Description
Module 1 – Understanding your Prospecting Framework
In this session you will evaluate where your most profitable opportunities live within your relationship base. We will then get specific about the activities necessary to lead to your success.
You will learn:
- Best Methods of new client acquisition and how to add them to your skillset without taking years to perfect the approach.
- How to clearly define your perfect market and most importantly – why you are perfect for them!
- Understanding what the Recipe for Success looks like in your prospecting effort.
Module 2 – Relationship Foundations
In this session you will understand the access and influence required to reach your target client base. We will discover how to find the right relationships that need to sell your service to deliver better outcomes for their clients.
You will learn:
- What specific professions to target to reach your best collaborators
- How to interview potential partners to discover willingness and motivation to refer.
- How to conduct a SWOT analysis on your clients to know how to best ‘Poach Proof’ your relationships.
Module 3 – Relationship Management
In this session we will discover the approach to take to create relationship funnels. Each nurturing process, client and referral partner, requires an investment of consistent effort. We will talk about the steps to take with each to maximize result with minimum effort.
- Develop communication plan for each funnel
- Learn how to expand client relationships to engage partners
- Teach your referral partners how to best use you as a client resource.
Module 4 – Systems and Processes to support your efforts
Now that we have the foundations in place, we need to create the activity plan to execute effectively and consistently. Technology today has amazing resources to help automate and systematize our business development efforts. We will learn which systems will best support YOUR efforts and how to use them!
- Social Media strategy to engage and leverage communication with prospects and partners.
- Activity planning adapted to your time available for business development.
- Planning to make it all fit – you will have the roadmap to complete your action plan with your prospecting effort moving forward.
Each module is complete with worksheets, check lists, cheat sheets and access to online tools appropriate for your level of effort. The workshop is designed to be implemented within your own base of relationships immediately, with each session containing exercises to be completed outside of class for you to have the maximum impact within your own relationship base.
Other attendees and graduates offer the best lessons learned and most powerful mentoring experience. We have witnessed some truly exciting outcomes over the years and have created great case studies and Best Practice sessions to share that knowledge with you.
We also recognize that the greatest challenges arise as you begin applying the concepts to your business, and change takes time and consistent effort. Accountability is a big factor as well and we have created opportunities to connect with other attendees through Happy Hours, Group Conference Calls and Best Practice Webinars several times throughout the course of the year.
Participants also have access to a Facebook group of previous and current alumni of this process for mentoring, potential partnerships and accountability. It is truly an engaged and exciting community that you will enjoy and find productive and profitable.
