Se introduction to winning new cients cd new final

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Winning New Cleints
Presented by Michael Clements of Chartered Developments
30th Sept 2011

Published in: Business, Technology
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  • Shows interest Handles objections Develops the friendship Advantage over competitors Shows they are important Meet other decision makers Allows time to make decision Forces the issue / priority Expand on benefits or alter proposal
  • Se introduction to winning new cients cd new final

    1. 1. Winning New Clients Meeting the client
    2. 2. A Typical meeting with a Prospect Meet Again Preparation First impression Kick it off Explain the practice Winding up Gain agreement For next action Solutions & fees Recap Ask them about their business Questioning in detail
    3. 3. Prep <ul><li>Understand the target company </li></ul><ul><ul><li>Website:- their products/service, clients, decision makers </li></ul></ul><ul><ul><li>LinkedIn </li></ul></ul><ul><ul><li>Red Flag </li></ul></ul><ul><ul><li>Trade websites what’s new, vogue </li></ul></ul><ul><ul><li>Does anyone know them? – email partners </li></ul></ul><ul><ul><li>Existing clients in same industry </li></ul></ul><ul><li>List of questions to ask / who are you meeting? </li></ul><ul><li>Your objectives in the meeting </li></ul><ul><ul><li>Consider your USPs over their existing advisor </li></ul></ul>
    4. 4. First impression <ul><li>Look good </li></ul><ul><li>Smell good </li></ul><ul><li>Confident </li></ul><ul><li>Smiling </li></ul><ul><li>Firm handshake </li></ul><ul><li>Pleased to meet them </li></ul><ul><li>Upbeat </li></ul><ul><li>If possible ask to look around–Be interested </li></ul>
    5. 5. A Typical meeting with a Prospect Meet Again Preparation First impression Kick it off Explain the practice Winding up Gain agreement For next action Solutions & fees Recap Ask them about their business Questioning in detail
    6. 6. Kicking it off <ul><li>Do you mind if I get down to why I’m here? </li></ul><ul><li>I’ve got a sort of agenda for these meetings do you mind if I kick off? </li></ul><ul><li>“ What I thought I’d do is tell you about … </li></ul><ul><li>Then perhaps you could tell me a bit about yourself/company (particularly) </li></ul><ul><li>Then if there is some common ground I could show you how we could work together our fees things like that. </li></ul><ul><li>I understand you’ve set aside about an hour for this meeting, </li></ul><ul><li>Does seem fair enough, is there anything you want to include?” </li></ul>
    7. 7. Rules for explaining the practice <ul><li>Brief 2-3 minutes MAX </li></ul><ul><li>Speak in Benefits </li></ul><ul><li>Show where you fit in </li></ul><ul><li>Make it relevant </li></ul>
    8. 8. A Typical meeting with a Prospect Meet Again Preparation First impression Kick it off Explain the practice Winding up Gain agreement For next action Solutions & fees Recap Ask them about their business Questioning in detail
    9. 9. Questioning and listening not waiting to talk
    10. 10. Questioning and listening not waiting to talk <ul><li>Needs </li></ul><ul><li>Problems </li></ul><ul><li>Outcomes </li></ul><ul><li>Results </li></ul><ul><li>Wants </li></ul><ul><li>Desire </li></ul><ul><li>Priorities </li></ul>
    11. 11. A Typical meeting with a Prospect Meet Again Preparation First impression Kick it off Explain the practice Winding up Gain agreement For next action Solutions & fees Recap Ask them about their business Questioning in detail
    12. 12. Recap <ul><li>Do you mind if I just recap what we’ve talked about so far </li></ul><ul><li>You need …………… </li></ul><ul><li>Time frames </li></ul><ul><li>Costs </li></ul><ul><li>Do you mind if I show you how I think we could work together </li></ul>
    13. 13. Solutions Which means <ul><li>Your service -> what it means to them </li></ul><ul><li> o r even better </li></ul><ul><li>Your service -> it’s advantage -> what it means to them </li></ul>‘ Our team are ultra efficient, therefore we can guarantee that your accounts will be returned within two months, which means that together we will be able to look for ways to improve your profit before it’s too late….‘ Close it ‘ Can you see how that will be of advantage?’
    14. 14. A Typical meeting with a Prospect Meet Again Preparation First impression Kick it off Explain the practice Winding up Gain agreement For next action Solutions & fees Recap Ask them about their business Questioning in detail
    15. 15. Next Action 1 Post / email proposal 2 Post / email proposal, telephone call / have a second meeting
    16. 16. Next Action 1 Post / email proposal 2 Post / email proposal, telephone call / have a second meeting Why?
    17. 17. Next Action 1 Post / email proposal 2 Post / email proposal, telephone call / have a second meeting How “ So we really need to meet again to go through that in more detail” “ I’ll create a draft proposal and then fix a time to go through it with you, is that fair enough?” “ So I need to go through it with you and Mr Decision Maker”
    18. 18. Agree the next stage which should be to meet again MAKE IT CLEAR YOU WANT THE WORK
    19. 19. A Typical meeting with a Prospect Meet Again Preparation First impression Kick it off Explain the practice Winding up Gain agreement For next action Solutions & fees Recap Ask them about their business Questioning in detail
    20. 20. Winding Up <ul><li>This is the time for chit chat. Sport, hobbies, families, pets, whatever flies their personal kites </li></ul><ul><li>The beginning of the meeting is not the time </li></ul><ul><li>The end is icing on the cake </li></ul>
    21. 21. Communication <ul><li>Before meeting - Email meeting details, date, prospect and possible services required to Sharon. </li></ul><ul><li>After meeting – Update Sharon on outcome of the meeting and proposed follow up. </li></ul><ul><li>Ongoing – ensure Sharon is kept up to date with progress, and advised if lead is converted, or next action required </li></ul>
    22. 22. Database <ul><li>Contact details to Sharon to ensure the database is kept up to date for communications i.e. Enews, newsletter, seminars etc </li></ul>
    23. 23. <ul><li>REMEMBER </li></ul><ul><li>A lead is only as good as the follow up </li></ul>
    24. 24. Second Meeting
    25. 25. Marketing Team The Marketing team is Adrian Hemmings Mary Jane Campbell Sharon Roberts

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