building a best-practice new business pipeline process in your consultancy
TRANSCRIPT
Closing On Your Terms[New Business Mastery]
Julia VargiuFounder and Principal
[email protected] 860 471
Head Space
Change your thinking from‘What can I get?’ to ‘What can I give?’
Realise that ‘No’ means ‘Not Now’ and render rejection powerless
Treat Yourself as Your Own Best Client
Gradient
3 x 3 (three calls at three o’clock)
commitment + consistency + pace
About Julia Vargiu
Health Check
Imagine Build Activate Maintain
The 5 Stages of New Business Mastery
Servicing + Profit
VS
Balancing Act
Growth
Wildly Ambitious...
Mildly Ambitious...
Wavering?
It’s Time to Take the Lead
Mastery Highlights: Top 100 Prospects
15% of your top 100 will be reviewing in any 12-month period
Mastery Highlights: The Hook
Intrigue C-suite prospects to meet you when they don’t know you, don’t need you and are time starved
Mastery Highlights: 3-Meeting Strategy
Win a new client without having to pitch
Organic GrowthThe perfect testing ground for your new business prototype
Thinking New Business is a sprint; it’s a marathon
Selling from a place of need, desperation stinks
Stopping and starting, it’s the death blow to new business
STOP
STARTTaking the Lead...They are your priority (you are not theirs)
Building your prospect list of 100...Remember, not every client is right for you
Showing them what you solve... Not what you do
Treating yourself as your own best client
Building long-term relationships... With your future profitable clients
Questions?