High-Impact Prospecting and Networking

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Business Issue - One of the greatest challenges and highest priorities financial organizations face is proactively capturing business from the commercial market. These new business relationships are established by building a network of centers of influence and through the prospecting efforts of an organization. Relationship managers must be highly skilled in identifying key centers of influence, targeting valuable prospects, and converting calls into appointments to be most successful at commercial sales.

Omega Performance’s Solution - High-Impact Prospecting and Networking is a one-day workshop that enables relationship managers to establish a customer acquisition strategy in which they build a strong network of centers of influence and prospects. As a result, relationship managers increase the number of business leads they acquire. Relationship managers learn to apply Value Statements when recommending the organization over its competitors and to make appointments by following an effective telephone call process.

What Is Included

High-Impact Prospecting and Networking is designed to make calling on new business prospects more efficient and productive. Relationship managers create effective customer acquisition strategies to build a network to obtain leads while targeting a list of prospects that is based on industry segments. The workshop is activity-based learning in which participants engage in skill practices and apply real work scenarios.

Upon completing High-Impact Prospecting and Networking, relationship managers are able to:

Demonstrate a Value Statement to use with centers of influence and prospects
Apply planning tools and practice to improve the effectiveness of customer acquisition
Contact centers of influence and prospects with a compelling reason to meet for an appointment
Develop an action plan for on-the-job application

Delivery Options

High-Impact Prospecting and Networking is a one-day workshop conducted by an Omega Performance consultant or bank leaders who have built their skills and confidence by completing Omega Performance's leader training. Maximum attendance is 12 participants.

Results You Can Expect

High-Impact Prospecting and Networking helps your relationship managers:

Build a network of centers of influence to obtain qualified leads
Target a list of prospects that is based on industry segments
Create effective Value Statements that show your organization is superior to its competitors
Call with a compelling reason to capture the appointment
Maintain a strong pipeline by continually engaging in Centers of Influence activities

Who Should Be Trained

High-Impact Prospecting and Networking is for your organization's relationship managers who have responsibility for commercial and business customer acquisition.

Prerequisites

There are no prerequisites for High-Impact Prospecting and Networking. Relationship managers are asked to bring a current list of centers of influence and prospects to the workshop.