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Why Take this Program?
Because You have to Prospect. It’s that Simple.

Whether you are seeking your next job or next customer, everybody has to prospect. Prospecting is the CONTINUOUS activity of exploring for and qualifying NEW PEOPLE to meet and talk with concerning your business. It’s also the weakest link in the sales and job-hunt process.

Drawn from Prospect & Flourish (curriculum he originally developed for the insurance industry), Keith Luscher’s intensive, three-hour "bootcamp" will help you grow your business and/or career by teaching you how to:

   
Keep your pipeline full by identifying prospective clients or employers more quickly and with less frustration.
   
Overcome your FEAR of prospecting, and become a networking maven!
   
Learn a simple technique that neutralizes call reluctance and increases your rate of follow up success.
   
Network more effectively through centers of influence and your personal board of advisors.
   
The simple secret to building your brand—it’s not as complex as it seems!
 

 

The 40-page Workbook Also includes practical tools to help you prospect, including:

  • Template to develop your block schedule
  • Worksheet to identify Centers of Influence as well as potential Advisory Board members
  • A step-by-step guide to acquiring introductions from contacts and clients
  • Advisory Board Meeting planning guide
  • Your Value Proposition Development worksheet
  • An introductory letter template for “wedging” your foot in the door
  • Your Callback planning worksheet (so that you call when you say you will)

Plus, a complete, live presentation from Keith Luscher is captured on two audio CDs for ongoing review and independent progress.

01 Introduction
02 What is Prospecting?
03 What Makes a Prospective Employer?
04 The Prospecting Enigma
05 Take 2 or 3 Nuggets...
06 Why Don't We Prospect?
07 Social Media Role
08 Panning for Gold
09 What is Networking?
10 What Networking is NOT
11 The Two Faces of Networking
12 Building Your Brand: Who Knows YOU?
13 If You Don't Have a Photo, Get One!
14 Building Relationships
15 Social Mobility
16 Share Your Expertise via Writing and Speaking
17 Centers of Influence
18 Profile of a Center
19 You Can't Beat a Referral...or Can You?
20 Kill Two Birds with One Testimonial
21 Introductions through Centers of Influence
22 Triggers: Big Payoffs with Small Talk
23 Your Personal Board of Advisors
24 Successful Board Meetings
25 Strategic Alliances
26 First Half Wrap-Up
01 Regroup: Focus Beats Brilliance
02 Introduction to Wedge Strategy
03 The Problem of Getting Your Foot in the Door
04 Finding the Decision Maker
05 Wedge Strategy Overview
06 The Value Proposition...What Is It?
07 Business Journals
08 Prospecting with White Papers
09 The Path of Least Resistence
10 Make Following Up Easier
11 Why the Wedge Strategy WORKS
12 Social Media Introduction
13 What has Fueled the Growth of Social Media
14 How Does Social Media Help Us Prospect?
15 Serve Your Prospects
16 The Most Common Mistake in Social Media
17 To Sell Yourself, Give of Yourself
18 LinkedIn
19 LinkedIn: Three-Tier Connections
20 Facebook
21 Twitter
22 Twitter: Avoid the Twitter Trap!
23 Some Twitter Terms
24 The 12 Laws of Social Media Prospecting
   

 

© 2010 Keith F. Luscher • Voice (614) 205-0830 • keith@prospectingweekly.com
Events

Tuesdays: 1 - 4 p.m. EST
Wednesdays: 9 a.m. - 12 p.m. EST