Generating Leads and Qualifying Consulting Clients

How do you find Clients?  How do you get them to engage with you and buy your services?

In today’s business climate, everyone has to do more with less. As a consequence, calls and emails are not returned. And the few contracts that are available are at substantially lower rates.

It is no more business as usual. You cannot wait for the phone to ring anymore. You must learn how to find potential clients and then to qualify them.

Join Mike Johnson on October 23 at 8:30 AM in our webinar presentation.  Mike will show you how to network, find your clients, and sell your services.
 
Mike Johnson earned the Chairman's Award from Jack Welch while selling for GE.  He has taught sales for HP, Cisco, General Electric, small startups, and first time entrepreneurs.  Mike has a Masters in Electrical Engineering.

Optional Pre-Work
We will email Pre-Work (homework) to registered attendees for you to (optionally) perform before the webinar.  The worksheet for this homework is the WIIFM: What's in it for Me.  Doing this exercise in advance will help you receive more value from your participation.

Questions during the webinar are encouraged.

Webinar Agenda

1. What to say: Crafting an elevator pitch that gets results
    a. Designing and delivering an elevator pitch that generates interest
    b. How to turn that interest into an appointment
    c. Listen and practice.  Mike will role play with several attendees

2. Best Networking Venues and what to do when you arrive
     a. Making a list of the best networking venues for your business
    b. Listen and practice working a room to find potential clients and referrals.  Mike will role play with several attendees

3. Elements of your first meeting
    a. Rapport building - Listen and practice.  Mike will role play with several attendees
    b. Setting the SBA (Seller-Buyer Agreement)
        i.  Listen and practice. Mike will role play with several attendees
        ii. Setting the ground rules for the proposal

4. Qualifying potential clients
     a. Qualifying for Need, Budget and Decision process
    b. Listen and practice each step.  Mike will role play with several attendees

Before you leave, you will:
• Craft and practice your unique elevator pitch
• Have a list of networking venues and know how to work a room
• Understand how to qualify prospects
• Learn and practice an effective call script to get appointments

Format:
Webinar - You can participate in our webinar by purchasing the appropriate ticket above.  Webinar participants will see PowerPoint slides on their PC screens.  You will hear real-time audio from the presenter and audience through your PC speakers or headset.  Webinar participants may ask questions via text chat. If you wish to volunteer for interactive roleplay, you will need a microphone for your PC.

Testimonials From attendees at Mike's sales training seminar for us in September:

• "Opened my eyes to why my sales are failures" (Anonymous)
• "Lots of great info on mastering/controlling customer interactions" (Steve Leibson)
• "This seminar offered excellent insights into the sales process" (Forrest Wunderlich)
• "These are the methods that work!" (Carl Angotti)
• "Mike Johnson is a stellar sales trainer - essential training for ANY consultant." (Steve Leibson)

This event is co-sponsored by the Santa Clara Valley Section of IEEE and the IEEE-Consultants' Network of Silicon Valley (IEEE-CNSV).

Refund policy:
You may request a refund up to 3 days before the event.  Click here to request a refund