Finding and acquiring new customers
Effective & practical methods of acquiring new clients
Individual in-house training:
We also offer this seminar “Finding and acquiring new customers” as an in-house training for your company. In this case, we will tailor the content to your specific needs and to the requirements of the target group.
Also this seminar topic we offer in more than 40 languages.
Training goals:
Systematically prospecting, identifying, finding and acquiring new customers constitutes one of the most important sales activities. However, not every successful sales professional is a proficient prospector. Particularly cold-calling new customers often presents a significant hurdle.
This intensive training teaches participants how to actively prospect, identify and acquire new customers. Participants learn and rehearse effective techniques for cold-calling and new client acquisition.
Target group:
Employees responsible for finding and acquiring new clients and expanding their client base. Employees new to client acquisition will learn fundamental skills, experienced professionals will learn advanced techniques and refine their skills.
Seminar contents:
- Developing an acquisition strategy
- Classifying target customer groups
- Effective prospecting and cold-calling
- Successful strategies for first-time calls
- Overcoming gate keepers and reaching the target contact
- Overcoming initial client reservations
- Effective techniques for first-time discussions
- The legal framework for cold calling
- Avoiding pitfalls in new customer acquisition
Methods:
- Systematic and immediate input by the trainer
- Practical and activating exercises (partly video based), Role plays, Analysis and Feedback
- Single and group work: e.g. developing an example script for a first-time phone contact
- Work on participants cases, if requested
- Flip-Chart journal