Building A Best-Practice New Business Pipeline Process In Your Consultancy
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Transcript of Building A Best-Practice New Business Pipeline Process In Your Consultancy
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Closing On Your Terms[New Business Mastery]
Julia VargiuFounder and Principal
[email protected] 860 471
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Head Space
Change your thinking from‘What can I get?’ to ‘What can I give?’
Realise that ‘No’ means ‘Not Now’ and render rejection powerless
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Treat Yourself as Your Own Best Client
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Gradient
3 x 3 (three calls at three o’clock)
commitment + consistency + pace
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About Julia Vargiu
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Health Check
Imagine Build Activate Maintain
The 5 Stages of New Business Mastery
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Servicing + Profit
VS
Balancing Act
Growth
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Wildly Ambitious...
Mildly Ambitious...
Wavering?
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It’s Time to Take the Lead
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Mastery Highlights: Top 100 Prospects
15% of your top 100 will be reviewing in any 12-month period
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Mastery Highlights: The Hook
Intrigue C-suite prospects to meet you when they don’t know you, don’t need you and are time starved
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Mastery Highlights: 3-Meeting Strategy
Win a new client without having to pitch
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Organic GrowthThe perfect testing ground for your new business prototype
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Thinking New Business is a sprint; it’s a marathon
Selling from a place of need, desperation stinks
Stopping and starting, it’s the death blow to new business
STOP
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STARTTaking the Lead...They are your priority (you are not theirs)
Building your prospect list of 100...Remember, not every client is right for you
Showing them what you solve... Not what you do
Treating yourself as your own best client
Building long-term relationships... With your future profitable clients
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Questions?