Work opportunities with the right kind of clients, Winning those opportunities into the right kind of fees, Ways to retain those clients for the long-term.
This podcast is aimed at anyone who sells business to business services, whether you are an owner or Director of an SME professional/engineering consultancy or someone in a larger firm who has to win work as part of your job, this is for you.
We speak to business leaders and those ‘at the front line’ in the world of construction, engineering consultancy and law and ask them to share their experiences and ideas about what works, and what really doesn’t when growing a professional services business. We discuss strategies and tactics including how to motivate ‘reluctant’ sellers to engage in work-winning thereby unleashing a large, previously hidden salesforce.
There are some great tips and advice in areas such key client management, getting in front of target clients, structuring initial sales meetings, writing winning proposals and so much more.
Hosted on Acast. See acast.com/privacy for more information.
Work opportunities with the right kind of clients, Winning those opportunities into the right kind of fees, Ways to retain those clients for the long-term.
This podcast is aimed at anyone who sells business to business services, whether you are an owner or Director of an SME professional/engineering consultancy or someone in a larger firm who has to win work as part of your job, this is for you.
We speak to business leaders and those ‘at the front line’ in the world of construction, engineering consultancy and law and ask them to share their experiences and ideas about what works, and what really doesn’t when growing a professional services business. We discuss strategies and tactics including how to motivate ‘reluctant’ sellers to engage in work-winning thereby unleashing a large, previously hidden salesforce.
There are some great tips and advice in areas such key client management, getting in front of target clients, structuring initial sales meetings, writing winning proposals and so much more.
Hosted on Acast. See acast.com/privacy for more information.
In this episode of Create, Convert, Retain, Gary is joined by Paul Adams of The Project Centre, a professional design consultancy, focused on civil engineering, transport planning, and landscape design for the public sector. Join the conversation about what sales skills you need in professional services and how they differ from other sales-based roles. Also, find out the difference between the tangible and intangible services.
KEY TAKEAWAYS
BEST MOMENTS
‘Clients are buying into you, you need to build trust with them'
VALUABLE RESOURCES
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
ABOUT THE GUEST
“Project Centre are a professional design consultancy, transport planning, civil engineering and landscape design consultancy. Most of their clients are public sector, mainly local authorities. In this interview Paul has some great insights into what works in terms of selling to public sector clients and what is vital to keep hold of them and turn them into long-term profitable relationships.”
CONTACT METHOD
http://linkedin.com/in/garyquestas
https://www.questas.co.uk
Instagram: @bdcoachinghub
This show was brought to you by Progressive Media
Hosted on Acast. See acast.com/privacy for more information.