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Securing new clients Karina Chapman. First steps. Talk to the client on the phone – establish a rapport Don't be afraid to meet with them – try to get in front of them. 99% will go ahead if you show them how easily it can be done Not a lot will actually install a disk and

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Securing new clients karina chapman

Securing new clientsKarina Chapman


First steps
First steps

  • Talk to the client on the phone – establish a rapport

  • Don't be afraid to meet with them – try to get in front of them.

  • 99% will go ahead if you show them how easily it can be done

  • Not a lot will actually install a disk and

    play with it themselves!


First steps1
First steps

  • When you meet them don’t have preconceived ideas about the choice they will need to make.

  • Discuss options but make a recommendation

  • Ask lots of questions about what they want to achieve.


Power in the meeting
Power in the meeting

  • The person asking the questions is the one with the power / controls the meeting.

  • Ask lots of questions – the client will feel they are being scoped properly and that they will get what they need.

  • Take notes – you don’t have to have a checklist if you listen to the client!


Questioning technique
Questioning technique

  • Use a questioning technique to help you arrange your meetings.

  • Don’t launch straight into the software.

  • Focus on the client needs first then show them what they need to see

  • I get very few refusals for support work when the opportunity has enabled a good client scope first.


Questioning technique1
Questioning technique

  • DQ – Decision questions – are you talking to the right person

  • BQ – Background questions – why are they doing this?

  • MQ – Motivation questions – what is the motivation behind contacting you


Questioning technique2
Questioning technique

  • PQ – Problem questions – what problems are you trying to solve

  • MMQ – Measurement questions – how will they know when you have solved the problems

  • VQ – Value questions – what does the client get out of going ahead


Questioning technique3
Questioning technique

  • CQ – Consequence questions – What is the consequence of not going ahead

  • TQ – Timing questions – when do you want to get started.


Make a recommendation
Make a recommendation

  • Don’t give the client too many options – It freaks them out!

  • You can give options but if you have asked the right questions you should be able to put your name against recommending one.


Price for support work
Price – for support work

  • Don’t be afraid to not be cheap!

  • Explain what you may do that your competition may not do

  • Don’t be embarrassed of your charge rate!

  • Make sure they understand how much of a mess they can make without the right help.


Price for support work1
Price – for support work

  • If they are price conscious give them a fee for software and data file set up with training additional.

    Thanks!!!

    Happy Conference!!!


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