How do you win more high value business? We help clients with high value work through hands-on support and business development training and coaching for individuals and teams

In this module:


Other Modules:

  • Networking
  • Following up from a networking event
  • Gaining a potential client’s commitment
  • Warming up an old contact
  • Phoning to arrange a meeting
  • Using coaching skills with your client
  • Leveraging client relationships
  • What’s your target client thinking?
  • Practical Challenges of Managing Clients
  • Key Client Management ‘Best Practice’
  • Conducting a post project review with client


Networking

Step 3 – Lessons to learn from the video

So what do you think of the professionals in this video?

  • Which of the professionals made the most positive impact on you and why?

  • Which made the least impact, why?

  • What did you observe in the body language of each (positives and negatives)

  • What do you think of the questions they used and the small talk topics they generated?

  • What introductory remarks do you normally use for opening the conversation and ‘small talk’?

  • Click here, if you need to watch the video again with these questions in mind

Here are our thoughts for you to use as a comparison to your own.

Phillip Webster:

  1. Phillip was warm in his introduction, but didn’t explore why Karen Darwood had come to the seminar and what her interest was in the topic (a missed opportunity for further discussion and follow up)

  2. He quickly dominated the conversation and didn’t seem really interested in what she had to say

  3. He made the assumption that Karen would like the speakers from the US, without finding out about her interest or her organisation’s situation (this didn’t really show interest or a willingness to understand her)

  4. He didn’t really find out anything of value about Karen

  5. It will be hard for him to start building a relationship from this event and he’ll struggle to find something of value to send as a follow up. It was a missed opportunity for him

David Johnson:

  1. David had a poor opening line – he should have known if he’d met Karen before. People don’t like to feel they’ve been forgotten nor do they like you to assume you’ve met them when you haven’t

  2. Whilst, he had recognised that Karen was interested in the seminar he never explored the nature of her interest – to see if there was any scope for a more in-depth dialogue

  3. He also quickly hogged the conversation and directed it to himself

  4. It will also be hard for him to start building a relationship from this event and he’ll struggle to find something of value to send as a follow up

Now move on to the next part of the module for some action points to take away and more tools and resources for you to use when you network