NEW CLIENT ACQUISITION

Below is a schematic of how the Client Acquisition process works for maximum effectiveness.

Building Trusted Relationships

If you want to build a B2B business properly, then you need to follow the procedures laid out in the schematic above. You need to have a supportive organization with excellent B2B coaching. This coaching can come from inside or outside your company.

You need to develop the best B2B marketing practices to build your client base and develop trust with your clients. By doing this, you will receive the benefits shown in the right rectangle of the above illustration.

People buy from companies they trust. In order to build that trust, you need to show your prospects Results based on the Value your products and services deliver to them. Then you will build that trusted Relationship to keep them as B2B clients, and to keep selling more products and services to them as clients.

This is represented in the diagram below.

The Twelve Step Program for Successful New B2B Client Acquisition

There is a twelve step process for acquiring new clients. The real key is understanding that you need to build a relationship before you can sell anything.

These twelve steps are extremely important for developing and growing a successful B2B business.

These twelve steps are taught over two days with workshops and role plays, built into all sessions, for maximum effectiveness. However, to ensure that these steps are followed and ingrained into your organization, it is imperative that follow on coaching be included, so that your growth continues through all economic times.

Most of these steps can also be taught and reinforced in single sessions, to ensure everyone, in your sales and marketing organization, becomes an expert in all steps of the process.

The Twelve Steps

1. Describe your ideal client
2. Define your ideal client’s major issues
3. Develop your Unique Value Proposition – UVP
4. The Four Relevant Players in B2B Decision Making
5. The Five Phases clients go through when buying.
6. The Five Factors that influence B2B buying.
7. Lead Generation – the four categories
8. Building Social Proof
9. Developing Authority
10. Guaranteeing your Deliverables
11. The nine stages for closing a sale – moving from prospect to client
12. Methods for acquiring new clients – 15 plus methods.

If your company is interested in getting a “Revenue Leap” in its business, then this program will help you do exactly that.

METHODS OF ENGAGEMENT

There are four ways you can engage my company’s services, to give your company a Revenue Leap. You can hire me and my company to;

1. Be your marketing arm.
2. Teach you and your company the entire program below
3. Teach you and your company different steps of the entire program
4. Coach you and your staff on an ongoing basis

Please contact me at either of the listings below, and let’s discuss how your company can achieve a Revenue Leap in its business.

Kind regards,

Ian Dainty
416.277.4537
ian@b2bbusinesscoach.com