|
|
An inspiring five-month programme with a one day workshop in London on Friday, March 20th 2009 |
|
Registration for this event has now closed As markets change and clients hesitate, the significance of new-lead generation again takes centre stage. In sectors dominated by uncertainty and paralysis, keeping-in-touch is no longer enough. As one partner put it, “some of the people we were taking to lunch last year no longer have the same jobs”. So how do consultants open new doors? How do they generate a regular stream of warm leads - particularly in a climate where leads are scarce, and particularly when the clock is ticking? “More Warm Leads” is an inspiring five-month programme put together by Top Consultant and Success 121, with the guarantee that if you implement the approaches you’ll learn in this course and you will be generating more client leads for your business in 90 days or less – or your money will be refunded in full. Who is “More Warm Leads” designed for? There are three distinct groups whose needs have been included in the design: Contents of “More Warm Leads” 1. Testing the value-proposition: (contained in the pre-course exercise you receive when you register) 2. Understanding the economic buyer: how to determine who is the crucial decision-maker – the four key types and the associated language that influences each 3. The showcase: essential elements of the website, other ideas for a showcase, verification of value, how clients verify your thought-leadership, using the language of the buyer 4. The pros and cons of cold-calling and networking: shifting towards enlisting others to do the prospecting v. doing it oneself 5. Overview of a sustainable strategy: the five key sources of leads 6. How to evoke a response from the showcase: what works and what doesn’t, mistakes to avoid when managing response 7. Six types of strategic alliances: why many hoped-for alliances fail to materialise – managing your alliance partners for results 8. Keeping in touch: structuring a three-tier approach – the weekly call-backs – how to open the call – mistakes to avoid 9. Repeat-work: pitfalls that diminish value – key- moments in client management – dealing with proposals 10. Referrals and introductions: why most professionals avoid this conversation – creating the framework for referrals 11. Essential time-management: so that consultants don’t disappear into delivery-mode or management-mode, energy and attention 12. The confidence-factor: dealing with knock-backs, lack of response, how the Ego sometimes lets us down, stamina 13. Leading others to generate leads: common mistakes – creating tangible steps they can action – the knowing-doing gap 14. Key numbers: KPIs about the pipeline that matter in a consulting firm – determining realistic goals Format of “More Warm Leads” This programme is not just about providing ideas, but changing lead-generation behaviour. Many consultants know more about lead-generation than they implement; so the format of this programme is structured to provide weekly accountability. Simply put, this is what gets results. The format is: > pre-course material and exercise > a one day workshop in London on Mar 20th > four monthly webcasts > weekly email reminders and feedback mechanism > ad-hoc email support from the course leader About John Niland The course-leader is John Niland, one of Europe’s best known business-coaches who specialises in the consulting sector. Many consultants will already know John from other Top Consultant conferences. For the past decade, he has been working with consulting firms who want to dramatically raise their fee income, and doing so in fewer hours. Costs and Guarantee The investment is £585 with the guarantee that if you participate in all aspects of this programme and are not fully satisfied within 90 days of completion, we offer a full refund. That’s quite a USP for a consulting training course – a cast-iron guarantee that attending this event and putting the techniques into practice will produce results for your business. We’re able to offer this guarantee because John Niland has such a solid track record of enhancing the success that consultants enjoy. Bookings Places at this event are strictly limited and will be offered on a first-come first-reserved basis. Bookings can be accepted via our online form - or alternatively email customer.services@top-consultant.com to have an invoice raised for your reservation. >> Book your place now at the rate of £585 + Vat ____________________________________________________________ Cancellation Policy Places on this seminar may be cancelled up to February 20th 2009; you will receive a refund on all places booked minus a £45 administrative charge per place. All cancellations must be received in writing. No refunds or credits will be given for cancellations received after February 20th 2009 or for no-shows on the day. Substitutions are acceptable at any time. Email: customer.services@top-consultant.com |
 |