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Consultative Marketing: How to Build Rapport, Relationships, and Connect with Clients

You can have the best product or service in the world, but without a well-conceived marketing strategy, your chances of success become slim. This presentation is based on Arnold Sanow’s book, “Marketing Boot Camp.” You will learn easy-to-implement, step-by-step strategies to build your client base, keep them happy, and get additional business through referrals and repeat business. The focus of this presentation is based on the principle, “you are not just closing a sale, but opening a relationship.” Relationship and consultative marketing is the key to your ultimate success. Here, you will learn how to be a consultative marketer by becoming better at building positive connections with clients to improve your long-term business.

A cooperative spirit cultivates a culture that brings out the best in people and performance, keeping employees happy, energized and productive. When we communicate well, everything works better, including interactions with clients and team members. Good interpersonal communication skills boost the bottom line in many ways – by helping to retain employees, improve morale, “win over” customers, create a loyal following, secure repeat business, expand networks, and increase job satisfaction. To be successful today in both the public and private sector, you need to have the “marketing edge” and be versed in techniques for building rapport, strengthening relationships, and following-up to meet your clients’ needs. Consultative Marketing is the one presentation that will help you stay on top.

What You Will Learn:

  • The step-by-step guide to a consultative marketing strategy
  • How to build cooperation, likeability and trust for a positive, productive work environment
  • How to increase your “Social IQ” to build relationships with clients
  • 3 guidelines for boosting everyone’s attitude and 6 ways to get everyone singing your praises
  • 4 ways to avoid misunderstandings and overcome actions that create adversarial relationships
  • How to adapt your communication style to persuade, motivate and influence others
  • Know yourself and your customers … your marketing audit
  • 8 questions you must ask and answer for marketing success
  • The lucrative benefit of benefits
  • 10 questions to ask to make your networking work for you

How You Will Benefit:

  • By building your confidence as a reliable, consultative marketer
  • By applying proven communication tools and strategies to bolster your marketing activities
  • By receiving real-life information you can use to get along better with clients
  • By smoothing out differences and building respect trust between you and your clients
  • By becoming more memorable
  • By increasing your business through new sales, repeat sales, and referrals
  • By being viewed as a product/service educator instead of a salesperson or marketer

Who Should Attend: Employees who have regular client interactions and anyone charged with marketing or selling a product or service should make time for this program. If you are interested in serving your clients in a consultative capacity, this is the course for you.

Competencies Addressed: Oral Communication, Interpersonal Skills, Partnering, Customer Service, Entrepreneurship

Program Length: One, Two, or Three Days


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