9 tips on how successful consultants obtain new customers
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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. Enjoy their 9 best tips!TRANSCRIPT
@ThomasLot Paris, March 2014
@ThomasLot Paris Feb. 7, 2014
9 tips on how successful consultantsattract new customers.
Thomas LotCEO/Founder
Successful Consultants’ Tips
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
Consultants expand their services
with their current customers.
@ThomasLot Paris, February 2014
@ThomasLot Paris Feb. 7, 2014
Successful Consultants’ Tips
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.
How they expand services with customers?
Consultants gather and utilize facts
on emerging market trends.
@ThomasLot Paris, March 2014
@ThomasLot Paris Feb. 7, 2014
Best Consultants’ Tips
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.
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.
Consultants broaden their customers’ base.
@ThomasLot Paris, February 2014
@ThomasLot Paris Feb. 7, 2014
Best Consultants’ Tips
How they broaden their customers’ base?
How they broaden their customers’ base?
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.
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.
Special thanks to the consultants
around the globe
who have shared with us their experiences!
@ThomasLot
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