To book: www.eventelephant.com/mipworkshopnovember
Workshop overview and aim
Engineers Ireland is pleased to support CIMA’s Ireland Members in Practice Workshop Better Business Conversations
The overall theme of the day is having more impact in a tough marketplace, so as to create more value with your clients. The programme, developed with John Niland, will focus on four crucial moments in the “client journey” that are particularly significant for accountants and engineers:
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Getting the message across the line – the very first client call / meeting – mistakes to avoid – effective openings – positioning our services at the core of the client’s world
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Articulating the added-value – how to present what we do – introducing ourselves – home page on websites – business cards and flyers – pitfalls
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Facilitating clients to make better decisions – How to use your experience – challenging the client respectfully – reframing requirements in order to win the business
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Dealing with objections – usual mistakes – mindset shift: treating objections as buying-signals – rehearsing your response to the “top-three” – double-closing techniques
In addition, we have a special presentation on social media from Franco De Bonis, The DG Group.
Programme
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9.00am – 9.30am Registration
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9.30am – 10.45am Getting clients to come to you (strategic alliance; networking; keeping in touch; social media: referrals)
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11.00am – 12.30pm Getting message across the line – persuasive communication – Closing
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12.30pm – 2.00pm Lunch
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2.05pm – 2.35pm “Social Media & Mobile - Marketing Your Business In The 21st Century” - Franco De Bonis
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2.35pm – 3.05pm Dealing with objections
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3.05pm – 3.20pm Coffee break
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3.20pm – 4.05pm Pricing
Who should attend
The workshop will be of interest to any engineer in a client facing role who is looking to optimise client contact.
Trainers
John Niland
Based in Brussels, John works across Europe with professional firms seeking to enhance their competitive edge, creating more value with their clients and hence higher fees.
Best-known as a conference-speaker and coach with VCO Global his latest book “The Courage to Ask” (with Ron Baker and Kate Daly) will be published in late 2012. John is passionate about supporting professionals “to contribute as well as to win”, i.e. motivating contributors to find meaning in work, generating both economic- and social-value together, creating encouraging workplaces.
In parallel, John is one of the co-founders of the European Forum of Independent Professionals, following 12 years of coaching >500 independents to create more value in their work.
Franco De Bonis
Franco De Bonis is a marketing professional with a unique view on the world of marketing and co-owner of The DG Group. Franco has worked in the field of sales and marketing promotion for over 20 years and was most recently the global marketing manager for Creative Labs before setting up The DG Group in January 2007. Franco’s “Sanity Marketing” philosophy goes somewhat against traditional marketing thinking by focusing on the ROI rather than branding and production of materials and also on available resources and budgets to achieve the ROI goals rather than on what “should” be done.
As our economy has flat lined, the world of digital marketing has accelerated and within this new era of marketing lie the solutions to many of the problems businesses face in expanding their revenue and customer base. Using the “Sanity Marketing” philosophy Franco will outline what businesses should focus on and what will make the biggest difference to your business when you leave the event.