Work opportunities with the right kind of clients, Winning those opportunities into the right kind of fees, Ways to retain those clients for the long-term.
This podcast is aimed at anyone who sells business to business services, whether you are an owner or Director of an SME professional/engineering consultancy or someone in a larger firm who has to win work as part of your job, this is for you.
We speak to business leaders and those ‘at the front line’ in the world of construction, engineering consultancy and law and ask them to share their experiences and ideas about what works, and what really doesn’t when growing a professional services business. We discuss strategies and tactics including how to motivate ‘reluctant’ sellers to engage in work-winning thereby unleashing a large, previously hidden salesforce.
There are some great tips and advice in areas such key client management, getting in front of target clients, structuring initial sales meetings, writing winning proposals and so much more.
Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.
How to maximise your (and others) impact - Nathan Ott, GC Index
People don't go to work to feel impotent, they thrive when they are doing what energises them! Gary speaks with Nathan Ott, co-creator of the GC Index - an organimetric tool that identifies people's preferences and allows them and the organisations for whom they work to thrive.
Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/ (https://www.thequestasacademy.com/)
This show was brought to you by Progressive Media (https://progressivestudios.co/)
Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.
3 May 2022
The art of storytelling in sales
Gary Williams of Questas chats to Mark Carpenter of Master Storytelling to discuss how humans relate to stories and how they are a vital component to sales and selling. Mark shares some fantastic tips on how to structure stories to make your sales pitches stand out.
Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/ (https://www.thequestasacademy.com/)
This show was brought to you by Progressive Media (https://progressivestudios.co/)
Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.
4 Apr 2022
Mastering The Client Experience
How do we win the right kind of work from the right kinds of clients? This week on Work Winning Ways, Gary brings you an episode from a series of webinars about how you can master the client experience. Find out how you can win over clients, build and maintain relationships, the importance of leaders, and how to turn your clients into advocates for your services business.
KEY TAKEAWAYS
It's five times easier to win work from existing clients than new ones. Your cost of sale is so much lower too with no need to spend on marketing.
A happy client who is well looked after becomes a powerful marketing tool, they become an advocate for us and word of mouth holds a lot of power.
It takes up to twelve positive experiences to make up for one negative one.
Communication and feedback on the communication is really one of the keys of building a good client relationship.
NPS = Net Promoter Score, essentially how likely your client is to recommend you for the services you have provided.
People always say “under promise, over deliver”, but what is more important, is doing what you say you will do. Over delivering is not always possible every time.
BEST MOMENTS
‘Client experience is the next competitive battleground'
‘Experience is as important as the product or service'
‘Leaders set the tone for all of us'
EPISODE RESOURCES
Questas Academy (https://questas.co.uk/academy)
Amy Edmondson - The Fearless Organisation: Creating Psychological Safety in the Workplace for Learning, Innovation, and Growth
Amy Edmondson & Jean-François Harvey - Extreme Teaming: Lessons in Complex, Cross-Sector Leadership
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
http://linkedin.com/in/garyquestas (http://linkedin.com/in/garyquestas)
https://www.questas.co.uk (https://www.questas.co.uk)
Instagram: @bdcoachinghub
Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/ (https://www.thequestasacademy.com/)
This show was brought to you by Progressive Media (https://progressivestudios.co/)
Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.
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