Focus: Branch managers and business bankers
Main Messages: The best strategies for drawing new clients to the bank are community-based networking and referrals from Centers of Influence. The best approaches to prospects are based on trigger events that are meaningful to the prospects.
Learning Points: Participants learn how to
- Incorporate prospecting and networking into their day-to-day activities
- Focus their prospecting efforts on “high percentage” business types
- Use First Research and other resources to choose and use trigger events in their approaches to prospects
- Generate higher levels of prospect interest and trust during banker approaches
- Articulate their banks’ distinctive strengths for a particular prospect
- Engage prospects to continue discussions when prospects initially decline invitations to meet
- Develop more and more productive COI relationships
- Network MUCH more effectively at business events
- Work with, through, and (if necessary) respectfully around gatekeepers
Delivery: Pre-work, one-day classroom session with eight 30- to 60-minute Field Sales Meeting learning activities that follow the classroom session.
