Give content professionals a role in finding clients
Sales for Techies and Consultants
While there's a strong case for giving "content junkies" a role in the sales process, it doesn't happen automatically. Sales is often not the most popular aspect of the job, and the associations of many content-savvy people aren't always positive. In fact, sales can sometimes be a bit dirty.
Sales has a dirty image
Classic sales training doesn't work
Standard sales training therefore rarely or never works for content experts. This is logical, because there is a difference between a selling professional expats must register with the local municipality and obtain a professional sellerMany content-savvy professionals don't particularly enjoy sales. They often (unconsciously) associate it with pushing, nagging, and peddling.
That pushiness isn't a good idea, of course; it doesn't make clients happy. What many clients do appreciate is an advisor who thinks along with them and looks beyond the current assignment.
That's why the first step is to overcome any fear and turn it into enthusiasm for this aspect of the profession. Only then will it become clear: You can learn to acquire assignments. Without pushing or imposing. In a professional and enjoyable way, for both the client and the professional.
We're happy to support you with our expertise, experience, and enthusiasm. We have programs that both managers and professionals are enthusiastic about. And they work in practice. We're so convinced of this that we prefer to work based on achieved results.
See our book:
Client wanted
Getting assignments as part of your work
And for managers:
Why don't they just do it?
Make sure your consultants and technicians find and keep clients satisfied
We often encounter the following bumps
From the consultant
We hear from professionals themselves:
- I'm not really the type for that…
- No desire to push…
- I don't want to jeopardize the relationship of trust with my client...
- Never really learned how to go about that…
- Others can do that better…
- That's what we have sales for...
- No time…
From the organization
Leaders often say something like: They are top performers in terms of content, but…
- It's there for the taking, but they don't see it…
- We've explained it many times, but it doesn't seem to sink in...
- Our turnover depends on just a few people…
- Some people still manage to have network conversations, but it remains just talking...
- We have a few high-flyers, but most experts do virtually nothing to acquire (follow-up) assignments.
- I would expect from a senior ...
Begin with the end in mind
It starts with a specific goal...
We have a lot of experience with
There are many ways to be entrepreneurial. In behavioral science, we've learned that it helps immensely if you're clear about your goal. A few examples of goals we can work on in practice with our clients:
- More enjoyable assignments for our people
- Less dependent on the few people who take care of all the assignments
- Continuous attention to acquiring orders, not just when it is too late
- Getting assignments that suit us better
- Less secondment and more consultancy or team assignments
- Do more nice assignments for selected clients instead of doing small jobs everywhere
- Be less dependent on tenders
- Give away less additional work
- We want to offer more added value; more customer intimacy and build long-term relationships with our customers.
- Our best assignments come through consultants, not marketing and sales. We want more assignments from our trusted network.
- When people sit on our couch, they hardly do anything to find their next assignment. We'd like to change that.
- We want less tariff pressure
- We want consultants to enjoy the commercial game.
- Acquire more interesting assignments so we can retain our good people
- We are too often seen as a commodity, customers think they can easily replace us…
- We allow our competitors to capitalize on buying signals from existing customers too often
- I want to work closer to our clients' core business and deliver added value (beyond offshore countries)
- We want to know about customer needs sooner, not just when the purchasing department asks for a resume or the RFP comes in.
from 20 to over 100 opportunities
Plat4mation
When there is a goal that appeals to both managers and professionals...
From goals to program
Once we've clarified the objectives, we'll design a suitable program. This often consists of a mix of training, Just-Do-It sessions, organizational consulting, and design. We usually collaborate with both management and consultants/technicians.
These programs include:
- Training
- Just-Do-It sessions
- Coaching for specific questions
- Help set up the structure so that commerce becomes a logical part of everyday work.
To give you an idea, here are a few examples of the programs we offer…
Boost Workshop Client Wanted
Many organizations regularly organize themed sessions. In a single (evening) session, you and a group of colleagues can work on finding and keeping clients happy. This session will help you overcome your fears and provide concrete tips. It's inspiring for both small and large groups.
About commerce as part of your work. We'll remove any initial fears, introduce a common language, and tackle one or two specific topics (e.g., handling unspoken customer questions or networking).
This way, we engage all our employees. If you're interested in more, we'd be happy to delve deeper with (some of) the professionals.
With groups of (usually) 6-10 employees, usually including a manager, we will give concrete form to commerce in practice.
The program consists of a mix of training, practical guidance, practice sessions and of course also practical work, including "phone hours" and usually lasts from a few months to a year.
Another important element is further developing a structure together with the management team, so that acquisition becomes a normal and enjoyable part of the job. The manager plays an active role in the program.
Some of our clients start with a group, and once they see results and that group has recouped its investment, the next group starts.
If you watch television programs where stubborn pets or children receive behavioral training, the instructor almost always works primarily with the owners or parents. Those owners or parents are always less enthusiastic about this, because it's clear that Bello or Junior needs some work...
However, managers can structurally increase the entrepreneurship of their people with a number of simple actions.
However, this doesn't happen automatically. Managing entrepreneurial behavior is quite different from managing them in the area where they are task mature.
For managers we offer, among other things, a short introductory/booster workshop on strengthening entrepreneurial behaviour.
Want to know more about how we can help your organization find the best assignments?
Contact usWe won't sell you anything. We promise.