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Sustainable Marketing: five reliable sources of leads

October 1st in London, October 10th in Brussels.

Particularly relevant in an uncertain economy, this workshop explores how to get best value from your marketing investment

Given that we live in “interesting times”, it is more vital than ever that we get best value from our investment in marketing. Like our people, our pipeline represents our future.

What are some of the common complaints?

• that existing initiatives (networking, web-optimisation, thought-leadership, telemarketing) are not working well enough
• that all the “rain-making” is being done by one person (or a few)
• that lead-generation is haphazard and therefore uncertain
• that the business oscillates between feast and famine

The purpose of this workshop is to put some structure into the marketing, in a way that minimises cost and capitalises on what works in practice.

The key benefits of attending include:

1. clarity of focus (and investment) on the most productive lead sources in 2008
2. avoiding the loss of valuable accounts, due to common mistakes in nurturing a lead or in negotiation. (What looks like client indecision is often “unconscious incompetence” on the part of the adviser.)
3. getting more repeat business and referrals from people we already know, via practical research-conversations, that do not involve “selling”.
4. building strategic alliances over a three-month period, thereby chopping the cost of prospecting
5. creating a practical action plan, before you leave

Detailed Contents:

1. The components of “sustainable marketing”; why these are valuable in 2008
2. Anatomy of a pipeline: degrees of warmth
3. The five most likely sources of leads this winter
4. Hidden Value - conversations to have with all clients, how not to talk about value
5. The mechanics and practice of a keep-in-touch system
6. Deciding how and when to build strategic alliances
7. The seven key conversations: from opening opportunity to negotiation of fees
8. Dealing with budget constraints
9. Time-management implications
10. Motivating others to have business-development conversations

Workshop costs:  Fee for guest place - £450 + vat / 570 Euro + vat 

Early-bird registration before Jul 30th :  £350 + vat / 420 Euro + vat.

Free to members of “The Outstanding Professional” and “The Outstanding Independent” programmes.

Register via Pam at pam@success121.com

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