Customer Acquisition and Prospecting
The structure that fills the pipeline.
Programme overview.
Takes the guesswork out of prospecting. Focuses on target market definition, ideal customer profile, channel selection and how to write first-contact messages. Cold calling, LinkedIn, email and referral channels are practised hands-on.
Why this training?
Most salespeople don't complain about 'not finding enough customers' — they complain about 'calling the same customers over and over'. The problem isn't the channel, it's the missing system. This programme turns how many new contacts per week, from which source, with which message and at which follow-up cadence into a written routine — driven not by inspiration but by the discipline of a 9-11am prospecting block.
The backbone of the programme.
Ideal Customer Profile (ICP)
A target segment clearly defined by industry, revenue, headcount, geography and trigger event (new investment, new director, tender). A contact outside the ICP is an hour lost.
Multi-touch Cadence
6-8 different touches to the same target within 10-15 working days (call + email + LinkedIn + voicemail). Response rate is 2% on a single touch, 18% with a cadence.
The First Sentence Principle
The first 8 seconds of a cold call and the first line of an email are decisive. Open not with 'let me introduce myself' but with a context or trigger event specific to the person.
Gatekeeper Management
Positioning them as a resource, not an obstacle. Techniques for getting through with the right name, the right time and the right reason.
Field example.
We worked with a field rep opening a new territory at Berner France. In month one he had booked 4 appointments. We narrowed the ICP to 'construction sector, 20-80 employees, fleet renewed in the last 12 months' and set up a weekly 3-hour prospecting block plus a 5-step LinkedIn + phone cadence. By the end of month 3 he averaged 7 qualified appointments per week; by month 6, territory revenue was up 42%.
By the end of the training, the participant will:
- 01Define your own Ideal Customer Profile (ICP)
- 02Establish a weekly prospecting routine
- 03Write effective cold call and email openers
- 04Use LinkedIn as a sales tool
Programme flow.
- Target market analysis and ICP
- Channel mix (call, email, LinkedIn, referral)
- Writing the cold call script
- Principles of grabbing attention in the first sentence
- Live calling practice
- Getting past the gatekeeper
- Designing the follow-up sequence
- Measuring appointment conversion rate
Minimum 2 days
Turkish / French / German
Live calling practice, Script writing workshop, Individual coaching
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01Completed ICP canvas
- 02Cold call script tailored to your industry (2 versions)
- 038-step multi-channel cadence template
- 04Weekly prospecting block in the calendar
Target participants.
- Field sales representatives
- Inside sales / SDR teams
- Managers opening a new territory
- Entrepreneurs
Preparation.
- Working in an active sales or business development role
- Access to your LinkedIn account (laptop / tablet recommended)
Customer Acquisition and Prospecting — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.