About my Telemarketing/Business Promotion Workshops- A few of my readers have inquired about my workshops and networking group here in San Francisco as well as my in-house coaching sessions.So I decided to post the information here for all to see. Not only will this give you information on the events but hopefully this posting will inspire you to develop workshops and promotional groups of your own.
First the workshops"?¦.
I started conducting my workshops years ago as a way of educating small business owners on the basics of simple cold calling techniques. I ran into more and more clients over the years needing cold calling services but didn´t know how to get the results they were looking for. A simple consultation was good for the quick fix but not effective enough (or inexpensive enough) to really help them. That´s when I decided to hold my workshops monthly at Fort Mason Center in San Francisco. This gives clients the chance to receive 2 hours of "consultation" at a lower rate than my regular in-house consultation rate. My workshops at Fort Mason Center are $75.00 pre-registration or $95.00 at the door. The classes are usually small, around 10 per class and range in industries. It´s a basic course and isn´t´ targeted to any specific industry. While the in-house courses are more expensive and expansive (they are more targeted to your industry and business and spread out over weeks). You should call for a quote as I sometimes have special promotions. Often the Fort Mason Workshops are great opportunities to network with prospects you may not get a chance to meet with. I still receive e-mails from attendees who met years ago at a session and are still doing business with each other.
This course is presented in two parts. Cold Calling Tips for Small and Mid Sized Firms, and Business Promotion Solutions for Small and Mid-Sized Firms. 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:
ï?? Telemarketing 101- the psychology of telemarketing (the myth behind the stigma) before you can make the first call it´s important to understand why we make the type of calls that we make and why most aren´t effective.
ï?? 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
ï?? 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.
ï?? 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.
ï?? Target Marketing 101- knowing your market-This is important because before you can sell your product or services, you need to know who´s wiling to buy it. This topic covers how to develop your current market and create new ones.
ï?? 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.
ï?? 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.
ï?? Role-playing exercises-These exercises offers practical real-time scenarios to help get you ready to make the first call.
ï?? 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.
ï?? 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.
ï?? 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.
ï?? 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.
A few months ago I came to the realization that cold calling alone wasn´t enough to really promote a small business effectively. Today´s entrepreneur needs a better way of getting the word out about their services and so I developed Part Two of my series.
Part Two: Business Promotion Solutions for Small and Mid-Sized Firms
ï?? 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.
ï?? 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
ï?? 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.
ï?? 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
ï?? 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.
ï?? 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.
ï?? 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.
Finally, after surviving one of the worst economic periods in recent history, small businesses were hungry for new ways to promote their services and avoid more economic hardships. Many of my own clients expressed a downturn in their business and were looking for a new way to meet prospective clients. And so the third part of my education series was created"?¦.
And now the Networking Group….
Something to Share Business Resource Group
The premise behind Something to Share Business Resource Group is to help small and mid-size firms find resources and information to help their business grow. As a small business owner you probably spend a great deal of time, energy, money and resources just to remain solvent. And you´ve probably had varying degrees of success and failure in keeping your business growing strong. After speaking with a number of my colleagues, I realized that what I and many other entrepreneurs need is information, ideas, resources, referrals and above all, support. This is a cost effective way for prospects to network in a targeted manner. Instead of a room of 50-100 business owners vying for your attention, I limit the attendees to 10-20 "targeted" prospects. Each attendees fills out a questionnaire of the services or resources they need, including referrals, office space, financial support etc. We meet monthly and have a rotating membership allowing for multiple networking opportunities, again with a targeted group. It´s a pay as you go plan so instead of paying $300-$500.00 per year (expensive for a lot of small businesses) and feeling an "obligation" to attend each meeting, attendees are encouraged to come to as many meeting as they like. To allow for optimum networking opportunities I hold all three functions on the same day.
Fort Mason Center Room C210 415-441-3400 Please RSVP-Limited Seating. To register contact me at 415-267-4872 or e-mail firstname.lastname@example.org
Date: Wed 2/22/06
I hope you join me for one or all of my events and more importantly,I hope you get some ideas on hosting your own networking function or workshop.
Don´t live in San Francisco? No problem, I often travel throughout the country for in-house coaching sessions. Call for a quote.
Pre-registration is strongly recommended. For a registration form you may contact me at:
Tony Wilkins is the author of "Telemarketing Success for Small and Mid-sized Firms available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at email@example.com or phone 415-267-4872 .If you´d like to be notified of a new posting for this column ,please contact Tony Wilkins at firstname.lastname@example.org