Expanding Current Business
It is no secret that the cost and effort needed to generate new business is much larger than the cost and effort it takes to generate new business within your current clients.
Some studies have shown costs as high as 70% to generate a new client versus expanding the current client relationship you already have. In addition, as much as 85% of all buying decisions are based on recommendations from individuals or departments within current clients.
This workshop will review the strengths you have already built within your existing relationships and guide you through the development of seizing expanded business opportunities. It will provide your organization with the appropriate tools and new way of thinking and developing the attitudes to foster this new approach.
Based on our survey of your current process and knowledge, we will cover the following topics:
• Expanding your current relationships
• Building alliances through referrals
• Networking like never before
• Using a question based approach to discovery
• Building client champions
• Drilling down to uncover new opportunities within a current client base
• Developing additional strategies to penetrate new opportunities
Additional Sales and Marketing courses:
Sales Force Effectiveness
Networking
Driving New Business
Understanding Basic Survey Design
Designing Electronic Surveys
Conducting Effective Informational Interviews
