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Reviews: "Read this. It will revolutionize your professional career. You’ll sell more, higher priced services to clients who have a greater trust in you ... and your peers won’t have a clue how you do it."
-Paul Green, Managing Director of Growth UK, a specialist marketing and business growth consultancy
Description: Save time, avoid wasted effort - find out how to win business from the clients you want
Your potential clients will assume that you are competent in your field. Technical expertise is largely a hygiene factor and no longer a differentiator. In the absence of other clear benefits, clients will tend to focus on factors such as price. But a basic personal connection and trust are more critical than price in a client’s decision to do business with you. So to stand out from your competitors, you need to understand the emotional drivers behind clients’ buying decisions. This book shows you how to build a new approach to business development with a framework that has been field tested over a decade.
Specifically tailored to the professional services sector for the guidance of consultants, lawyers, accountants, insurance brokers, financial advisers and bankers, The Professional’s Guide to Business Development gives you a proven, practical methodology, including a full range of tools and templates. Apply these directly in your own business development activities to maximize client acquisition and retention, repeat business and referrals.
Find out how to:
• build the systems, structure and processes you need to grow your professional practice
• move from short-term transactional relationships to long-term partnership ones
• articulate the value that you, uniquely, can bring to solving your clients’ problems, in language that resonates with the client
• identify the right prospects and qualify your leads to focus on the potential clients with the greatest chance of success and where you can add greatest value
• understand what drives your clients’ decisions and learn how to respond to their needs and wants
• give yourself permission simply to "be yourself" in meetings so you reduce stress for you and for the client
• use conversations as the new PowerPoint ®
• increase your hit rate in winning new clients and retaining existing ones, in order to maximize revenue and profitabilityISBN - 9780749466534
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Pages : 200
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