Client prospecting is a necessary evil for many businesses. Researching new prospects, making calls, preparing credentials and attending meetings takes time, lots of it, and perseverance. What's more, many professionals really do not enjoy selling themselves and their company over the telephone. As a result, client prospecting remains a poorly carried out and often neglected activity. We love it.

What we do

Our experience, intelligence, warmth and outlook will make all the difference when engaging with your prospects. We work in partnership with our clients as an extension of their new business team, implementing robust new business programmes, building rewarding relationships and arranging meetings with decision-makers. With Touchstone, you will have a dedicated team of experienced business people who are passionate about helping you win new business.

First, they will immerse themselves in your industry and company to ensure they understand your values, philosophy and tone of voice. Then they will use their knowledge and experience to sell your business over the telephone in a way that reflects your personality and culture. In short, they will engage and build relationships with your prospective clients.

Working with Touchstone allows businesses to concentrate on what they are good at and enjoy doing, leaving us with the responsibility of identifying prospects, making calls, cementing relationships and securing new business meetings with key decision makers.

 

Design Agency wins new business using Touchstone

This International Structural Design agency won highly lucrative international accounts within 12 months of switching to the client prospecting approach with Touchstone. When we met, our client had done very little new business prospecting to date and had expanded through referrals and networking. They recognised the need for outside support to accelerate their business growth whilst maintaining the excellent reputation of their brand. We were able to spend time with them to understand the culture and passion within the business and ensure the implementation of a seamless and successful new business programme.

Client issue:

To exploit their strengths in industry sectors they were already working in and at the same time move their talents into areas where they had no experience whatsoever.

Touchstone solutions:

• Create a series of PDFs that demonstrate their high creativity and diversity
• Abandon long letters replacing these with emails that comprise a series of bullet points including "What do we do? / When do clients work with us? / Why we should meet?" and attaching the appropriate PDFs
• Research appropriate sectors and establish the key decision-makers
• Relationship building, generating awareness, making meetings and post-meeting tracking
• Farming existing clients
• Managing the database and administration

Results:

• Within a year our clients had won highly lucrative international Accounts
• Staff have picked up the "buzz"
• We have de-mythed that you can only win new clients where you can demonstrate experience in that sector

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Gill Green, Head of Client Prospecting

With over 10 years experience in new business developing at Touchstone, Gill ensures that we give each client the best advice for their specific new business programme. A "one size fits all" approach does not work and every client is "special". With a background in worldwide sales for Marshall Cavendish Books, Gill understands the importance of developing relationships and turning warm contacts into sales. Gill’s personality, lively mind and direct approach ensure that the whole process of winning new business is serious hard work but lots of fun!

To find out more about how our expertise in client prospecting will benefit your business, please contact Gill Green, Director:

Tel: 020 8385 3800
Email: gillg@touchstonegrowth.com

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