Cold Call and Email Prospecting

Easily fill your sales pipeline with high quality new customer and client appointments when you apply these proven prospecting strategies and tactics.

Masterclass run and presented by Mike Kingston FInstSMM

  • London – Tuesday 21 November 2017
    Woburn House Conference Centre, Tavistock Square. 09.30am – 12.30pm
  • West Midlands – Wednesday 29 November 2017
    Cranmore Conference Centre, Solihull. 2.00pm – 5.00pm

    Booking available soon…


 

This proven, three-hour, in-company master class teaches your sales team cold call and email prospecting strategies and techniques that can easily double* your teams new sales appointments.

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“Just brilliant.”  John Bennett, Director, Bennett Engineering
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Does your team find email and cold call prospecting challenging?

  • Do they say cold prospecting doesn’t work, when you know it should?
  • Do they often fail to get meetings with desirable, high value prospects?
  • Do their prospecting emails fail to stimulate positive responses?
  • Do they need to get more appointments with the senior decision makers?
  • Do they get blocked by receptionists, secretaries and other gatekeepers?
  • Do they face constant rejections and need proven ways to capture interest?

How this master class helps your team win qualified sales appointments

  • It significantly increases appointments using a proven referral approach
  • Achieves immediate ‘buy-in’ with a compelling opening statement
  • Overcomes rejections and objections using three classic techniques
  • Turns requests for your brochures and literature into sales visits
  • Helps to steal key customers from competitors, even from market leaders
  • Persuades gate-keepers to connect you with their boss
  • Closes for an appointment with soft, non-pressure requests
  • Builds eight times your future sales opportunity with “…one last thing”

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“At Perfect Persuasion we specialise in generating new business leads and qualified appointments for our clients. It’s no exaggeration to say that Mike Kingston’s cold calling seminar has made a huge difference to our success. We now achieve a far higher conversion rate and book many more appointments for our clients.”

Lisa Norton, Proprietor, Perfect Persuasion
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What to expect from this master class

The master class teaches a professional soft-sell prospecting approach, for business
-to-business selling, targeting senior decision makers (no hard sell or tricks).
The selling style is consultative, designed to build customer confidence and
a long-term relationship.

Mike shows your team how to engage potential customers in the first few seconds
of a call and turn-around the most common rejections, “We’re happy with our present supplier”, “We don’t plan to change” and “We do that ourselves”.  Mike also demonstrates
a simple technique that turns the request, “Send me a brochure” into a continuing,
positive discussion.

They also learn how to fill your prospect pipeline with up to eight times as many
genuine opportunities for future follow up.

The good news is that your sales teams don’t need to be super salespeople to be effective prospectors. When they follow the proven strategies and techniques taught in this master class, they are guaranteed to increase their new customer appointments.

Reaching senior decision makers

It’s easy to get appointments with lower level staff, unfortunately, they can’t make
a buying decision. This master class shows your team proven email and cold call
strategies and techniques that get them their critical first meeting with senior
decision makers. And it’s a lot easier than they might think.

Breaking into your competitors’ high value accounts

These same prospecting techniques are particularly effective at winning your
competitors’ valued accounts. Your team learns approach strategies that
encourage decision makers to consider you as an alternative or complimentary supplier.

Over 26,000 businesses have benefited from my training,
50% have come back for more!

Over 26,000 delegates have already attended one of Mike’s sales seminars, many
from the top 1,000 UK companies. Over half of the bookings are from businesses that
have previously attended one of Mike’s events, so you can be confident that this training delivers results. A significant number of these companies are members of a Chamber
of Commerce (including Manchester) and the EEF.

Attendees include sales staff, sales directors and account managers, directors and owners
of smaller businesses, as well as consultants and professionals who are tasked to win new customers or clients. Previous delegates represent IT, engineering and manufacturing companies, service industries, professional and technical services, financial and commercial services, legal and accountancy.

What delegates said and achieved

“Immediately got appointments”
“We changed to Mike’s ‘valued outcome’ approach for our email marketing campaign
and immediately got appointments with two very large customers. It really does work.”
Keith Hodgkinson, Business Development, Contract in Print

“80% more meetings with decision makers”
When I applied the cold call techniques taught by Mike in the cold calling seminar,
I achieved 80% more meetings with decision makers from the same number of calls.”
Judy Lund, Director, Arctic Fox Dry Ice Cleaning

“Huge difference to our success”
“At Perfect Persuasion we specialise in generating new business leads and qualified appointments for our clients. It’s no exaggeration to say that Mike Kingston’s cold
calling seminar has made a huge difference to our success. We now achieve a far higher conversion rate and book many more appointments for our clients.”
Lisa Norton, Perfect Persuasion (Telemarketing agency)

“Already setting up more appointments”
“Your cold calling master class was fantastic and I am already setting up more
appointments. Thank you very much and I hope to see you on the next event
very soon.”
Claire Youd, Business Development Manager, Search Consultancy
(One of the UK fastest growing recruitment consultants)

“My biggest deal to date, started with a cold email”
“Mike took a (let’s face it) boring product and demonstrated how to get people to tear
it out of your hands – hell I would have bought one!! After that seminar, I focused
on valued outcomes and I have never looked back. My biggest deal to date, started
with a cold email, was £5.6M, enough said!”
Claire Dyson, Senior Business Development Manager, MWB Business Exchange

“Inspired”
“I have attended two of Mike’s seminars and was inspired by both. Fundamentally,
he knows what he is talking about and presents his ideas and experience in a very straightforward and to the point manner. I have experienced results from the practical application of his ideas. I would recommend his services to both new and experienced
sales professionals.”
Mark Whittaker,  Business Development Manager, Integral UK Limited,
(National facilities management specialists)

“I left on a high”
“This is the third Mike Kingston seminar I’ve attended and yet again left on a high
– super keen to get cracking with all the new skills I’ve learnt – thank you!”
Michelle Leggatt, Mindworks Marketing