I would like to share with you an experience I had whilst running a business development workshop. During the workshop I presented examples of scripts that can be used when phoning or writing to prospects for the first time The scripts start off recognizing the role of the person that is being approached, for example,… Read more…
Questions & techniques for closing prospects
Having presented your proposal to a prospect you now need to ensure your prospect says “yes” (close). To effectively close, you need to ensure that you have successfully completed each previous stage in the business development process such as building rapport, uncovering needs, exploring solutions to needs and developing a compelling proposal that meets their… Read more…
How to service sponsors & clients effectively
Having just run a workshop for the clubs from a major national sporting organisation on the topic of effectively servicing sponsors, I would like to share with you some tips on effective servicing which can be applied to servicing clients, customers, sponsors and donors. The importance of effective servicing The importance is the lifetime $… Read more…