Date post: | 28-Jul-2015 |
Category: |
Recruiting & HR |
Upload: | paula-green-watters |
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Convey Consulting HR
Paula Green-Watters© Copyright 2015 Convey Consulting Pty
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Collect. Connect. Close
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“You can have data without
information, but you
cannot have information
without data”Daniel Keys Moran
Fully understand the organisation's offerings - services & products
Establish what offerings have had the greatest & the least impact & why
Map the client journey, pre & post-sale
Review Marketing Plan & understand results of any recent SWOT data
Gather insights into current client base & prospective clients on the organisation’s radar
Establish themes in key careabouts of current & prospective clients & how these align to the organisation's offerings
Understand competitor behaviour & recent developments
Understand current & pending tenders
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With Who?
Stakeholders & Consultants Business NetworkKey Decision Makers - Selection of current & prospective clients
How?
Respectfully & Authentically
Strategically & Tactically
Swiftly & Professionally
Understanding key problemsOffering help and adviceCreating rapport & trustSteering conversations to educateStimulating thought leadershipGenerating interest & positive affirmationFocussing on the present & advising not selling
Altruism at it's Best
Utilising multiple target driven mediums aligned to the organisation's communication, marketing & advertising
plans
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CLO
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Enable
AttentionInterestDesireAction
Empower
Aim to have the client or prospect close the deal themselves
If not, ‘ask for an agreement’ & negotiate respectfully.
Clarify the key points of discussion and what has been agreed. › Agreement Reached – Secure dates for follow-
up /commencement› No Agreement Reached – Seek reservations,
overcome barriers. Fill the gap
Follow Up. Follow Up. Follow Up
Evaluate “Did the service / product meet your expectations?”
Maintain contact & control. Build on the relationship©
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Team Collaboration
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Coffee time
DECISION MAKERS
INFLUENCERS
Movers & Shakers
Key stakeholders
Business Development
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Bu
siness n
etw
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"It's not w
hat y
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ow
, it's wh
o y
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kn
ow
..“
• Easiest/cheapest to get but no future expansion
• Better option but no client base expansion
• Growth in client base but limited future expansion
• Need innovative products • and services but the easiest way • to grow the business
The real growth area but expensive and harder to accomplish
Additions to Existing Client Contracts
New Contracts with Existing Client
Traditional Line of Work withNew Clients
NewKinds of Work with Existing Clients
New Kinds of Work with New Clients
Lead Generation Options
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Aim
Prospect List
Qualifying Prospect List
Lead Generation
Package Issue
Lead Generation Follow-Up
Meeting / Exploratory
based Presenting
Proposal Presenting
Build on & Sustain
Relationships
a) Secure Work – Deliver on Promise
b) No immediate Need – keep in touch
a) Interested / Immediate Need – Take Action
b) No Need – keep in touch
What’s next?©
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SummaryPersonal philosophy on selling products and services:
“My job isn’t to sell, it’s to help”
New business generation approach:
“Collect. Connect. Close”
Business development methodology:
“Securing new & existing clients, offering innovative solutions to address key and real concern areas”
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