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Contact Management

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Contact Management

  1. 1. Business Development and Contact Management Presenter: Tami Somers
  2. 2. Process Steps for Sales to Medium and Large Businesses Sales Process Steps Phase 1 Prospecting Phase 2 Qualifying Phase 3 Proposal Phase4 Decision Phase 5 Repeat Business Sales Process Activities and Milestones Generate new prospects (Look at existing customer base for opportunities Assess prospect needs Create a buying vision that maps our services to their needs Prepare Letter and materials to send to prospect Ask for their business Present Materials Discuss Negotiate Negotiate Keep in contact with Client while project on-going Talk about future goals Outcomes Goals Identity Contact Initial Contact Call Meeting Close Sale
  3. 3. Questions to Ask the Client <ul><li>In your own words what do you have in mind for this project? </li></ul><ul><li>What is the general range of your needs for this project? </li></ul><ul><li>Who developed the idea? </li></ul><ul><li>Who is supportive of the idea? </li></ul>
  4. 4. <ul><li>What is your role in the project? And what will it be? </li></ul><ul><li>Who decides who gets the contract? </li></ul><ul><li>How will the success or failure of the project affect you? </li></ul><ul><li>Have you worked with other firms before? </li></ul><ul><li>Are you talking to other firms about this project? If so, who? </li></ul><ul><li>Do you have a particular kind of firm in mind? Local, Regional, National, Innovative, Low Price? </li></ul>Questions to Ask the Client
  5. 5. <ul><li>Remember to Link to Your Discussion Points to Client’s Issues </li></ul><ul><li>Caution: </li></ul><ul><ul><ul><li>Do not present features unrelated to issues </li></ul></ul></ul><ul><ul><ul><li>Client does not care </li></ul></ul></ul><ul><ul><ul><li>Dilutes your message </li></ul></ul></ul>Items for Discussion with the Client
  6. 6. Items for Discussion with the Client <ul><li>Always present from the client’s perspective </li></ul><ul><li>Be careful not to restate features </li></ul><ul><li>State the obvious (because it’s only obvious in your mind) </li></ul>
  7. 7. Integrated Delivery <ul><li>Focus on Collaboration </li></ul><ul><li>Clients Demanding Fully Integrated Teams Early on in Process </li></ul><ul><li>This requires long-term teaming and careful documentation </li></ul><ul><li>of collaborations </li></ul><ul><li>Cradle to grave service relationship with client </li></ul>
  8. 8. Evaluating the Relationship <ul><li>The strategic summary of all the work you’ve done </li></ul><ul><ul><li>The client relationship development </li></ul></ul><ul><ul><li>The marketing intelligence you’ve gathered </li></ul></ul><ul><ul><li>The differentiation materials you’ve developed </li></ul></ul>

Notes de l'éditeur

  • We have discussed the process of re-establishing relationships with clients/prospects Remember to do your research on your prospect before you pick up the phone. These are some questions you may have in mind when making your call on a lead

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