In this comprehensive and informative session, Nick Thomas examines one of the toughest virtual challenges in sales and client work; how to gain the attention of new prospects, and existing clients, in a world where our normal in-person interactions are limited. 

Description

For many of us, Government lockdown measures in March 2020 precipitated a sudden shift to the unfamiliar environment of remote working and trading. To respond to these challenges and compete in a dynamic marketplace requires that we adapt existing skills and methodologies, as well as developing new ones. Research suggests, that as we now move into a largely ‘hybrid’ working environment, ‘virtual’ skills will remain vital for successful sales and client outcomes, not least because our prospects and clients value this approach.

Nick looks at how this environment challenges our ability to develop the very relationships we need with our clients or brokers in hard market conditions. He takes a step back and explores how client-seller relationships have transformed in the information age, with the development of the ‘age of the customer’ and ‘client apathy’, and how our current circumstances create opportunity for us to counter these developments, allowing us to first attract the attention of our prospect or client and then to build and hold engagement.

Learning objectives

• Understand the importance of close client relationships and trusted adviser status particularly in a hard market and how this may be compromised by more remote working
• Understand the ‘client apathy loop’ and how current circumstances present us with the opportunity to break the loop
• The use of perspective to overcome these challenges and maximise the opportunities
• Breaking through the noise, and the importance of a multi-touchpoint strategy

Speaker

• Nick Thomas, Sales Trainer, Coach and Consultant, Nick Thomas & Associates