Published on March 20, 2014
@ThomasLot Paris, March 2014 9 tips on how successful consultants attract new customers. Thomas Lot CEO/Founder Best Consultants’ Practices.
Successful consultants pursue 3 primary approaches to their business development: • They expand their services with their current customers. • They gather and utilize facts on emerging market trends. • They broaden their customers’ base. @ThomasLot Paris, March 2014 Best Consultants’ Practices.
1. Consultants expand their services with their current customers. @ThomasLot Paris, February 2014 Best Consultants’ Practices.
How they expand services with customers? With their customers, consultants ● Discover similar needs in the other departments of the same companies ● Seek introduction to new contacts at other companies. Why? ● Consultants become more compelling when they already know their customers’ needs. ● As their trust builds with customers, consultants are more able to convince internal colleagues.
How they expand services with customers? Consultants make sure they are the first to know when executive changes happen with customers and their customers’ partners. Why? ● They bring facts and value that their busy customers may have missed. ● They develop loyalty by showing how much they care about their customers. ● They can propose complementary services before their competitors.
2. Consultants gather and utilize facts on emerging market trends. @ThomasLot Paris, March 2014 Consultants’ three best practices
How they utilize facts on market trends? Consultants understand the roles of recently appointed executives and observe fast-moving companies. How? ● The executive titles are important. Each word in an executive title has been carefully chosen and has meaning. ● The executive biographies help to understand the executive business mindset. ● Org charts change help to identify the emerging markets and their associated business models.
How they utilize facts on market trends? Leverage BtoB Social Media: ● Watch your market news with Twitter feeds. It is fast, discreet and free. ● Review the other social media from time to time with a special attention on YouTube. Why? ● It takes 10-15 mn a day if you use tools such as HootSuite or SocialBro ● After a few weeks, you will learn much more than you can imagine.
3. Consultants broaden their customers’ base. @ThomasLot Paris, February 2014 Consultants’ three best practices
How they broaden their customers’ base? Consultants open doors with their most attractive services. They select the most opportune moment to contact their best propects. Why? ● e.g. Their new digital practice is an opportunity to contact new people. ● After introducing their attractive services, they present their other services. ● Prospects similar to their most-satisfied customers, are the most likely to have the same needs and value the most their services. ● After organizational moves, prospects are more open minded for retaining new consulting services.
How they broaden their customers’ base? Consultants use external data to find new participants for their conferences. Why? ● They have broad ambitions and fish in the open seas using external data. ● At worst, prospecting develops their word-of-mouth awareness.
Summary of Best Consultants’ Practices. #1 Expand your services with customers. ● Discover similar needs in other departments ot the same companies. ● Seek introduction to new contacts at other companies. ● Be the first to know when executive changes happen. #2 Gather and utilize facts on emerging market trends. ● Understand the roles of recently appointed executives. ● Observe the fast-moving companies. ● Use BtoB social media including Twitter and YouTube. #3 Broaden your customers’ base ● Open doors with your most attractive services. ● Select the most opportune moment to contact your best propects. ● Use external data to extend your fishing zone.
Many thanks for your attention @ThomasLot
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