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Come farsi scegliere dai clienti - Financial planner edition

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Speech tenuto presso la riunione di area di Apogeo Consulting - gruppo Azimut Triveneto Emilia Romagna.

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Come farsi scegliere dai clienti - Financial planner edition

  1. 1. consulenza strategica d’impresa come aiutare i clienti a sceglierci
  2. 2. consulenza strategica d’impresa
  3. 3. consulenza strategica d’impresa Posizionamento - Positioning Posizionamento è trovare una nicchia nella testa del tuo prospect. E riempirla di qualcosa che si “appiccichi”
  4. 4. consulenza strategica d’impresaFonte: National Sales Executive Association Appuntamenti vincenti • il 2% delle vendite avviene al primo contatto; • il 3% delle vendite avviene al secondo contatto; • Il 5% delle vendite avviene al terzo contatto; • Il 10% delle vendite avviene al quarto contatto; • l’80% delle vendite avviene tra il quinto e il dodicesimo contatto
  5. 5. consulenza strategica d’impresa Scaricare la potenza a terra. dati al 16/09/2014
  6. 6. consulenza strategica d’impresa COME ? Scaricare la potenza a terra.
  7. 7. consulenza strategica d’impresa METODO Scaricare la potenza a terra.
  8. 8. consulenza strategica d’impresa “ ” Follia è fare sempre la stessa cosa aspettandosi risultati diversi.
  9. 9. consulenza strategica d’impresa
  10. 10. consulenza strategica d’impresa
  11. 11. consulenza strategica d’impresa
  12. 12. consulenza strategica d’impresa DEFINIAMO IL NOSTRO PROCESSO KILLER LA SVEGLIA FLOW CHART
  13. 13. consulenza strategica d’impresa DEFINIAMO IL NOSTRO PROCESSO KILLER PROSPECT FLOW CHART
  14. 14. consulenza strategica d’impresa RENDIAMOCI MISURABILI
  15. 15. consulenza strategica d’impresa VALUE PROPOSITION - generarla Generatore di Value Proposition
  16. 16. consulenza strategica d’impresa VALUE PROPOSITION - generarla 3 elementi
  17. 17. consulenza strategica d’impresa VALUE PROPOSITION - generarla Business Drivers
  18. 18. consulenza strategica d’impresa VALUE PROPOSITION - generarla Azione
  19. 19. consulenza strategica d’impresa VALUE PROPOSITION - generarla Metrica
  20. 20. consulenza strategica d’impresa SMART CALLING – cos’è INTELLIGENCE
  21. 21. consulenza strategica d’impresa SMART CALLING – cos’è INTELLIGENCE • REGISTRO IMPRESE – bilanci e atto costitutivo • Google • Siti delle aziende • Quotidiani locali
  22. 22. consulenza strategica d’impresa SMART CALLING – cos’è INTELLIGENCE Fai lavorare i motori di ricerca per te. Google Alert – https://www.google.it/alerts Mention – https://en.mention.com Talkwalker – www.talkwalker.com/it/ Topsy – Topsy.com
  23. 23. consulenza strategica d’impresa Come fare una telefonata SMART 1. Presentati e presenta l’azienda che rappresenti: “Buongiorno, sono Enrico Florentino di Apogeo Consulting, la rete di Private Banking del gruppo Azimut” Questa apertura mostra che non stai nascondendo nulla. 2. Chiedi aiuto. “Spero possa aiutarmi” e “Avrei bisogno di aiuto” sono richieste che possono aprire delle strade. Buona parte delle persone ha un innato desiderio di poter aiutare gli altri in qualche modo. 3. Usa un giustificativo. Questa è la chiave che ti farà accedere a buona parte delle informazioni. Alcuni esempi: a. Vorrei essere sicuro di poter parlare con la persona giusta b. Ho intenzione di parlare con il vostro responsabile vendite e voglio essere sicuro di avere delle informazioni accurate. c. Per arrivare maggiormente preparato all’incontro con il vostro amministratore delegato, ho alcune domande alle quali probabilmente lei potrà darmi risposta. 3. Fai le domande. Naturalmente dovrai chiedere quel tipo di informazioni che non hai ancora a disposizione. Questo dipende sia da cosa stai proponendo, sia dal livello di persona con la quale stai parlando. In generale, più sali più salirà la qualità delle informazioni.
  24. 24. consulenza strategica d’impresa CHECK-LIST DI INTELLIGENCE ✦ PRESENZA SUL WEB ✦SITO ✦LINKEDIN ✦SOCIAL NETWORK ✦ISCRITTO ALL’ALBO - DA QUANTO ? ✦PRESENZA DI ALTRI COMMERCIALISTI ALLO STESSO INDIRIZZO. ✦DATA DI NASCITA ✦SPECIALIZZAZIONI (REVISORE CONTABILE, COLLEGIO SINDACI, ALTRO) ✦INCARICHI IN SENO ALL’ORDINE DEI DOTTORI COMMERCIALISTI ✦INCARICHI PRESSO ALTRE ASSOCIAZIONI: ROTARY, LIONS, SOROPTIMIST ✦PRESENZA SU QUOTIDIANI LOCALI
  25. 25. consulenza strategica d’impresa Grazie per l’attenzione

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