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    How to Get New Business, Acquire Customers and Build Your Client List
    How to Get New Business, Acquire Customers and Build Your Client List
    How to Get New Business, Acquire Customers and Build Your Client List
    Ebook99 pages1 hour

    How to Get New Business, Acquire Customers and Build Your Client List

    By Lee Werrell

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    About this ebook

    FACT!

    Many businesses fail because of poor financial management
    Many businesses fail because of no marketing strategy
    All Businesses fail due to lack of sales!
    In this book I show you why Self Perception is vital to the way you address your prospects

    The Basics of your profession are actually complex skills and experiences that meld together to provide you with an effective methodology to get new business leads, sell and build relationships with these clients. These basics could be seen as;

    problem identification decision making and problem solving
    planning and strategy
    coaching, counselling and mentoring change management interpersonal relations and communication performance evaluation and succession planning conflict resolution negotiation project management

    What I will show you in this book is;

    How to define “What” you are selling and “Who” you are selling to
    How to STOP wasting time selling to the wrong people
    How to identify prospects using Social Media and a marketing strategy
    Provide you with 11 GOLDEN KEYS to raise your level of credibility
    Show you the 6 MAGIC KEYS to Persuade Any Buyer
    Explain the 6 MYSTICAL KEYS to Make Buyers Buy through a feeling of obligation
    Define 10 GOLDEN RULES of How to Project an Awesome Charisma
    How to develop YOUR KUDOS

    And much more ...

    LanguageEnglish
    PublisherLee Werrell
    Release dateMar 28, 2013
    ISBN9781301184309
    How to Get New Business, Acquire Customers and Build Your Client List
    Author

    Lee Werrell

    Working full time building a UK regulatory compliance consultancy doesn't leave much spare time, however the skills and knowledge I use in my business life have a value to others and their development.To get where I have got to, I have studied, attended, listened and viewed many self-help videos, seminars, courses, books and tape/CD programs and have found certain parts, when applied to my values and standards, actually work well.As a small businessman who relies on the internet, cloud and mobile communications, you learn some trick and tips across the years that can drive traffic to your sites, including social media and other advertising. Once that traffic arrives, often more information arrives from other sources, and it is a skill to separate out the wheat from the chaff.I like to share these learning with people and love to get feedback from people where they have gained a result from following my advice. I am often asked why and how I get so much done and the simple answer is, because I want to achieve my goals, and fulfil my promises that I make to others.I do not profess to be a guru, specialist, hyper-intelligent or even clever, but by using things that make sense to me, trying and testing, tweaking and amending, over time, I have made some winning formulas in my life and love to share these with real, committed and excited people who really want to achieve their goals, plan their future and design a life. My passion is to help other people get pleasure and enjoy their time in this reality. Please visit my blog at www.leewerrell.co.uk/blog or look me up at www.Amazon.co.uk to review all my books.

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      Book preview

      How to Get New Business, Acquire Customers and Build Your Client List - Lee Werrell

      How to Get New Business,

      Acquire Customers and

      Build Your Client List

      By Lee Werrell Chartered FCSI FInstSMM

      Written by Lee Werrell and available as EBooks

      See My Blog Here and Other Titles

      Universal Laws of Success

      Easy Ways To Self-Development

      10 Myths of Success Leading to Your Daily Failures

      Unlock Your Success Secrets

      Success In A Month

      How To Quickly Master Time Management

      Recent sales publications that are available through Amazon are the "5 Golden Secrets to Running a Fee Based Consultancy and Six Major Secrets to Handling Objections". These booklets will provide you with some of the key points you need in your sales career.

      Also, you may be interested in "11 Secret Steps to Succeed in Anything You Want In Life" which shows you how to plan your dreams to make them a reality.

      We also recommend reading;

      And Brian Tracy;

      Limit of Liability/Disclaimer of Warranty

      While the author has used best efforts in preparing this report, they make no representation or warranties with respect to the accuracy or completeness of the contents and specifically disclaim any implied warranties. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. The author shall not be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential or other damages.

      Property of the Publishers CEI Compliance Limited

      All Rights Reserved. Contents and/or cover may not be reproduced or distributed in whole or in part in any form without the express written consent of the Publisher.

      Printed Edition March 2013

      Published by CEI Compliance Limited at Smashwords

      Smashwords Edition, License Notes

      This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of this author.

      Table of Contents

      How to Prepare for Success in Getting New Business

      Identifying Targets of Opportunity

      Building Credibility

      Your Persuasion Skills

      Obligations in Sales Success

      Charisma

      Manufacturing Kudos

      Conclusion

      How to Prepare for Success in Getting New Business

      Many years ago when I set up my first self-employed business I had prepared the checklist of all the elements I needed to do to promote my new consultancy. I had stationery printed, I have secured a memorable telephone number, I had advertised locally, and position myself behind my desk awaited the new telephone to start singing to me.

      As you can probably gather I had to wait a considerable time. Although I did have several contacts and existing clients, and there was the promise of some work relatively soon, I was not deluged with the enquiries I had hoped for. It was a very severe learning curve when I realised that the Yellow Pages and local advertising was very much a shotgun approach. In fact it was worse than a shotgun approach as it was completely in the dark with no measure of who or what may have been hit. By the end of my first week I had realised that a failure of these metrics could very quickly spell disaster for my business.

      The reason for my immediate failure was obvious but without it I may never have had the opportunity to study how to get new clients as well as understand my weaknesses in certain skill areas.

      Marketing generally, can be a bit of a nightmare to the uninitiated. Although I was not a marketing guru and had spent little time in the marketing world directly, I knew that my attempts were both naive and relatively pointless.

      I embarked on a quest to try and understand, measure and better marketing efforts for no other reason than to put bread on the table. What I hadn't appreciated although I really knew anyway, wasn't this quest was to not only never end, the pace of marketing was to soon explode with the introduction of the Internet and then the latest spanner in the works, social media.

      I will not bore you to death with the marketing side of things, as this can be gleaned from numerous and far better explained sources of information, but I will however occasionally refer to it as you cannot have sales without marketing, and marketing without sales is pointless.

      The main issue I had initially was that I had nobody to sell to. And the reason I had nobody to sell to was because I had nobody to sit in front of. The reason I had nobody to sit in front of was because although I had worked for companies previously, I was now an unknown quantity and without the backup of a larger companies people were not sure if they can trust me. As you cannot sell to anyone who doesn't trust you then there was no way they were going to approach me unless they had a desperate need.

      So to understand how to get new business we first have to identify the people that we want to do business with. Paramount to our success is understanding what these people may want from us. So we have to start with a plan of attack.

      Self Perception

      Are you a salesperson? There are many connotations attached to salespeople and whereas you may be a salesperson and proud to be so, try out a little exercise. When talking to your prospective buyers, tell them that you see yourself more as a consultant and that you want to identify ways to help them.

      I will use the terms inter-changedly in this EBook but as long as you are fully comfortable with your self perception and how best to promote it to your clients, I will not labour the point.

      What

      What are we selling to the marketplace? What is the market need? What brand do we want to be known for? What is our true marketplace?

      It is all too easy as a consultant to say that we can do anything, for anybody, in any situation. However that is not entirely true as anyone who purveys skills in areas for which they have no competence or appreciation is effectively treating their potential clients with contempt. Your buyer must perceive that your activity will produce sufficient outcome that will improve their condition so that using prescribed metrics they can confirm not only a successful project but also unacceptable return on investment (ROI). This ROI is what can be the making or the undoing of your future with that client.

      How do people measure ROI? Typically their return is stated as a percentage of benefit achieved over a period of time divided by the investment in your consultancy. The key

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