Online Event - Sales prospecting skills - contacting the prospect

The Insurance Institute of Cardiff invite you to a webinar on Optimum productivity and performance at work

Event Details:

Monday 6th February 2023 10:00am - 11:00am

The webinar will be run via Zoom, a global web-conferencing solution. Zoom is easy to use, a link and joining instructions will be sent to you at the time of booking.

About the session:

This session builds on the previous one where we discussed the importance of a multiple touchpoint strategy to connect with prospects. In this session we drill down to look at best practice for each of the key contact areas.

Content & Learning:

• Social media – LinkedIn. Including the psychology of social selling. Priming and mere familiarity, using perspective in contact.
• Cold Calling – key principles of best practice
• Email prospecting - how to get noticed and improve response rates - Captions/subject line, Structure and content.
• The power of video and visual: How we process visual vs. text o Length, structuring and content

Learning Objectives:

• Explore best practice guidelines to maximise successful prospect contact outcomes in specific outreach approaches
• Understanding how we can use technology to address some of the challenges of virtual and hybrid sales

About the speaker:

Nick is an Economics graduate with over 25 years corporate insurance broking experience

He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.

In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.

In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.

Further information:

A link will be sent via your email address supplied at the time of booking. PLEASE DO NOT share this with anyone else.

Please note that this webinar will be hosted on the Zoom platform which may be restricted by some employers. Members may need to utilise their own personal devices in these circumstances to access the platform.

To view our image and video capture consent statement, please click here.