The Graduate
School of Banking at LSU Webinar Series
Session 1: October 19, 2009 10:00 AM Central/ 11 AM Eastern
Topic: A Focused Approach to Relationship Development
Program
Description: In this 60 minute webinar we will discuss:
·
The difference between reactive and proactive selling
·
How to generate more qualified leads from business
customers
·
What small to mid-sized businesses value in banking
relationships
·
How to identify opportunities in your customer base
·
Building a profile of the best prospects in your market
·
Doing your homework on the industry and the business to
prepare for first meetings with prospects
·
Proven techniques for getting first appointments
·
Preparing for the most common objections in setting up
appointments
Session 2: 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.”
