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Smarter Prospecting


21 Mar 2017


09:30:00 AM





For an industry experienced in raising the profile of organisations, people, products and services, we are often really poor at doing the same for ourselves.

Event Type: Classroom

Address: PRCA, 82 Great Suffolk Street, London, SE1 0BE

Places available: 10

Places remaining: 5

Trainer: Alison Clarke FPRCA

Image of trainer

Event Overview

This practical session will focus the mind on why it’s important to have a plan and how a sales focussed culture is critical to success. It will also look at the importance of growing existing client relationships.
Section 1 - New Business observations

  • The competitive landscape
  • Toolkit for success
  • Where new business comes from

Section 2 – New Business Strategy and process

  • Prospect targeting
  • Strategy and process
  • Prospecting messages
  • Opening doors

Section 3 – Sales Strategies

  • Building and managing a pipeline
  • Recruiting to sell
  • Selling not telling

Section 4 – Existing Clients

  • Upselling & cross selling
  • Team focus
  • Loyalty and profit

Discussion & Close