Description

How to sell more things to existing clients with ease

When you want more work to come onto your books, the natural inclination is to look for new clients. However, it is generally easier to sell additional services to existing clients than it is to go and find a new client.

This session will help you discover the benefits of cross-selling and add-on selling, in addition to uncovering the Well of Opportunity that exists within your current clients.

Specifically, we will look at:

• Both linear and opportunistic Wells of Opportunity
• How to create the environment in which to surface these opportunities
• How to gracefully and easily close them

This practical webinar will showcase case studies where professional service advisors have managed to land substantially more work than initially expected, purely by better understanding their clients’ needs as well as their own service offerings.

We will cover off both business and consumer / individual clients.

What you will learn

Attendees will :

• gain an understanding of the mindset and processes required to explore revenue opportunities within their existing client base.
• be provided with a summary of the material covered for easy reference.

Target Audience

This is a practical webinar suited to accountants, financial, legal professionals and other professional advisors who would like to unlock more business from their existing client base

Expert Speaker

Dr Abbie Widin runs a successful boutique consultancy (GTM Co) and designs go-to-market strategies. She coaches sole practitioners and professional firms, and helps them identify their highest potential clients, package their services and set their fees. She also helps them stay focused on their most effective business development opportunities.

She is also a director of both public and private Australian companies.