Client Acquisition and Retention:
Finding and Keeping Clients For the Life of Your Business
September 12th, 2019 8:30am - 10:00am
Keller Williams Realty, 555 Zor Shrine Place, Madison
8:30-8:45 Member and guest introductions
8:45-8:55 Member Spotlight Presented by Mary Helen Conroy: Bestselling Author, Life Coach, Motivational Speaker
8:55-9:30 "Client Acquisition and Retention: Finding and Keeping Clients For the Life of Your Business" Presented by Scott Dicks – Founder and Managing Partner: Selling Forensics Group
9:30-9:55 Questions/Group Discussion
The process of consulting has not changed too much since the 1970’s, however the mechanics and tactics have changed quite a bit. Gone are the days of “give me several hours of your time to tell me about your business”… We need a different approach to finding and keeping business.
We will discuss the consulting process and examine some of the issues that have changed over the last several years on client acquisition and some of the biggest mistakes made that affect client retention. We will share with each other what works and doesn’t work.
Scott Dicks is the founder and managing partner of the Selling Forensics Group. He has over 40 years of experience in sales, marketing and general management. He is a thought leader on the transformation of sales organizations from transactional product selling to business based consultative selling.
During his career in high technology, he was a leader in creating and quantifying value for customers and teaching sales professionals to ‘up-scale’ conversations with clients. One senior sales manager called this ‘the processes of going from the customer hearing ‘Blah, Blah, Blah’ to saying ‘Aha!’.
At EMC Corp (A perennial Top 10 on the Training 125) he was responsible for developing the skills methodologies for a worldwide sales force. These included subject areas such as strategic sales planning, opportunity assessment and management, negotiation skills, teamwork, selling to senior management, breaking into new accounts, and both value and financial- based selling.
During his career in information technology, he has worked for large market leading firms to small innovative startups. Scott has been responsible for selling in both small and large accounts, managing sales professionals and global account managers, leading sales support functions, leading marketing and general management of systems integrations and professional services businesses.
Mary Helen Conroy
Chief Creative Officer
Life’s a Daring Adventure
Bestselling Author, Life Coach, Motivational Speaker
Merch Table for Members
Members, bring any promotional materials or products to sell. We invite you to set up at our monthly meetings. Communal tables.
Who. For all B2B consultants craving collegiality, collaboration, and real conversation. Guests welcome!
What. Monthly program providing networking, a Member Spotlight, and relevant education. Refreshments, too.
When. Thu, September 12th, 2019 • 8:30 AM–10:00 AM
Where. Keller Williams Realty, 555 Zor Shrine Place, Madison
Cost. Free for Members & Guests
RSVP. Register Today!
Guests always welcome!
Founded in 1987, we provide members opportunities for education, networking, and collaboration to aid in providing high-quality consulting services to clients.