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Discover how to engage and win more clients at the 12boxes taster!

Learn how the 12boxes approach enables professionals and consultants to achieve
more repeat business, more referrals and more rewarding fees at this free workshop.
Central London. Next date to be announced shortly. Register your interest on the right.

Who is it for?

This event is designed for experienced professionals and consultants who:

  • Offer complex, high-value services
  • Create solutions in response to client needs
  • Take responsibility for ongoing business development
What is it about?

How you speak with your clients has a huge influence on the value they place on your services. This determines the level of repeat business you achieve, the referrals you get and the fees you can charge.

Conversations with clients are going to happen anyway, so improving the way you think them through, plan them and carry them out is the most cost-effective way to boost your business and professional results.

12boxes workshop 1st March 2011

Overview

The preparation paradox | It’s a good idea to think through upcoming conversations with clients, but the more you plan in advance the less you may hear what the client is actually saying.

Learn how 12boxes resolves this by providing a clear structure for collecting information and thinking through the issues, either in advance or during an exploratory meeting. Discover how this enables you to focus on the client while you establish a clear link in their mind between how they see their situation and your preferred solution.

The need to shorten the business-development cycle | Some people thrive on making new contacts and getting to know people, but many professionals who sell and do don’t have the time to engage in lengthy relationship-building exercises.

Learn how 12boxes enables you to quickly engage your client in a substantive conversation that helps you to build a relationship they see as valuable. Discover how 12boxes positions you as a trusted adviser and not as a seller.

The need to build credibility without giving away your expertise | Many professionals are rightly proud of their expertise and seek to impress clients with the quality of their solutions. Unfortunately, as soon as the solution is disclosed to the client it loses its value. The client asks, “How long will it take and how much?” without your having an opportunity to assess the true value to the client.

Learn how 12boxes enables you to build credibility and encourages the client to talk about the value of your solution before you have described it in detail or even said what it is. Discover how this transforms the buyer-seller relationship into something much more collaborative before you invest any time in writing proposals and the like.

Obtaining psychological buy-in | In conventional selling approaches people talk about closing. Business development problems are often couched in terms like, “Our people aren’t closing sales”. But although there is always a point where a deal is signed, or an order approved, the seller may not be physically present. There is always another meeting after you leave. Most sales that are not closed have never been opened.

Learn how 12boxes enables you to understand precisely where the client is in the buying process so that you need never write a proposal again without having obtained the commitment of the client in advance. Discover how 12boxes gets you alongside the client so that proposals, feasibility studies and pilots become joint ventures loaded for success.

What will I get out of it?

By the end of this free taster workshop you will know:

  • Why delivering quality work and service does not automatically lead to repeat business, referrals and rewarding fees
  • The four questions that quickly sum up any client opportunity or situation
  • How to ensure clients want to work with you
  • How to motivate clients so they want to do what they need to do
  • How to turn the tables so clients convince you that they need your services
  • How find out what will make your client ‘highly satisfied’

If you have any questions, by all means email us or call 020 7100 1528. Please register your interest by completing the box on the right and we will let you know as soon as dates are announced.


Julian Pallett

“Learning 12boxes was a far better experience than being taught another leading business development approach, which I found rather superficial. 12boxes explains the process at a more sophisticated level and I enjoyed the intellectual challenge of learning it.

“Learning continues when you apply the methodology in practice and client scenarios drive how you use it. It enables you to see a client meeting rather like a game of snakes and ladders. You progress up the ladder, but it does not matter if you slide down a snake to deal with a point that comes up in the conversation. I liked the fact that it was not over-prescriptive.

“I thought the terminology and explanation of real live situations within the group worked well and have recommended 12boxes to our in-house training specialist.”

Julian Pallett
Partner
Major national and international law firm

Andrew Gerrard

“Using the 12boxes approach has changed the nature of my conversations with clients. It has shifted their focus away from perceived barriers such as cost to one in which they recognise the real opportunities and value.

“This means they are now investing for their own strategic benefit and it ultimately leads to much better longer-term relationships and engaged clients who are prepared to commit to and support my efforts.

“Thinking based on the 12boxes approach is helping me to develop and position products and services in a way that is much more client-oriented and value-led. The 12boxes value conversation is enabling me to give clients a much clearer view of their needs and how we can satisfy them. I think it gives providers much greater scope and opportunity to provide profitable services.”

Andrew Gerrard
Head of Social Business
Like Minds;
Owner, Consultant
d-marketing


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March 2011

Register your interest
Please keep me up to date with 12boxes information, event news and special offers
* indicates required