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Business Development & Deepening Client Relationships Series - Workshop


This activity is presented by High Heel Consulting. 

Relationship Based techniques and tools understanding a High-Performance environment. 

A direct focus on increasing staff confidence and building efficiencies into their operating rhythm with a view to increase their Return on Investment with Growth in client numbers and satisfaction being the end goal.
Content Description:
Participants learn and practise the fundamentals of relationship management in a way that is tailored to their company, industry and target markets. 

The program ensures your people focus on building a relationship of trust with clients in a way that maximises business results and client advocacy

Advocacy leads to higher client engagement and increased staff confidence & culture/engagement.

ROI grows with increased staff knowledge and confidence from clients.

Key areas of focus for each module:
  • Prospecting & Qualifying a Lead
  • Setting an Agenda & Making the Appointment (The Right Way)
  • Communication and Building Trust
  • Self-Awareness / Influencing Others
  • Questioning Skills (Uncover Needs and Build Urgency) & Recognising a Buying Signal
  • Proposals and Pitches
  • Handling Objections
  • Closing Skills
  • Delivery: Implementation and Service Basics
  • Embedding This Into Your Week - Role Plays

Learning Outcomes
Upon satisfactory completion of this activity you will be able to:
  • Embed a number of simple steps, processes and checklists into your day to day. 
  • Prospect for and qualify a lead.
  • Build a pipeline of clients for new business opportunities.
  • Ask for the business.
  • Arrange a meeting with a potential new lead.
  • Book an appointment with an outcome in mind.
  • Build trust and engage with clients for a win/win.
  • Understand your natural communication style and how it effects your percentage of conversion.
  • Probe a prospective or existing client for information.
  • Understand what a buying signal is and how to identify them.
  • Write a proposal.
  • Pitch for new business.
  • Handle objections and convert them into business.
  • Close a sale and move to a potential long-term relationship.

Benefits:
The program ensures you focus on building a relationship of trust with clients in a way that maximises business results and client advocacy in your business.
Business Development & Deepening Client Relationship Series

Session 1:18 September 2019 7:30am - 10:00am
Session 2:25 September 20198:00am - 10:00am
Session 3:16 October 20198:00am - 10:00am
Session 4:23 October 20198:00am - 10:00am
Session 5:6 November 20198:00am - 10:00am
Session 6:13 November 20198:00am - 10:00am
Session 7:4 December 20198:00am - 12:00am
Session 8:6 February 20203:00pm - 7:00pm
Kristen Raison – Managing Director

Kristen has over 20 years of experience as Senior Executive working across the Private and Public sectors including local and state government. She has a wide range of experience in leading businesses over that period of time to achieve significant leadership uplift, growth in business revenue and team engagement.

Kristen works hands on with businesses in various industries and sectors to review and implement strategic priorities along with designing leadership development training programs for groups or individuals which are tailored to the company needs. These programs range from the C suite to developing new leaders across a broad remit. 

Prior to starting her own business, Kristen led Investment Banking teams in South Australia/NT and NSW. Was the National leader for Staff engagement, People and Culture. She was the National Executive Leader Customer Experience and Service Standards for one of the Big 4. She also sits on and works with various boards. 

Kristen holds a Bachelor of Commerce, Hogan International Psychometric Profiling & 360 Assessments, RG146 Kaplan, Cert IV Workplace Assessment and Training, Adv Dip Leadership Management HR, Graduate – AICD.
CA ANZ
Level 29
Westpac House
91 King William Street 
Adelaide 5000
Course materials and workbook supplied at workshop.

EVENT DETAILS


Topic: Business Mindset, Future Focused

Sub-Topic: Operational Excellence, Sustainability

Format: Workshop

Proficiency Level: Foundation, Intermediate

CPD: 20 hours