Reflect n Grow

On Day 1, you will focus on identifying your ideal customer. Your ideal customer would either buy more and/or buy more often and/or buy more profitable products/services that you have to offer. A combination of client segmentation and ABC analysis can help you zero in on your ideal customer profile. A simple yet effective way of doing this is to review your current clients and look for patterns within your top 10% of your customers.

On Day 2, you will focus your attention on your prospecting skills. I have created a prospecting workbook that you can use to help you build world class prospecting skills. Can you guess the No.1 reason as to why you are unable to acquire your ideal customers on a consistent basis? You should not be surprised if I tell you that you just do not put enough effort on a regular basis. The real question to ask is that what prevents you from doing so? it could be that you are too busy servicing your existing clients or you fear rejection and hence you do not prospect or it could be that you just do not know what exactly should be done. I have developed a simple time sheet that can help you assess the time that you devote to prospecting.

Second, you need to build a list or a pipeline. Generally many define building a list as prospecting. This is far from the truth. You can build a list by cold calling (approaching strangers), affiliations (meeting people known to you or your business) or referrals (passive and active).

Here I share with you why cold calling is the worst thing to do. Instead focus on referrals and affiliations. Many of you may have tried "referrals" in the past and failed. Hence I have shared a script that can be extremely helpful in getting referrals easily. I call this "the active referral technique". This technique is my favourite and delivered great success to me in my career.

In passive referrals, you wait for your clients to give you leads. In active referrals, you succeed in getting leads by asking for them! The ability to gain clients through "active referrals" can be a game changer!

On Day 3, you will work on improving the conversion ratios.

Here I share with you an engagement strategy that can help you significantly improve your conversion ratios.

The best of the best sales and business development professionals know that even with the best of sales skills, conversion rates will be in the range of 3% to 5%. So, it is equally important to find a way to engage with prospects who say "No" initially. This is where you need a solid way to keep engaged with your prospects. Here I help you create an engagement strategy that is easy to implement. If you reflect on your sales efforts, you will realise that all the calls that you do with our clients can be categorised as (a) Relationship calls (b) Value added calls and (c) Sales Nudge. Successful Business Development professionals do more of relationship calls while the unsuccessful one do more of sales nudges. All you need to do is change the ratio in favour of Relationship calls and value added calls and you will be surprised as to how it strengthens your bond with your prospects which eventually helps you improve your conversion ratios!

I have also added a Bonus Section titled "Action Changes Things (ACT)" In this section, I share ways on how you incorporate the learnings from this course into your day to day working. All it will take is 3 days of focused effort to transform your client acquisition skills and get on to the road of accelerated and consistent business growth.