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Do They Deserve to Work with You? Attract the Right Clients

September 13, 2017 @ 7:30 am - 9:30 am

Do They Deserve to Work with You? Attract the Right Clients » Minnesota Construction Association

Breakfast & Networking 7:30 AM – 8:00 AM
Program 8:00 AM – 9:30 AM
Presented by: Dawn Wagenaar and Virginia McCoy (Ingenuity Marketing Group LLC)
Before pursuing a sale, the question isn’t always raised – “Is this our best client?”
An account-based focus (rather than an industry focus) proactively courts a particular prospect based on mutual business models, values and goals. There are actually six questions firm leaders should ask to qualify an opportunity — making sure it’s worth their time and truly attracts the best opportunities long term. Learn how to choose clients who at best fit your firm and, at worst, don’t become a nightmare with time and resources.
Takeaways – Attendees will:
Change your mindset from industry-focused to account-focused lead generation
Develop a detailed persona of an ideal target prospect
Employ six questions in the qualification process prior to pursuing any RFP or RFI or RFQ or any other acronym prospective clients come up with next


Minnesota Construction Association


American Engineering Testing
550 Cleveland Ave N
St. Paul, MN 55114 United States
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