Winning New Clients

Objective

In the current business climate, professional selling skills are almost as important as research knowledge for you and your executives. Key skills probably lacking include: identifying core agency differentiation, how to convert agency ‘features’ into client ‘benefits’, and the methods of Planning, Prospection & Pitching.

This one-day seminar is unique – sales training for researchers delivered by a researcher. It will provide participants with such motivation, confidence and expertise that they themselves can directly hunt down and bring in valuable new projects.

With a maximum of 12 participants, each can be assured of individual attention and will take away a personal action plan for their selected prospective client. Average ‘Overall Satisfaction’ rating from previous attendees of this course = 93%.

This course enables you to:

• use sales canvassing techniques and to optimise the resulting pitch, including skills such as lead generation, sales prospecting, consultative selling and credentials presentation.

Learning outcomes

By the end of the course, delegates should have learnt how to:

• act proactively to develop their own business from new and existing clients by adding sales to their skill set
• develop and use a full prospecting guide, including how to answer objections, in order to win new business from prospects
• plan and prepare in advance for prospecting and presentations
• use negotiations-based strategy at the meeting
• focus more on client benefits rather than research features
• take note of practical issues such as selecting a team, understanding client personality types; how and when to follow up; how to use agency literature optimally

Who will benefit?

This course will benefit all researchers, from those with around two years’ experience up to the most senior, who want to win research projects from new and interesting clients.

Price

• Members £305 + VAT
• Non-members £455 + VAT

Book now