9 tips on how successful consultants obtain new customers
DESCRIPTION
Successful consultants pursue 3 primary approaches to their business development: • They expand their services with their current customers; • They gather and utilize facts on emerging market trends; • They broaden their customers’ base. Enjoy their 9 best tips!TRANSCRIPT
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@ThomasLot Paris, March 2014
@ThomasLot Paris Feb. 7, 2014
9 tips on how successful consultantsattract new customers.
Thomas LotCEO/Founder
Successful Consultants’ Tips
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Successful consultants pursue 3 primary approaches to their business development: • They expand their services with their current customers.
• They gather and utilize facts on emerging market trends.
• They broaden their customers’ base.
@ThomasLot Paris, March 2014
@ThomasLot Paris Feb. 7, 2014
Successful Consultants’ Tips
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Consultants expand their services
with their current customers.
@ThomasLot Paris, February 2014
@ThomasLot Paris Feb. 7, 2014
Successful Consultants’ Tips
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How they expand services with customers?
With their customers, consultants
● Discover similar needs in the other departments of the same companies
● Seek introduction to new contacts at other companies.
Why?
● Consultants become more compelling when they already know their
customers’ needs.
● As their trust builds with customers, consultants are more able to
convince internal colleagues.
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How they expand services with customers?
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Consultants gather and utilize facts
on emerging market trends.
@ThomasLot Paris, March 2014
@ThomasLot Paris Feb. 7, 2014
Best Consultants’ Tips
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How they utilize facts on market trends?
Consultants understand the roles of recently appointed exectuives and observe fast-moving companies.
Why?
● Each word in an executive title has been chosen and has meaning.
● The executive biographies help to understand the executive mindset.
● Org charts change help to identify the emerging makets and their associated business models.
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How they utilize facts on market trends?
Leverage BtoB Social Media:
● Watch your market news with Twitter feeds. It is fast, discreet and free.
● Review the other social media with a special attention on YouTube.
Why?
● It takes 10-15 mi a day if you use HootSuite, SocialBro or Feedly
● After a few weeks, you will learn much more than you can imagine.
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Consultants broaden their customers’ base.
@ThomasLot Paris, February 2014
@ThomasLot Paris Feb. 7, 2014
Best Consultants’ Tips
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How they broaden their customers’ base?
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How they broaden their customers’ base?
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How they broaden their customers’ base?
Consultants use external data to find new participants for their
conferences.
Why?
● They have broad ambitions and fish in the open seas.
● Prospecting develops their word-of-mouth awareness.
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Best Consultants’ 9 Tips
#1 Expand your services with customers.
● Discover similar needs in other departments of the same companies.
● Seek introduction to new contacts at other companies.
● Be the first to know when executive changes happen.
#2 Gather and utilize facts on emerging market trends.
● Understand the roles of recently appointed executives.
● Observe the fast-moving companies.
● Use BtoB social media including Twitter and YouTube.
#3 Broaden your customers’ base
● Open doors with your most attractive services.
● Select the most opportune moment to contact your best prospects.
● Use external data to extend your fishing zone.
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Special thanks to the consultants
around the globe
who have shared with us their experiences!
@ThomasLot
TheOfficialBoard.com