BUSINESS DEVELOPMENT TRAINING FOR CONSTRUCTION & PROPERTY PROFESSIONALS
BENEFITS & FEATURES
-
Increases your company's profits and revenues
-
Improves the quality & diversity of your company's client base
-
Generates a high return on investment
-
Promotes a business winning culture
-
14 video presentations
-
11 unique real world missions
-
On-demand 1-on-1 online mentoring
-
Progress reports on completion
-
All delivered by a Chartered Surveyor with 10+ years of business winning success
CONTENT
PART 1 - BACKGROUND
-
VIDEO 1 - The Power in Being Able to Sell
-
VIDEO 2 - The Characteristics & Attitudes for Success
-
VIDEO 3 - The Importance of a Strong Brand
PART 2 - PREPARATION
-
VIDEO 4 - Choosing a Target Sector
-
VIDEO 5 - Identifying Companies and Decision Makers
-
VIDEO 6 - Developing a Systematic Approach
PART 3 - TARGETING
-
VIDEO 7 - Conversation Skills - How to Build Rapport
-
VIDEO 8 - How to Get a Meeting With a Decision Maker (Pt 1)
-
VIDEO 9 - How to Get a Meeting With a Decision Maker (Pt 2)
-
VIDEO 10 - Dealing With Setbacks and Failures
PART 4 - CLOSING
-
VIDEO 11 - Preparing to Meet a Decision Maker
-
VIDEO 12 - What to Say When Meeting a Decision Maker
-
VIDEO 13 - How to Follow-Up & Build a Relationship
-
VIDEO 14 - You've Got an Opportunity! How to Win it
THE MISSIONS
-
Eleven unique, actionable steps, that lead to winning new clients
ONLINE MENTORING
-
All reinforced with one-on-one mentoring - provided throughout
MY EXPERIENCE
For 19 years I was employed at an international, interdisciplinary firm of construction and property consultants, where I qualified as a Chartered Building Surveyor and became a company shareholder.
The great financial crisis of 2008 was a challenging period for our industry, resulting in many of our clients reducing activity, while others entered administration.
This period represented the commencement of my business winning career; I quickly realised it was necessary to replace those clients who were no longer providing the level of fee income we were used to.
Although still working full time as a building surveyor, I attended business development training courses, as well as committing time to researching, identifying and contacting potential new clients. This resulted in meetings with companies, who would require our services. With further refining of my approach and strategy, I enjoyed significant success, winning many new clients, particularly in the retail sector, where despite the recessionary conditions, a number were expanding aggressively.
Allan Davies MRICS
By 2010, given the visible increase in fee income I was generating, moving over to a full time business development role was a natural progression.
My business development role now encompassed the responsibility to win new clients, not only for building surveyors, but also for our architects, cost managers, mechanical and electrical engineers, monitoring surveyors and structural engineers.
Over the next nine years, I won many diverse clients, including asset managers, banks, charities, hospitality groups, insurance companies, pension funds, REITs, residential developers, retailers, leisure groups and sovereign wealth funds. This work created business for all disciplines, generating millions of pounds in fee income.
For me, the whole process of winning new business has always been very exciting, from identifying and researching a potential client, to arranging to meet a decision maker, the meetings, the follow-up and finally winning that brand new client. It was both challenging and rewarding when the successes came, and I was always proud of the contribution that I was able to make to the success of the company.
SalesClimber is all about winning new clients. It is a resource which provides you with the successful processes, strategies and techniques which I have developed over the years.
My aim with SalesClimber is to create the property and construction specific business development training resource, that I would have benefited from, and your company will find invaluable.
CONTACT
