Do you get a request for a brochure from a project manager as he/she is heading out to a client meeting? Did you ever wish your project manager asked for a specific piece of information while talking to a prospective client? Do your project managers have a hard time getting repeat client meetings to discuss upcoming projects?
While clients have less time to meet with consultants to talk marketing, the need for a strong personal relationship is more important than ever. Marketers need to coach their technical staff to get beyond the “me, me, me” marketing fluff and dig deeper to build those relationships and deliver value in every interaction. We take a “train-the-trainer” approach to teach marketers not only the fundamentals of call planning, active listening, and value delivery but also put them into practice through interactive exercises and provide a self-starter kit to implement back at the office.
Detailed Learning Outcomes:
- Develop a pre-meeting planning process to maximize your client’s time
- Use active listening techniques to build client relationships and find differentiators to use in proposals
- Learn to deliver value in every client interaction
Self-Starter Tool Kit:
The tool kit includes the following:
- Powerpoint Presentation
- Call Planning Fun Sheet
- LAER Listening Activity Case Studies
- Value Delivery Tools
You can download it here.
Presenters and Contact Information:
Lindsay Diven, CPSM
With 17+ years AEC experience, Lindsay runs the training company, Marketers Take Flight, and hosts the “AEC Marketing Strategies” podcast. She speaks regularly across the country sharing her insights and expertise. Her influential courses, like “Proposal Pro” and “Content Marketing Clarity,” set industry standards. Formerly, as a board of director, she led the marketing and BD at a 300-member A/E firm, shaping strategies across six market lines.
Connect with her on LinkedIn.
Barbara Stiles, FSMPS, CPSM
Barbi is a marketing professional in the AEC industry with 30 years of experience. Proven skills in growing an A&E firm. Accomplished in providing project and department management, budget preparation and management, and strategic direction in pursuit of new business. Experienced in office start-ups, managing direct reports on a regional basis, and office management.
Connect with her on LinkedIn.
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