Sell More to Existing Clients
Overview
The well of opportunity shall never run dry
When you want more work to come onto your books, the natural inclination is to look for new clients. However, it is generally easier to sell additional services to existing clients than it is to go and find a new client.
This session will help you discover the benefits of cross-selling and add-on selling, in addition to uncovering the Well of Opportunity that exists within your current clients.
Specifically, we will look at:
- Both linear and opportunistic Well of Opportunities
- How to create the environment in which to surface these opportunities
- How to gracefully and easily close them
This practical session will showcase case studies where professional service advisors have managed to land substantially more work than initially expected, purely by better understanding their clients’ needs as well as their own service offerings.
We will cover off both business and consumer / individual clients.
Learning Outcomes:
Attendees will learn
- Both linear and opportunistic Well of Opportunities
- How to create the environment in which to surface these opportunities
- How to gracefully and easily close them
Suited to:
This is a practical session suited to accountants, financial, legal professionals and other advisers who want simple practical tools to sell more services to their existing client base.
This On Demand Includes:
- Recording of the Live Webinar, which can be viewed multiple times
- PowerPoint Presentation
- Verbatim Transcript, with Searchability
- Supporting Documentation
- CPD Quiz
- CPD Certificate
Course syllabus
3 lessons
- Video – Sell More to Existing ClientsVideo
- Feedback Survey 2024Survey
- Knowledge QuizTest
Your presenter
Dr Abbie WidinGTM Co
runs a successful boutique consultancy (GTM Co) and designs go-to-market strategies. She coaches sole practitioners and professional firms, and helps them identify their highest potential clients, package their services and set their fees. She also helps them stay focused on their most effective business development opportunities.
She is a director of both public and private Australian companies.