November 16, 2009 10 AM Central/ 11 AM Eastern
 
Topic: Targeted Prospecting Without Cold Calling
 
Program Description: In this session we discuss:
·           Three approaches to prospecting
·           Developing and demonstrating a compelling value proposition
·           Building more referrals from satisfied customers
·           Targeting niches
·           Realistic objectives for first calls on prospects
·           Improving the questions you ask
·           How to identify and develop a range of needs by focusing on business operations
·           Transitioning to financial operations
 
Target Audience: Bank Management, Commercial Lenders, Small Business Bankers, Branch Managers calling on small businesses, Cash Management Specialists, Business Development Officers and their Sales Managers
 
Presenter: Kevin Strickland, MZ Bierly Consulting, Inc.
 
Cost: The cost is $225 per line for each of the live webinars. You can have as many people as you like viewing the webinar at each location.
 
As part of the series you will receive:
·        Copies of the presentation
·        30 days of access to the recorded version of the webinar
·        Sample Call Plan Templates and Account Plans
·        Telephone scripts
·        Sample Target Profiles for business and commercial customers
·        Other tools to assist you in your business development efforts
 
To Register: You can register online at http://mzbierlyconsulting.webex.com or call Whit Midkiff at 727-741-0766 to sign up for individual sessions. We accept Visa and MasterCard for online payments. We do offer discounts for 3 or more lines from the same institution. If you can’t make the live sessions, a recorded version will be available 24 hours after the live webinar.
 
Questions? Call 727-741-0766.
 
The final session in The Graduate School of Banking at LSU Webinar Series is on January 12, 2010 and is entitled “Strategies for Prospecting Deposit-Rich Relationships.”