Prospecting: How to Get a First Appointment with a Dream Client

Presenter: Jim Rogers and Anthony Fasano, PE

Target Audience: Seller-Doers, Account/Project Managers, and BD/Marketing Professionals

Goal: Learn and apply the strategies on creating your personal marketing plan

Duration: 1 Hour

Your list of prospects is worthless if you can’t get appointments to meet with them. To get meetings, you’ll have to overcome barriers such as steely gatekeepers, spam filters, and your own inertia.

Learn high success tactics that allow you to break down walls, cut through the noise, and get someone’s attention...without annoying them.

You’ll also learn strategies for overcoming disappointment and being tenacious in the face of rejection—and there will be rejection.

Learning Objectives: The purpose of this module is to guide you through on how to set appointments with decision-makers and people of influence in your network. In this module, you will learn how to:

• Select strategies to reach contacts,
• Execute strategies for getting in front of clients, e.g., referrals and phone calls for appointment setting,
• Quickly build rapport and trust with clients, and
• Overcome inertia and other barriers to success.

WHAT ACTUAL CLIENTS ARE SAYING

“Jim had some good pointers on how to name drop when cold or warm calling a potential client.”—Donald

“I enjoyed the information behind which outreach method is the best.”—Lance

“Appreciate the tips on how to ask for referrals— great info!”—Jennifer

“I got some good takeaways from this presentation that I can put into practice this month. Good job!”—Chris

“Well organized and information very well put together.” — Lucas 

“I thought the explanations for what to say and what not to say during "cold" and "warm" calls was well thought.  Some of the "do nots" were helpful.” — Nicholas

“The presentation was clear and helpful examples were given.” — Erica 

“This will definitely help me in my efforts as I begin marketing the firm and making connections beyond my exchanges at networking events.” — Adam 

“Very informative and thorough.” — Jesse