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DTSTART:20191027T010000
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DTSTART;VALUE=DATE:20190919
DTEND;VALUE=DATE:20190920
DTSTAMP:20260408T144227
CREATED:20190813T084541Z
LAST-MODIFIED:20190813T084541Z
UID:30160-1568851200-1568937599@theicg.co.uk
SUMMARY:Business Development Skills - Win New Clients!
DESCRIPTION:A day-long seminar for ICG members and non-members at a much-discounted price \nA perfect opportunity to make a day of it in London. Attend this as well as our AGM and speaker event that evening.  \n  \n \n\n\n\nSummary:  This seminar is unique\, being designed for market researchers by a market researcher. It teaches the successful application of sales techniques and the optimisation of the resulting pitch. Included are skills such as lead generation\, sales prospection\, consultative selling and credentials presentation. Case histories from research agencies & consultancies will illustrate the positive financial impact of successful prospection in business development. \nObjectives:  After this customised course participants will be able to – \n\n\n\n\nAct proactively to develop their own business by adding sales to their skill set\nLearn how to develop and use a full prospection guide\, including their own Elevator Pitch & objection answers\, in order to meet and present their services to new business potentials\nKnow how and what to prepare in advance for prospections and presentations\nTake note of practical issues: planning\, timing\, client personality types; taking  a new contact out of each meeting\, how to close and follow-up\nUnderstand how to work their way up the client pyramid – suspect\, prospect\, convert\, repeater\, committed\, apostle.\n\n\n\n\nTopics:  \n\n\n\n\nThe 20 Golden Rules of marketing a service.\nAgency differentiation.\nThe ‘Elevator Pitch’\nHow client ‘benefits’ differ from agency ‘features’.\nHow to get in front of a prospective client\nThe basic building blocks of cold canvass\, namely the 3 ‘P’s – Prepare; Prospect; Present\nProspecting for appointments\nThe 5 steps of ‘Consultative Selling’ – 1. positioning; 2. needs determination; 3. presenting credentials; 4. resolving objections; 5. closing\nSurviving recession (10 tips).\n\n\n\n\nTake-out: Motivation (understanding the need to sell)\, confidence (based on examples of sales effectiveness) and skills (applying sales techniques). \n\n\n\nLearning Method:  Full day of lectures\, exercises\, simulations and role plays. \n\n\n\nCost: @ £75 for ICG members\, £85 for non-ICG members. Details: 9.30-4pm\, generously hosted by i-view London. \n\n\n\nConvenor:  Mike Roe\, FMRS\, was a researcher for 30 years with Research International (Kantar). There he was appointed the first full-time UK research agency Business Development Director and authored the book ‘Marketing Professional Services’. He is now a research consultant and sales trainer. His regular clients include the MRS.   \n\n\n\n\n\n  \nFor more info and to book\, contact Mike directly. \n 
URL:https://theicg.co.uk/event/business-development-skills-win-new-clients-3/
LOCATION:i-view London\, Wellington House\, London\, 125 Strand\,\, WC2R 0AP\, United Kingdom
CATEGORIES:ICG Event
ORGANIZER;CN="Mike Roe":MAILTO:mikeroe@tiscali.co.uk
GEO:51.5111024;-0.1193627
X-APPLE-STRUCTURED-LOCATION;VALUE=URI;X-ADDRESS=i-view London Wellington House London 125 Strand WC2R 0AP United Kingdom;X-APPLE-RADIUS=500;X-TITLE=Wellington House\, London:geo:-0.1193627,51.5111024
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DTSTART;TZID=Europe/London:20190919T180000
DTEND;TZID=Europe/London:20190919T210000
DTSTAMP:20260408T144227
CREATED:20190805T141911Z
LAST-MODIFIED:20190805T141911Z
UID:30158-1568916000-1568926800@theicg.co.uk
SUMMARY:The ABC of LinkedIn – How to Grow Your Marketing Research Business (preceded by AGM)
DESCRIPTION:This event is kindly sponsored by Web Creator Suite\, a cloud-based end-to-end research platform that promotes high levels of engagement and provides deep insights through short and long term research communities\, homework tasks and live chats.  \n \nLinkedIn is one of the most effective online marketing tools available to consultants. It’s like Facebook but for grown up\, series businesses. And yet many consultants and business owners don’t know how to use it effectively to find new clients. \n\n\n\n\n\n\n\n\nIn this talk\, Chantal Cornelius from Appletree Marketing will show you how to apply the ABC of LinkedIn\, to help you generate more referrals and recommendations\, meet and network with potential clients and share content that will help you to build up strong relationships.\n\n\n\n\n\n\n\n\n\nFor this practical session\, we are looking for volunteers who would like some help with their LinkedIn profile. Chantal will review your profile before this evening event and then discuss with the entire audience how you can improve it. If you would like to have your profile reviewed – and you’re prepared for it to be discussed in public at the event – please apply by 22 August 2019 to Lucie. We will select three members to have their LinkedIn profiles assessed and discussed at the meeting\, to illustrate how the ABC of LinkedIn can be applied to any profile\, to help you bring in more business.\n\n\n\n\n\nFor more info about the talk\, directly from Chantal\, listen to this brief clip.\n\n\n\n\n\n\n\n\n\n\n\nChantal set up Appletree Marketing in 2000 and since then has helped hundreds of consultants to grow their businesses. She provides simple\, practical and down to earth advice to help small businesses to grow and is regularly asked to speak to groups of consultants about marketing. In the last few years\, Chantal has delivered a number of very popular webinars for ICG members.\n\n\n\n\n\n\n\n\n\nShe has written and published two books on marketing and business survival and has been invited to speak at this year’s ICG AGM\, to help members to get more from LinkedIn.\n\n\n\n\n\n\n\nPlease connect with her here.\n\n\n\n\n\n\n\n\n\n\n\n\n\n\nToggle panel: Restrict this content \n\n\nTickets (£10) available here to cover refreshments\n\nAll welcome to the talk. AGM beforehand (6pm) for ICG members only.
URL:https://theicg.co.uk/event/the-abc-of-linkedin-how-to-grow-your-marketing-research-business-preceded-by-agm-3/
CATEGORIES:ICG Event
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