4/17/2023 0 Comments Building client base![]() ![]() Understand the levers specifically impacting your clients and prospects. This strategy not only helps you with intelligence about their business and industry, but it can also give you better conversational depth when you’re building relationships within the client. Trends to consider include industry, global, cultural, technological, product, consumer, political, and those specific to your expertise. Being well-read and current on trends builds your opportunity intelligence and your advisory confidence. What are some specific ways that you can build it? You want to be perceived as so valuable to the client that you and your firm are the clear choice, whether it’s a net-new opportunity or a long-term client. The more depth you have, the more you’re able to step into the role of advisor. ![]() ![]() This is your depth of understanding about the client or industry vertical you’re looking to grow. This blog series will dive into each one in more depth and provide you with some ways to actively build these into your sales activities. The ability to earn commitments all throughout your sales process.The ability to propose ideas and solutions that compel change.Relationships at the right levels, with consistent access.Strong business intelligence about the client.There are four elements I see as critical to earning new business and growing your client base: For my definition of strategic selling, watch this short video. In my experience as both a B2B seller and now a consultant, it takes a strategic selling mindset and skillset to succeed. Cultivating new business might be selling into an existing client, or it might be landing a brand-new client for your firm. If you’re in professional services or selling into complex B2B environments, you’re very likely balancing three key responsibilities: solution delivery, client experience, and also cultivating new business. ![]()
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