or simply continue to hone your skills.
You’ll discover how to:
Be positioned as the go-to person in your niche markets
Use a variety of techniques to find and attract high potential clients
Design and execute your prospecting action plan
Obtain and prepare for meetings with prospective clients
Conduct a new business discussion, including: what to say after ‘hello’; how to qualify clients and define their needs; the best ways to handle and counter objections
If you want to discuss your business or learn more about how we might work together, feel free to contact me.