Modern
Prospecting Methods
| PROGRAM CODE |
SPMPM-1 |
| PROGRAM DURATION |
1 day: 8:30 a.m. - 4:30 p.m. |
| WHO SHOULD ATTEND |
Salespeople and Sales Managers of all experience levels |
| PROGRAM OBJECTIVES |
- Motivate participants to prospect for new customers by
understanding HOW and WHY
- Provide salespeople with modern and effective prospecting
methods
|
| PROGRAM CONTENT |
- Where does business come from?
- Who and where are the buyers?
- Why we NEED to prospect
- Formulae for determining the number of prospected customers vs.
walk-in customers required to meet monthly and annual sales
forecast
- Types and methods of prospecting
- Why cold calling doesn't work
- Getting organized: Owner Records / Owner Follow-Up
- Mailing and road visits
- Personal newsletters
- Mining the dealership's "orphaned owners"
- Mining the dealership's service department customers
- Effectively mining current relationships
- Networking within the community
- Sponsorship prospecting
- Classified advertising
- Direct mail and e-mail advertising
- Web site advertising
- Creatng your own web site
|
| INVESTMENT INCLUDES |
- $325 / Participant (group rates available)
- Comprehensive text-based manual
- Owner Record and Owner Follow-Up forms
- Personal Newsletter example
- Coffee, tea, refreshments
- Lunch
|
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CLOSE OF THE
MONTH 
