Your prospects and clients are very busy people. Their jobs require them to make many decisions daily, and frequently with a sense of urgency. From the moment you connect by email, voicemail, or in a live conversation, the clock is running and your prospect is judging….judging whether you act in a professional and competent manner; judging whether or not you open the conversation with confidence and knowledge of this person’s role and of the work being done; and judging as to whether they want to invest time with you in a conversation or move on to tasks and people they deem worthy of their time and consideration.
The purpose behind Next Level Client Mastery is to ensure that the approach we take to our business maximizes our value by challenging the prospects paradigm and elevating their perception of us and our solutions. It is comprised of both influencing skills and differentiating language that better defines YOUR PURPOSE in a market otherwise overflowing with meaningless messages.
In this four part live web-based workshop series, Next Level’s Rob Mosley will share four of the best practices from this program which he calls Client Mastery’s Best Practices. Join us every Friday from October 25 – November 15 at 11am central. Each session will include supplemental materials and Q&A via GoToWebinar.
Individual Session Topics & Descriptions:
- What on Earth are They Thinking? Anticipating the Client Decision Process. (October 25 at 11am CST)
That is sometimes the million dollar question when it comes to trying to determine exactly HOW our prospects and clients think when they are making important decisions such as how to hire the best possible candidate, which firm, if any, to work with, or how important this hire is to the organization?
While we do not possess the crystal ball to make these determinations, we do have something that might be even more accurate. The Client Decision Process model illustrates eight stages that every business, regardless of size, structure or business vertical, follows when they are in the process of making important decisions.
Ask yourself, “Where is my client /prospect today in their decision process and what does value look like to them at this stage?” If you can articulately answer that key question, you have the makings of a long-lasting collaborative client partnership. This session will also weave in four key recruiting principles into a better understanding of the Decision Process.
- The Clock’s Ticking… The first few seconds in opening a conversation. (November 1 at 11am CST)
The first few seconds and minutes of any prospective conversation sets the direction for the rest of the conversation and the relationship. There is a five step model to effectively open the client conversation with maximum impact. These five “I’s” are designed to meet both the professional needs of your client or prospect and set a positive climate for future calls. The five steps in opening a client conversation are: introduce – insight – inquire – inspire – invest.
Historically, salespeople have referred to initial client and candidate resistance as ‘overcoming objections.’ This language sets the stage for the wrong type of business relationship. No one wants to be ‘overcome.’ People do, however, want to be listened to and responded to. Resistance is a normal part of making business decisions and the approach you take in responding will differentiate you from other recruiters in the marketplace.
- The Heart of the Matter – Dialogue that differentiates. (November 8 at 11am CST)
Great dialogue is one of the cornerstones of our craft. We will look specifically at the heart of great dialogue as four distinct elements; Probing, Listening, Responding, and Aligning. This session will dissect each of these four chambers of the heart of the matter to better understand what is really behind great communication with both clients and candidates and why great conversation equals great compensation.
- Short Term Behaviors Have Long Term Consequences – Negotiating Tactics and Demands. (November 15 at 11am CST)
Easily won concessions are rarely valued and always result in additional demands. You can never concede your way into a healthy relationship. The Negotiation process takes place at every stage of client and candidate development. Not at just the contractual stage.
This session will provide you with the skills to drive strong long lasting profitable mutually rewarding, truly collaborative relationships, even during the challenge of negotiating price and your services. It is about your ability to differentiate yourself from your competitors. Why is this so important? If you fail to differentiate by your approach, you will always be forced to differentiate by your price!
* NLE subscribers may recognize parts of this program from NLE TV – please note that the discounted pricing is to give current subscribers an opportunity to join the live sessions to address questions and view our latest materials on these topics.