Designed to give you step by step help specifically designed for your market. And while face to face sessions are typically more effective we can offer you the help you need on line or via telephone. Sign up for a coaching/consulting session just $225.00 per hour. This is an opt in program so be sure to contact Tony Wilkins to book your session.

 

Each course can be taught as a stand alone class but is more effective when purchased as a complete sales/marketing/business development program. The topics covered include the following;

 

Part One Cold Calling Tips-covers the basics in cold calling including:

 

Ø       Telemarketing 101- the psychology of telemarketing (the myth behind the stigma) before you can make the first call its important to understand why we make the type of calls that we make and why most aren’t effective.

 

Ø       Effective scriptwriting-While my technique tends to shy away from actually using a script (they are not effective) having a”guide” to help you reach the objective of the call is important. My scriptwriting techniques show the importance of asking probing questions as well why too much info over the phone is never a good thing

 

Ø       Setting quality appointments-Most sales professionals will agree that a quality appointment is almost a guarantee of sale. Learn why most telemarketers and sales people don’t set good appointments.

 

Ø       Gathering info or Lead Generation-The appointment you set is only as good as the info you gather. The more info you can gather from the prospect the better the appointment the surer the sale.

 

Ø       Target Marketing 101- knowing your market-This is important because before you can sell your product or services, you need to know who’s willing to buy it. This topic covers how to develop your current market and create new ones.

 

Ø       Making that first call- getting past the gatekeeper-Now that you know what it will take to set up a good appointment, it’s time to make that first call. But this isn’t as easy as it sounds. Before you can speak with the decision maker you must get past his assistant-the gatekeeper. Find out how to speak to the right person without alienating his/her secretary in the process.

 

Ø       Effective closing techniques-Closing an appointment is just as important as closing the sale. But before you can do that you need to know how to close.

 

Ø       Role-playing exercises-These exercises offers practical real-time scenarios to help get you ready to make the first call.

 

Ø       Cross selling techniques-This is an important component to cold calling because it offers the opportunity to sell more of your product to the same prospects. Learn how to cross sell your products effectively while the prospect is still on the phone.

 

Ø       Overcoming call reluctance-Everyone has call reluctance even the most seasoned phone pros. The exercise to overcome this sales mishap encompasses creative visualization and new ways to look at the phone call. Learn the secrets to overcoming your call reluctance forever.

 

Ø       Achieving goals and setting up a filing system for leads-Organization and having a clear goal in mind are key to any marketing campaign. The number one mistake that most sales people make is neglecting to follow up on leads. Learn some simple tips to insuring that you not only meet your sales goals but exceed them.

 

Ø       Finding call lists that cost next to nothing-Growing firms have limited financial resources to begin with. And yet too many firms spend thousands a year on direct mail and calling lists that could have been obtained for free or for a nominal fee. Learn who has these lists and how to get them.

 

Part Two: Business Promotion Solutions for Small and Mid-Sized Firms

 

Ø       Become your own Promotions Dept-Developing a strategy for promoting your service or product can be inexpensive as well as fun. Learn how to be your own promotions expert and book speaking engagements and writing assignments, garnering more PR than ever before.

 

Ø       Creating a need for your product or service-Prospects only buy what they really need or want. This sounds simple but determining and anticipating what potential clients might want can be a challenge. Learn some easy ways to create a need for your services without breaking the bank

 

Ø       Marketing yourself as an expert-Don’t think of yourself as an expert? Guess what? You are!! Marketing yourself as an expert can lead to new opportunities like radio and television guest appearances and writing assignments for major magazines and newspapers.

 

Ø       Making money as a paid speaker/lecturer-Paid speaking engagements are a great way of increasing your income while generating new clients. Learn how to get booked and with which organizations

 

Ø       20 cost effective tips for getting your name in front of your target audience-Promoting your business is about getting your name and services in front of as many people as possible. Some tips include booking speaking engagements with the SBA/Learning Annex/Fort Mason Center/SBDC and In-house coaching sessions while others involve direct mail campaigns. Here are helpful tips to get you started.

 

Ø        Direct mail designed to increase sales (hint: more effective than business cards)-Networking is a big part of promoting your business. Every month, there are many networking opportunities available to small and mid-sized businesses that are low cost and sometimes free!! Find out how and where they are.

 

Ø       Creating a buzz about your firm through the written word-Newsletters, blogs and articles are great ways to reach new audiences and more potential clients than ever before.

 

Part Three: Small Business Tips: 30 Ways to increase Profits in 30 days     

 

This innovative workshop is designed to refocus your marketing and sales efforts to generate more sales in a very short amount of time. This new workshop hosted by noted author/columnist and entrepreneur, Tony Wilkins features smart easy to follow, cost effective tips for closing more sales than ever before. If you're like most small business owners who need to bring in sales sooner rather than later, take advantage of this workshop.

Ø       Writing for profit

Ø       Closing hard to close deals

Ø       Mining databases for prospects

Ø       Making big money as a lecturer and teacher

Ø       Making profitable contacts thru non-profits

Ø       Powerful, innovative networking Ideas

Ø       Bringing in the money without spending a fortune

Ø       Advertising and PR on a small budget

Ø       Developing new markets for big profits

Ø       E-mail and Direct mail tips

Ø       Power Referrals-How to get them and how to make them work

Ø       Asking for referrals and more business

 

Part Four: Customer Service

 

Ø       Retaining Customers/customer loyalty thru brand recognition

Ø       10 mistakes customer service reps make

Ø       Cross selling while servicing your customers

Ø       Handling difficult customers