Course description
A significant proportion of a professional firm's work comes through referrals. Yet most marketing and business development effort is focused on direct contact with new clients.
This virtual classroom seminar helps professional service firms and individual professionals take a more strategic approach to increasing the business generated from referrers and intermediaries (whether internal, clients or third party organisations) and considers the underlying relationship issues that must be addressed.
Leading trainer Kim Tasso will help you to develop a more focused and productive approach, exploring cross-selling to existing clients and working with external referrers. The session will delve deep into sales processes, as well as considering the psychology of relationships, Key Account Management, and much more.
Upcoming start dates
Outcome / Qualification etc.
Training Course Content
Introduction
A significant proportion of a professional firm's work comes through referrals. Yet most marketing and business development effort is focused on direct contact with new clients.
This virtual classroom session helps professional service firms and individual professionals take a more strategic approach to increasing the business generated from referrers and intermediaries (whether internal, clients or third party organisations) and considers the underlying relationship issues that must be addressed.
What You Will Learn
This live and interactive session will cover the following:
- THINKING AND PLANNING: Develop a more focused and productive approach
- Business development context
- A strategic and planned approach
- Analysis and research
- Segmentation and targeting
- Internal collaboration and systems
- Exercise: Goal setting
- Existing clients - cross-selling and recommendations
- Aims and benefits
- Internal communication
- Managing and prioritising client portfolios
- Assessing satisfaction & obtaining recommendations
- Exercise: Cross-selling action planning
- Working with external referrers
- The needs of different segments (law, accountancy, property, financial etc)
- Activity programmes for influencer marketing
- Content marketing and social selling
- Collaborative marketing
- International associates
- Exercise: Structured programmes and plans
- DOING: Understand selling and build strong relationships
- Sales processes
- Link marketing and selling (thought leadership)
- Sales and selling basics
- Rainmakers & B2B buying process
- DMU & sales processes
- Communication, needs & benefits
- Clarity in your messaging
- Exercise: Sales preparation
- Psychology of relationships
- How relationships develop
- Exercise: Empathy and EQ
- Rapport, NVC and trust
- Exercises: Storytelling & personalities
- Reciprocity
- Key Account Management (KAM/ABM)
- The KAM process
- Selecting key accounts
- Managing a key account
- Exercise: Key account action planning
- Summary
Expenses
MBL Seminars Limited
MBL is a leading learning and development provider for professional service firms. Over the past 18 years, more than 198,000 people across 23,000 different organisations spanning 81 countries, have chosen us to deliver their training. With over 800 expert speakers...