My company provides business coaching and mentoring services to Business Owners and Entrepreneurs. Our track record is outstanding and we're expanding our reach. The segment we want to focus on to a larger extent is called the Enterprise and Supplier Development Initiative in SA. The following is a good overview including a piece on the role that coaching and mentoring plays - our services.
This is an article that describes the field we serve.
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We need to reach out to a greater number of potential clients and win coaching and mentoring engagements for our services. We need an expert to handle the sales or part thereof on our behalf.
The customer segment I am targeting is highly defined, very visible and highly reachable. Their purchase of the Coaching and Mentoring services we offer is government mandated. It is part of a larger program and a critical component of those programs. The buyers are large corporate organizations with allocated budgets. These organizations either seek out providers themselves or hand the budget over to a specialist fund management company who creates and manages a program on their behalf. The programs fall within the Enterprise and Supplier Development initiatives of these corporates and is driven by the South African government legislation for stimulating the development of new businesses.
As a result, this proactively stimulates action by large corporations to develop entrepreneurs and small businesses for inclusion into their value chains and the rest of the economy. As mentioned before, the target audience is highly identifiable and reachable by a good sales professional. We have a list of companies and organizations to be targeted and the Freelancer will need to develop their own prospects as well, subject to certain qualifying criteria.
Again, the clients I am pursuing can easily be researched via online sources including LinkedIn, Facebook, business directories etc and can easily be reached by phone, email and via LinkedIn messaging or other messaging services. I will provide a real live list as sample to the selected service provider.
The role includes the following;
1. researching and targeting suitable prospect companies that fit the criteria
2. reaching out and qualifying
3. positioning my company favourably for purchase now and/or in the future
4. setting sales appointments for myself, if needed by the prospect for further verification or detailed discussion,
5. booking of a complimentary 45 minute coaching session that will be of benefit for the prospect or a beneficiary of their company
6. preferably, developing sufficient trust, rapport, desire and urgency with the prospect such that they take action leading to the effective hiring of my company for coaching services.