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How To Engage and Position During Government Prospect Meetings
Course Number: Gov 215
Format: webinar recording
Duration: 60-90 minutes
Presenter: Joshua Frank
NCMA Certifications: 1 CPE
APTAC CPP Certification: 0.5 ATC
APTAC CPP BOK: C.21 Marketing to Government Agencies (Core)
An educational, fast-paced, high-energy and thought-provoking session on how to approach the first meeting with a prospect. If you and/or your employees are often fearful or uncertain when meeting prospects, this session is guaranteed to give you a new sense of confidence. This session is designed to be impactful and for many, will realign your expectations of what to actually focus on during an initial prospect meeting. . . because it’s NOT about making a sale or discussing your socio-economic status. We will discuss pre-meeting activities, including research and planning; how to facilitate the onsite meeting with your prospect; how to control the direction of the meeting, prioritizing your meeting objectives; and how to successfully follow-up. Everyone tells you to bring a copy of your capability statement or marketing slick – don’t. Everyone tells you to introduce your company by including your socio-economic status – don’t. We’ll explain why during the session.
This is more than a general or abstract discussion. This session is designed to accelerate your confidence and your ability to position with new prospects. A core objective of this session is to help you differentiate from your competition while simultaneously collecting information and intelligence necessary to building competitive advantage.
Target Audience: Small business sales, marketing, and management