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Simpkins Edwards LLP
Simpkins Edwards LLP

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

NegóciosTecnologia
1 de 25
Winning New Clients Meeting the client
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
Prep ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
First impression ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
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
Kicking it off ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Rules for explaining the practice ,[object Object],[object Object],[object Object],[object Object]
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
Questioning and listening not waiting to talk
Questioning and listening not waiting to talk ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
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
Recap ,[object Object],[object Object],[object Object],[object Object],[object Object]
Solutions Which means ,[object Object],[object Object],[object Object],‘ 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?’
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
Next Action 1 Post / email proposal 2 Post / email proposal, telephone call / have a second meeting
Next Action 1 Post / email proposal 2 Post / email proposal, telephone call / have a second meeting Why?
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”
Agree the next stage which should be to meet again MAKE IT CLEAR YOU WANT THE WORK
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
Winding Up ,[object Object],[object Object],[object Object]
Communication ,[object Object],[object Object],[object Object]
Database ,[object Object]
[object Object],[object Object]
Second Meeting
Marketing Team The Marketing team is Adrian Hemmings Mary Jane Campbell Sharon Roberts

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Se introduction to winning new cients cd new final

  • 1. Winning New Clients Meeting the client
  • 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.
  • 4.
  • 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.
  • 7.
  • 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. Questioning and listening not waiting to talk
  • 10.
  • 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.
  • 13.
  • 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. Next Action 1 Post / email proposal 2 Post / email proposal, telephone call / have a second meeting
  • 16. Next Action 1 Post / email proposal 2 Post / email proposal, telephone call / have a second meeting Why?
  • 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. Agree the next stage which should be to meet again MAKE IT CLEAR YOU WANT THE WORK
  • 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.
  • 21.
  • 22.
  • 23.
  • 25. Marketing Team The Marketing team is Adrian Hemmings Mary Jane Campbell Sharon Roberts

Notas do Editor

  1. 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