Winning Techniques for Winning Clients

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Winning Techniques for Winning Clients
Katie Corbett October 20th 2006
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Winning Techniques for Winning Clients
1. Define Your Market

• Create a Client Profile to
• Save Time
• Reduce Costs
• Improve Conversion ratios
• Make selling more rewarding

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Winning Techniques for Winning Clients
2. Understanding Your Client

• Put Yourself in their shoes!
• Consider their Business
• Fears
• Threats
• Insecurities
• Ambitions
• Desires
• Competitive Issues

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Winning Techniques for Winning Clients
2. Understanding Your Client

• Consider the personal agenda of the person you
  are calling. Who they
• Revere
• Fear
• Compete with
• Admire
• Seek approval from
• Etc

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Winning Techniques for Winning Clients
2. Understanding Your Client
Pleasure

Pain
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Winning Techniques for Winning Clients
3. Start in the Warmest Places
Approach the people already known to
us or Approach the people not already known to
us
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Winning Techniques for Winning Clients
3. Start in the Warmest Places
Customers
Products
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Winning Techniques for Winning Clients
4. Fine Tune Your Skills
1st Contact 1st Meeting Subsequent
Meetings Proposal Presentation Close Sale
Time
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Winning Techniques for Winning Clients
4. The Four Most Important Milestones

• First Contact
• Behaviour In Meetings
• Presentation Skills
• Negotiation

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Winning Techniques for Winning Clients
4. Before You Cold Call

• Existing Clients
• Old Clients
• New Clients
• Old Quotes
• Old Colleagues
• Etc

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Winning Techniques for Winning Clients
4. Before You Cold Call
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Winning Techniques for Winning Clients

• If you have to Cold Call
• Make a regular slot in your diary
• Decide who you are calling and why
• Do your homework
• Think about the desired outcome
• Try to sound positive

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Winning Techniques for Winning Clients

• If you have to Cold Call
• Introduction outlining responsibility
• Reason for the call
• Do you have time now?
• Ask an open question (have a list handy)
• Listen intently to responses
• Work towards your desired outcome

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Winning Techniques for Winning Clients

• Behaviour in Meetings
• Take control from the outset
• Listen attentively
• Be assertive
• Ask open questions
• Talk more about them than you
• Agree next steps

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Winning Techniques for Winning Clients

• Presentation Skills The Top Ten
• Preparation
• Practice
• Visualise
• Set Expectations
• Agenda
• Eye Contact
• Body Language
• Breathing
• Relax
• Smile

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Winning Techniques for Winning Clients

• Negotiation Skills
• Never discount just because youre asked to
• Always ask for something in return
• Cut the cake so that everyone thinks they have
  the biggest slice
• Base it on trust, honesty and understanding

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Winning Techniques for Winning Clients
Selling is not a black art! Provided you have the
following 3 things Product Knowledge Strong
Communication Skills Positive Mental Attitude
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Winning Techniques for Winning Clients
Thank You
Presented by Katie Corbett