Meridian West Director, Stephen Newton offers his top tips to resolve the issues that get in the way of professionals winning new clients.
The 3 key issues:
Issue 1: Mis-perception that clients buy expertise alone
Issue 2: Clients expect you to understand them and their business
Issue 3: Professionals have a tendency towards telling versus listening
The 4 top tips:
Tip 1: Do your homework
Tip 2: Ask open ended questions
Tip 3: Listen… in order to understand, not simply to respond
Tip 4: Outline how you will resolve issues
If you are interested in learning more about business development techniques for professionals, please get in touch. Stephen also delivers bespoke courses on Winning New Work as part of our Skills Development curriculum.