This session aims to start shifting default thinking around the buyer/seller relationship by advocating that people actually stop selling and shift the focus of their intention to helping clients succeed. This simple but significant change in mindset changes the interpersonal dynamic from something one does to someone, to something one does with someone. The latter is a collaborative journey of exploration done in partnership as opposed to something inflicted on clients using manipulative, high-pressure tactics that usually elicit strong resistance.
This session will focus on the client acquisition process to help fill the client acquisition pipeline. The topics include:
- How to influence the mindset of a professional services rainmaker
- Five client acquisition strategies to fill your firm's client pipeline
- Five qualifying questions most professional's don't ask