Need help with developing clients or prospects?
Want to grow your referral network?
Trying to build your profile in the market?
Want to increase your proposal hit rate?
Growth Trainers is here for you, 24/7.
It’s hard finding time to attend face-to-face
training and coaching. And it’s expensive!
Growth Trainers is about delivering practical
and actionable business development training … online.
We work in your world, rather than force you to fit
into an outdated training delivery model.
What is Growth Trainers?
We provide business development training for professionals
We are online so we can fit in around you – quite the opposite to the usual
face-to-face training and coaching options.
We are relevant to any professional
Lawyer. Accountant. Engineer. Architect. Consultant.
If you’re about delivering services, you’ll benefit from Growth Trainers.
We are only about business development
Clients. Prospects. Referrers. Building reputation. Tender writing.
If it’s about business development effectiveness, you’ll find help here.
We are about aligning with your career stages
Beginners, or experienced practitioners. Our material is structured
so that you can get what YOU need, rather than putting everyone through
the same generic programs that miss the mark.
We are about building a supportive community
You have access to an open forum where you can ask us questions
and compare notes with your peers. New programs are being added all the
time to make sure you have access to the latest proven techniques.
We use a simple “Netflix” style interface
making it super easy for you to find the
material you need.
Want to see more?
Click HERE to see more of the
programs you’ll have instant access to.
A Taste Of What’s Inside.
The Real Reasons Clients Buy
Clients are generally driven by rational motivators, or emotional motivators.
As professionals, we spend a lot of time in the rational realm. However, 80% of all decisions are made from an emotional standpoint.
This tactic sheet will give you some ideas for meeting your clients and prospects at a more emotional level.
Duration: 2 minutes Pre-requisites: Framework For Success (Tactic), Building Rapport (Tactic), Building Trust (Tactic) Categories:advanced users, clients & prospects, intermediate users, tactics
Spreading Your Word
In professional services, it’s important that you have a profile as a thought leader and can demonstrate your expertise and experience to prospects.
Seminars are a good way to do this.
But seminars have limited reach (unless you are presenting in many locations), limitations in terms of the time of day you can present them, and unless you record them you can’t maintain a historical record.
Webinars provide a great way to solve these problems and make sure you are spreading your word in a way that works better with your prospect’s availability.
In this strategy, you’ll learn what webinars are, how they work, why they work, and how to create your own campaigns.
It’s important to make sure that you have agreed, concrete steps to follow at the conclusion of a business development meeting or call.
There are any number of reasons why your business development campaign can lose momentum. The best way to maintain some form of control over the process is to have a map of the future to follow – and to make sure it has the prospect’s agreement.
This tactic sheet will help you to understand what causes a loss of momentum and it provides some simple methods for keeping the business development process on track.
It’s important to be different. But you need to be different in a way that is valuable to your client or prospect.
With so many practitioners who are all excellent at technical service delivery, your important points of differentiation need to be found in non-technical areas and in ways that give you a closer alignment with the client and therefore build trust.
This tactic sheet will help you to understand some of the ways you can build a meaningful point of difference and how you can communicate it to your prospects.
Reluctance can manifest itself in many different ways in a business development scenario.
Nobody likes rejection – but you often only get one opportunity to ask a prospect for some important piece of information, or to take a particular action. And unfortunately we often
overestimate the risks involved in asking for something.
This tactic sheet will help you to understand some of the sources behind your reluctance, some of the self-limiting beliefs that hold you back, and give you a way to think about these
situations so that they become less frightening and more fulfilling.
Once you are sure that the client understands your solutions, there will come a point when you will need to clarify whether or not the client is serious about engaging you. It may not be necessary or even appropriate for the client to instruct you there and then, particularly if the solution is relatively complex and/or the client is not the only decision maker.
This tactic sheet gives you a 3 step process for understanding if the client wants your solution ahead of the alternatives. It also provides an effective test that can be applied anytime the client wants to negotiate.
When you find yourself in a face-to-face meeting with a client and you are hoping to motivate the client towards buying your solution or service, it helps to have a model that you can use to make sure you cover the key areas that support motivation to act.
This tactic sheet sets out a simple model that provides a logical process for a sequence of questions that will help you uncover the level of need arousal and will help you to develop your client’s motivation to buy.
Clients like to work with people who are like them. A large part of developing connections with prospects is being able to communicate on their wavelength – which means you need to understand their preferred thinking style and adapt to it.
And in a meeting situation, or on a phone call, you don’t have a lot of time to do this.
This tactic sheet introduces the four different focuses that prospects bring to their consideration of solutions; how you can quickly identify them; and what you can do to align yourself.
Duration: 2 minutes Pre-requisites: Framework For Success (Tactic), Building Rapport (Tactic) Categories:beginner users, clients & prospects, intermediate users, pitches, tactics
Generating Referrals From Clients
Not surprisingly, many professionals find that their best source of business comes from existing clients. Particularly from those clients who have a high level of trust in the provider.
However, few professionals understand how to leverage these client relationships to generate referrals that lead to instructions from new clients.
This tactic sheet takes you through the right way to approach your clients for referrals and also, importantly, what NOT to do.
People buy from people they know, like and trust. It’s important to try and build some rapport – or chemistry – with prospects so that you can develop “like-ability”. But you have a very limited window of opportunity to do it.
This tactic sheet will provide techniques for building rapport, and for understanding different communication styles so that you can adapt and align to the prospect’s preferred style.
Success is a function of discipline, practice and persistence. It’s also helpful to have a simple model to help focus your efforts.
This tactic sheet provides a simple, yet effective, model that can be used to make sure you are focused on the most important business development activities; and to help maintain the discipline required for success.
No matter where you are at with your business
development skills … we have something relevant for you.
Our programs are written by BD pro’s from the
professional services sectors. These are people who have
actually SOLD solutions to REAL clients.
It’s not a single “hit or miss” methodology.
It’s a collection of highly practical and actionable techniques
that we know WORK in professional services environments.