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DTSTART;TZID=Europe/London:20200506T090000
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DTSTAMP:20260604T101529
CREATED:20200416T152200Z
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UID:30186-1588755600-1588762800@theicg.co.uk
SUMMARY:Mike Roe Training: Winning Business Back
DESCRIPTION:A FREE ONLINE 2 HOUR COURSE FOR 5 ICG MEMBERS. FIRST COME FIRST SERVED \n \nTRAINER: Mike Roe\, FMRS \nSUMMARY: To help researchers (re)gain clients\, this online selling skills seminar aims to provide Covid-19 support by reviewing basic principles and drawing upon lessons learnt from previous recessions \n Just 15 months before Covid-19\, ICG member & trainer Mike Roe delivered a popular series of 1-day business development seminars for the ICG. Typical response: “fantastic\, useful training!” Included was a prescient section entitled ‘Surviving turbulence; the recessions of ’08\, ’01\, ‘90’.  \nMike will now develop & re-present these learnings to help members take action in mitigating loss now & restoring research business on rebound. Today’s situation is both extreme and evolving\, so this 2-hr online trial session is restricted to the first 5 applicants only and will be FREE of charge. Additional requests will be wait-listed and further seminars programmed at a small fee dependent on positive attendee feedback. \nREGISTER YOUR PLACE BY EMALING MIKE DIRECTLY HERE \n 
URL:https://theicg.co.uk/event/mike-roe-training-winning-business-back-3/
CATEGORIES:ICG Event
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ORGANIZER;CN="Mike Roe":MAILTO:mikeroe@tiscali.co.uk
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DTSTART;VALUE=DATE:20190919
DTEND;VALUE=DATE:20190920
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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
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