Succession: How your people can start winning high-value clients - Full Webinar
Do you feel like you are on your own winning new clients for your business?
Would you like to know how to increase your likelihood of winning high-value clients?
Do you need help getting your likely successors to step up?
If you answered yes to any of the above, you are in for a treat! I was joined by the incredibly successful, serial entrepreneur Mike Ames and he gave us the detail of how you can achieve this.
0:00 Start
6:49 Why is winning high-value new clients so important for succession?
10:40 How buying works
13:40 What are the obstacles for winning high-value new clients?
17:27 I'm short on time, so how can I fit in sales?
18:21 Why did Mike stop cold-calling in the 90s
19:25 If you rely on referrals, does this mean that has to change?
21:52 3 step system for winning high-value new clients
27:27 Invite 3 new people to Connect on LinkedIn each day
31:11 How to invite people to connect on LinkedIn
39:09 Welcome messages
41:51 Cultivate and Convert your Relationships
47:43 Pigeonhole pitch.
49:31 Should you do more personal or professional posts?
53:43 What are some of the top BD tips?
58:56 Summary
1:00:00 QA begins
1:01:48 Is margin the only important thing new client when looking at exit strategy?
1:03:59 When do you know the time is right to deliver a pigeonhole pitch?
1:05:46 What are your thoughts on outsourcing your LinkedIn activity?
1:07:20 Do you put much stock in networking events?
1:10:11 Is it ok to have one person focused on the BD and then pass it onto an account manager?
1:12:36 I'm seen as the figurehead of my firm,. does it devalue our proposition if it's not me delivering that message?
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