Se introduction to winning new cients cd new final

Winning New Clients

Meeting the client

A Typical meeting with a Prospect

Meet Again

Preparation

First impressionKick it off

Explain the practiceWinding up

Gain agreementFor next action

Solutions & fees

Recap

Ask them abouttheir business

Questioningin detail

Prep• Understand the target company

– Website:- their products/service, clients, decision makers

- LinkedIn- Red Flag- Trade websites what’s new, vogue- Does anyone know them? – email partners- Existing clients in same industry

• List of questions to ask / who are you meeting?• Your objectives in the meeting

Consider your USPs over their existing advisor

First impression• Look good• Smell good• Confident• Smiling• Firm handshake• Pleased to meet them• Upbeat If possible ask to look around–Be

interested

A Typical meeting with a Prospect

Meet Again

Preparation

First impressionKick it off

Explain the practiceWinding up

Gain agreementFor next action

Solutions & fees

Recap

Ask them abouttheir business

Questioningin detail

Kicking it off

• Do you mind if I get down to why I’m here?

• I’ve got a sort of agenda for these meetings do you mind if I kick off?

“What I thought I’d do is tell you about …

Then perhaps you could tell me a bit about yourself/company (particularly)

Then if there is some common ground I could show you how we could work together our fees things like that.

I understand you’ve set aside about an hour for this meeting,

Does seem fair enough, is there anything you want to include?”

Rules for explaining the practice

1. Brief 2-3 minutes MAX2. Speak in Benefits 3. Show where you fit in4. Make it relevant

A Typical meeting with a Prospect

Meet Again

Preparation

First impressionKick it off

Explain the practiceWinding up

Gain agreementFor next action

Solutions & fees

Recap

Ask them abouttheir business

Questioningin detail

Questioning and listening not waiting to talk

Questioning and listening not waiting to talk

• Needs• Problems• Outcomes • Results• Wants• Desire• Priorities

A Typical meeting with a Prospect

Meet Again

Preparation

First impressionKick it off

Explain the practiceWinding up

Gain agreementFor next action

Solutions & fees

Recap

Ask them abouttheir business

Questioningin detail

Recap

• Do you mind if I just recap what we’ve talked about so far

• You need …………… • Time frames• Costs• Do you mind if I show you how I

think we could work together

Solutions Which means Your service → what it means to

them

or even better

Your service → it’s advantage → what it means to them

‘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 impressionKick it off

Explain the practiceWinding up

Gain agreementFor next action

Solutions & fees

Recap

Ask them abouttheir business

Questioningin detail

Next Action

1Post / email

proposal

2Post / email

proposal, telephone call / have a second meeting

Next Action

1Post / email

proposal

2Post / email

proposal, telephone call / have a second

meeting

Why?

Next Action

1Post / email

proposal

2Post / emailproposal,

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 impressionKick it off

Explain the practiceWinding up

Gain agreementFor next action

Solutions & fees

Recap

Ask them abouttheir business

Questioningin detail

Winding Up

• This is the time for chit chat. Sport, hobbies, families, pets, whatever flies their personal kites

• The beginning of the meeting is not the time

• The end is icing on the cake

Communication• Before meeting - Email meeting

details, date, prospect and possible services required to Sharon.

• After meeting – Update Sharon on outcome of the meeting and proposed follow up.

• Ongoing – ensure Sharon is kept up to date with progress, and advised if lead is converted, or next action required

Database

• Contact details to Sharon to ensure the database is kept up to date for communications i.e. Enews, newsletter, seminars etc

REMEMBER

A lead is only as good as the follow

up

Second Meeting

Marketing Team

The Marketing team isAdrian Hemmings

Mary Jane CampbellSharon Roberts