I’m always encouraging connection – connection between you and your target clients, connection between you and your team, and connection between your team members.
But sometimes a super-connected relationship can actually hurt the account development process.
Are you one of those people who just hates social media? You think it’s about people trying to sell you something, brag about themselves, or worse yet tell you something personal? Or, you might feel it’s just one more thing you’ve got to manage and update.
I’m here to tell you that like it or not, social media platforms are proving to be unbelievable connection tools. And I’m all about finding more ways to effectively connect with my market and potential client base in time effective and cost effective ways.
I know that if I’m not keeping my fingers on the issues that are driving decisions in our target industries, and within our target clients, I’ll never be able to piece together solutions that connect with the things important to them.
Still skeptical? I encourage you to check out our latest video about leveraging social media to speed your revenue growth.
As I mentioned in my recent post about spotting a champion, there are several key people you should be connecting with at a target client organization: champions, navigators, advocates, influencers and decision-makers.
On May 14 I was honored to facilitate a panel on the topic of imimagesproving capital projects.
The event was hosted by I-LinCP (the Institute for Leadership in Capital Projects) and held in Austin, TX. We had a full house at Maggiano’s Little Italy as we discussed the pros, cons and impact of various project delivery methods.
Coming up with a revenue growth strategy can be incredibly challenging. Identifying your target markets, creating projections, setting up geographies, and assembling your team.
But then what? How is that team being directed to reach the revenue goals? What’s guiding them?
We believe in building strategic road maps that lay out a methodology proven to bring speed to the account development process. Building a road map will feel slow. The process will feel counterintuitive.
We encourage you to slow down. Don’t just jump to “getting in front of people,” and watch our video.
Starting the conversation with a potential new client is the first challenge you will face after you get that initial foot in the door.
It’s also the point at which the relationship will succeed or fail.
So many people start this conversation out wrong.
There is an interesting phenomenon happening right now that is going to affect many industries – but I think the healthcare industry is going to see the change first. I call it the Trip Advisor Effect.
On May 14th, I will be facilitating a panel for the Institute for Leadership in Capital Projects (I-LinCP) in Austin.
View this video to learn more about the event:
Multiple connections between your company and your clients are good things. But connection gets exponentially better when SHARED.
Do you include current client intelligence in your customer capture plans? Here’s how to use client intelligence in your business meetings.
