A training course which helps professionals to secure meetings with target clients.

Why meet prospective clients?

Professional services organisations, large and small, are establishing mid-market targeting programmes. Such programmes call for a significant financial investment and command large amounts of partner and senior manager time. At some point in the programme, it is vital for organisations to meet senior people from target companies as a means of starting a personal relationship. However, any respectable target company with the right attributes will already be targeted by professional services organisations from all levels of the league table, which will mean having to compete for diary space.

Some organisations rely upon gradual marketing campaigns to build a natural relationship, whilst others believe it is essential
for partners to instigate target meetings as early as possible. Either way, professionals tend to find the prospect of making calls
to strangers uncomfortable or time consuming and the business of meeting target companies can receive less attention than
it deserves.

How can we help?

Securing Appointments is a brief but very practical half-day training course designed to help professionals improve their success rate in securing meetings with target clients. The session looks at:

• the reasons why call-making is important;
• making a call plan;
• reaching the right person;
• how to be more persuasive;
• dealing with objections; and
• employing tactics which can help in difficult situations.

How will you benefit?

The course helps professionals to reach the initial stages of a relationship with confidence. Organisations will see a marked
improvement in the return on investment made in a targeting programmes and business development initiatives.

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