Success in winning new clients requires a combination of process, skills and behaviours.
 

The process includes everything from how to manage the activity required to generate selling opportunities, to how to manage the selling process when dialogue has commenced with a potential client.

Our experience, and that of our clients, over many years has helped us to establish what the most effective approach to selling is, and isn't, in a professional services environment:

It isn't:
 

• Sell, sell, sell
• Pouncing on the first opportunity
• Focusing only on the opportunities for you
• Pressure, manipulation
• Short term greed

It is:
 

• Looking through the client's eyes
• Having (and demonstrating) genuine interest in the client
• Moving at the client's pace
• Building a relationship of TRUST based on credibility, competence, compatibility and consistency
• Building lifetime value for both parties

There are many definitions of selling. Many of them use the words ‘persuasion' and ‘convincing'.  We believe that the most effective approach is best described as:

 ‘building the motivation to buy'

In other words: invest time to develop a deep understanding of an individual's unique situation, requirements, needs and wants.
Then create an approach where a client willingly wants to move to the next stage of the selling process with you leading to the point where they are motivated to give you the first fee-earning assignment.

The PACES™ selling skills approach provides professionals with a framework to ensure a deep understanding is developed prior to offering a compelling solution in a way that is easy for clients to say ‘yes' to!

The PACE Pipeline™ model provides a ‘project management' approach to the activities required to create selling opportunities and to managing the flow of business development activities that help firms create a sustainable flow of profitable fee-earning work.

To find out more about the PACE Pipeline and the PACES approach to selling click on the video link to the right. 

For more information on Winning new clients, visit our health checks area.

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