This seminar provides essential strategies for successfully prospecting and securing meetings with decision-makers at on- and off-premise retailers. Speaker Jacki Hannon covers the critical aspects of identifying key decision-makers, explains the number of touches or interactions it will take to reach a decision maker, describes how to master cold calling and email outreach, and provides tips for making a strong first impression during in-person visits, including the impact of leave-behinds. Learn how to effectively combine multiple communication channels and use customer relationship management (CRM) tools to stay organized and persistent in follow-ups. Additionally, this seminar provides quick tips for conducting needs assessments and handling common objections, ensuring you’re equipped to build strong relationships and close more deals. Listen to gain actionable steps you can apply immediately to enhance your prospecting efforts and boost sales.

Learning Objectives:

• Identify Key Decision Makers: Understand who the primary decision-makers are in bars and grocery stores, such as owners, managers, or buyers
• Overcome Access Challenges: Learn quick strategies to gain access to busy decision-makers, focusing on bypassing gatekeepers
• Master Cold Calling and Email Outreach: Get essential tips for making effective cold calls and crafting compelling, attention-grabbing emails
• Make a Strong First Impression in Person: Learn key best practices for in-person visits to ensure you leave a lasting, professional impression
• Persist with Follow-Ups: Understand the importance of follow-ups and how many attempts are typically needed to secure a meeting
• Utilize Multiple Communication Channels: Combine phone calls, texts, emails, social media, and in-person visits to build relationships with decision-makers
• Leverage CRM Tools for Efficiency: Use CRM tools to track interactions and manage follow-ups, ensuring consistent and organized communication
• Conduct a Quick Needs Assessment: Learn how to ask the right questions to quickly uncover the decision-maker’s needs and align your pitch accordingly
• Handle Common Objections: Gain strategies for responding to common objections like budget constraints or brand loyalty, ensuring you’re prepared to handle resistance