The Sales Approach: How to Make a Compelling Cold (or Warm) Call that Gets You a Meeting with Kate Pletcher ('07)
A webinar in the Entrepreneurial Growth series presented by UCLA Anderson
Alumni Career Services and The Price Center for Entrepreneurial Studies
One of the most intimidating stages of the sales cycle is the initial approach, which often includes outreach to contacts you’ve never met. Many business owners have great products and services they can offer the world, but don’t know how to get a meeting! This workshop is designed to give you a few tools you can use to increase your odds and make you more confident and comfortable when reaching out to potential clients.
In this session, you will learn:
- An introduction to a simple sales process that can guide each stage of your outreach
- How to overcome the most common (and frightening) road blocks towards getting meetings with potential customers/clients
- The components and purpose of a practice “script”
- Some insight into the most valuable (and less valuable!) parts of your approach
- A primer on how to deal with the most common objections
Monday, May 14, 2012
1:00 - 2:00 p.m. Pacific
Fee and Registration
FREE for UCLA Anderson alumni, students and staff.
For questions, contact Alumni.Career.Services@anderson.ucla.edu or 310-825-8216.
About Kate Pletcher ('07):
Kate Pletcher is the co-Founder of the Los Angeles franchise of Mom Corps. With an entrepreneurial spirit and over 10 years of sales, marketing and strategic business development expertise across a number of industries including advertising, consumer products, publishing, and entertainment, Kate was looking into starting her own flexible staffing firm in Los Angeles when she discovered Mom Corps. Kate and co-Founder Julie Lacouture together identified a strong, unmet need for the Mom Corps concept in the Los Angeles area where so many of their talented friends, associates and colleagues are looking for fulfilling career opportunities that also provide some flexibility. At the same time, Los Angeles is a hotbed for so many progressive start-up, mid size and large companies with fluctuating staffing needs who can benefit from better access to high caliber, on demand talent not found through traditional employment channels.
Prior to launching Mom Corps Los Angeles, Kate most recently served as Director of Global Brand Licensing for Skechers USA, sourcing and managing licensing programs on behalf of the $2 billion brand around the world, after having worked as Director of Business Development at Brand Sense Partners. During college, she founded the St. Patrick’s Day Parade in Madison, WI which has grown to become one of the city’s premier annual, signature events.
Kate received her BA in Journalism from the University of Wisconsin and her MBA from UCLA Anderson. She serves on the Advisory Board of SPARK, provides sales workshops for a number of individuals and institutions, and is an active member of a number of Los Angeles community organizations. She lives in Venice, CA with her husband Erik and dog Kirby.
About the Entrepreneurial Growth series:
The Entrepreneurial Growth webinar series brought to you by UCLA Anderson Alumni Career Services and the Harold and Pauline Price Center for Entrepreneurial Studies is geared toward principals, owners, sole proprietors, or entrepreneurs. The webinars will provide training and development to help in growing your own business.
In this series, professors, industry experts and business owners will share key strategies to in-the-trench tips on business planning, marketing, sales, administration, and many other topics of interest to small business owners.
March 15 Entrepreneurial Growth: Business Planning for the Small Business Owner with Bob Foster
April 19 Entrepreneurial Growth: Building Your Brand with Per Welinder '99
May 14 Entrepreneurial Growth: The Sales Approach - How to Make a Compelling Cold (or Warm) Call that Gets you a Meeting with Kate Pletcher '07
June 7 Entrepreneurial Growth: Accounting, Tax and HR Q&A with Jake Jacobs and Eric Swenson
Sept 27 Entrepreneurial Growth: 5 Things Every Entrepreneur Can Do Now to Double Profits with Dave Lavinsky '99
Oct 16 Entrepreneurial Growth: Forming a Mastermind Group
Nov 15 Entrepreneurial Growth: Getting Your House in Order - How to Maximize Valuation Prior to an Exit or Capital Raise with Brette Simon
Dec 7 Entrepreneurial Growth: Breakfast Meeting and Networking