Make sure your clients see and appreciate the value created by your work together.
3 ways to do this ...
--- Conduct a value analysis workshop.
--- Present a joint case study webinar
--- Invite them to a client roundtable event
The client's perception of your value is their reality.
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“Why do you write all this stuff?” She asked. Fair question and a simple answer. I get clearer when I write my thoughts down. I’m not writing to persuade you. I’m writing to persuade myself. I’m writing to see things differently. Sometimes when the writing seems useful
Does consultative selling work with public sector clients? In my last post, I recommended Consultative Selling by Mack Hanan. Reading the book, you’d be forgiven for thinking it’s all about commercial business. The language is all about profit improvement. Hanan puts that at the core of client conversations.
Want to become a trusted expert? Start with this book. Most sales books are written for people selling products. But you face a different challenge. You need to demonstrate your expertise by adding value, offering insight into your clients’ priority situations and earning their trust. Consultative Selling by Mack Hanan