Client Marketing Skills for Research Analysts

Overview:

The Client Marketing Skills for Research Analysts workshop is based on feedback from clients on what they respond positively to and what they respond negatively to.

The workshop focuses on developing the Research Analysts ability to engage the client whilst promoting their ideas and themes.

The workshop is practically orientated providing the Analysts with the opportunity of practicing the core skills in a client simulated meetings.

Workshop Aim:

Develop the analysts ability to market their ideas/products in a persuasive manner to a wide range of clients

Workshop Objectives:

By the end of the workshop participants’ will be able to:

Identify what stimulates the client and what turns them off

Present a logical and structured argument in a persuasive manner

Successfully manage the meeting by engaging the client whilst getting the key messages across

Effectively handle question/objections and bring the meeting to a positive conclusion

Workshop Content

Introduction to Client Marketing

What turns the client off
What turns the client on
What do the clients want to hear

Planning & Preparing for the Client Meeting

Planning & preparation

Content

Structure

Effective questions

Active listening skills

First Client meeting role-plays

Participants will conduct client meetings using real client case studies

Review and debrief – Coaching for improved performance

Handling Questions & Client Resistance

Types of questions
Attitude
Method
Objection handling process
Gaining commitment to way forward

Second Client meeting role-plays

Participants will conduct simulated client meetings using real client case studies

Review and debrief – Coaching for improved performance

Summary & Close