Strategic Relationship Management
Your clients are very busy people. Their jobs require them to make many decisions daily, and frequently with a sense of urgency. From the moment you connect by email, voice mail, or in a live conversation, the clock is running and your prospect is judging….judging whether you act in a professional and competent manner; judging whether or not you open the conversation with confidence and knowledge of this person’s role and of the work being done; and judging as to whether they want to invest time with you in a conversation or move on the tasks and people they deem as more worthy of their time.
These perceptions happen quickly and once a perception is cemented, it is very difficult to change. And while you might judge yourself on your sincere intent with the prospect, they are judging you on your behaviors. And your behaviors are a catalyst for THEIR behaviors toward YOU.
Strategic Relationship Management is about your ability to create and build healthy, valued client relationships….it is about your ability to differentiate yourself with both the IQ and the EQ (Emotional Intelligence) essential for our business. It is the accumulation of the very best practices of relationship consultants and niche specialists in the search and staffing industry.
Learning Objectives:
- Open the Client Conversation with A Clear, Concise Message That Invites Participation
- Guide the Dialogue and Respond More Effectively to Initial Candidate/Client Resistance
- Probe More Strategically – Beyond the Obvious, Leveraging the Qualifying Window™
- Recommend the Most Effective Solution Based Upon A More Through Understanding
These perceptions happen quickly and once a perception is cemented, it is very difficult to change. And while you might judge yourself on your sincere intent with the prospect, they are judging you on your behaviors. And your behaviors are a catalyst for THEIR behaviors toward YOU.