How Clients Buy

In an age when computers are ubiquitous, it is easy to want to automate the selling of expert services. Software can have its place, but nothing replaces human contact. If you see someone you feel you can help, sometimes it just makes sense to just pick up the phone. The post The Lost Art of the Cold Call appeared first on How Clients Buy.

In this discussion, Ann Kieffaber, a recently retired managing director at Accenture with extensive experience in health analytics, delves into the complexities of selling services to large organizations. She emphasizes the importance of understanding the buying ecosystem, where no single decision-maker exists. Key topics include building authentic client relationships by balancing personal connections with professional insight, and the critical role of strategic account planning in enhancing client engagement. Kieffaber also highlights the necessity of navigating intricate decision-making dynamics in business development.

Leadership involves more than directing others; it's about active listening and engagement. Discover how executive interviews can unveil hidden business development opportunities through conversational techniques. Learn to transform client challenges into collaborative opportunities by fostering trust and understanding. The discussion emphasizes a 'servant sales' mentality, where value and storytelling take precedence over traditional sales methods.

Join Tom McMakin, CEO of Profitable Ideas Exchange, as he reveals the art of selling expert services versus traditional products. He discusses how the reliance on personal experiences and testimonials is crucial for establishing trust. McMakin highlights the emotional dynamics influencing consumer choices, emphasizing that selling expertise is about relationships, not transactions. He also addresses the challenges faced in niche markets and the importance of showcasing expertise to build credibility. A fascinating dive into the nuances of service-based selling!

The discussion dives into the challenges of being too vague in professional services, stressing the need for clear communication. It contrasts expert services with physical products using a MIDI interface as a lens. The conversation also highlights evolving strategies for service providers, showcasing how audio and video content can enhance credibility and engagement. Tune in for insights that can transform how you present value to potential clients!

In this lively discussion, John Nord, Managing Director at Profitable Ideas Exchange, shares his insights on building connections within organizations. He emphasizes 'farming' over 'hunting' in sales, highlighting the importance of nurturing relationships for sustainable success. John reveals proactive strategies for obtaining referrals and stresses the significance of rapport and trust. He also provides tips for networking at live events, encouraging listeners to prepare and share personal stories. Lastly, he delves into navigating organizational politics to foster cross-departmental connections.

Matt Ulrich, Managing Director at Profitable Ideas Exchange and a specialist in business development, compares selling expert services to playing baseball. He emphasizes the importance of steadily rounding the bases, building trust, and creating genuine relationships with clients. The discussion highlights the nuances of navigating these relationships, from initial introductions to crafting tailored solutions. Ulrich also shares insights on timing, active listening, and understanding client needs to successfully close deals in the competitive landscape of professional services.

Jacob Parks, COO of Profitable Ideas Exchange, shares insights on using peer forums to foster trust and demonstrate expertise among professional services clients. He underscores the importance of preparation and authentic engagement in teleconferences to create meaningful conversations. Parks also discusses crafting effective agendas that prioritize participant input, and he highlights the advantages of teleconferences for business development over traditional in-person events, particularly in the consulting industry.