7 Tips for Using Assessments to Grow your Business
The Challenges We Face Today!
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Meet Client Expectations
Provide value and insight Get to the heart of your client s problem Achieve desired outcomes Meet or exceed expectations Assessments are a terrific vehicle for generating revenues and providing the value your clients need and expect
Grow Your Business
Keep leads in the pipeline Showcase your expertise Land new sales Expand existing contracts & projects
Our goal is to successfully reach a balance between the two
The Power of Assessments
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Gather objective data and information Uncover the root of a problem
What information does your client need to know to make positive change within the company?
Benchmark a company s capabilities and status Provide greater insights from strategic or scenario planning Identify client, team, organizational or performance needs
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Assessments As a Vehicle For Growth
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Building assessments into your marketing strategies can create tremendous opportunities for you. Provide prospective clients with a better understanding of your expertise and a sample of the value you offer Provide greater value and insight to your workshops and presentations Expand and create new engagements with existing clients Enhance your sales and educational process
If all we are thinking about are the traditional roles of assessments, than I believe we are really missing the boat.
Ronna Cohen
Activity 1: Where Do Assessments Fit Into Your Strategic Plan?
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Let s take a look at how you currently use assessments in your consulting practice. What kind of assessments do you currently use?
Please turn to Handout 1
What areas do you specialize in? Who are you most interested in marketing to? How would you like to use assessments to grow your business?
7 Tips to Grow Your Business
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Hit the mark with these tips for integrating assessments into your sales strategy Leveraging Assessments For Sales Growth
Make assessments a part of your sales strategy.
Differentiate yourself in a crowded market. Speak of the power your assessments bring to your clients..
Creating a Renewable Revenue Source Reaching Businesses in Large Groups Getting Better Results at Trade Shows Providing an Offer They Can t Refuse Accessing The Power of the Media Keeping Them Asking for More
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Tip 1: Leveraging Assessments For Sales Growth
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Showcase the insight, expertise and solutions you have to offer Provide greater value by packaging assessment with training and consulting projects.
Make assessments a part of your sales strategy.
Differentiate yourself in a crowded market. Speak of the power your assessments bring to your clients..
Conduct a pilot assessment to land a larger contract Provide a quick needs or capability survey to a prospective client Offer an association a free assessment to gain access to their membership Place testimonial and case studies of current assessments on your website
Tip 2: Expanding Your Current Projects
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Assessments provide an excellent opportunity to expand consulting and coaching projects Use benchmark and follow-up assessments to keep your clients engaged Create quick surveys to look into a client s concerns during a project or training
Assessments create an incredible opportunity to develop a long term relationship with a client
Expand a divisional assessment to the entire company Include targeted assessments in your training sessions or workshops Expand training contracts by identifying emerging problems Move further into an organization with in-depth analysis of teams and work units
Tip 3: Reaching Businesses in Large Groups
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Give everyone in a group a voice by adding surveys to your agenda Ask registrants to complete a survey before an upcoming program Offer a survey to a professional or trade association and share the results Provide focus group participants with a confidential way to be heard Follow up a webinar with a sample assessment and summary report
Reinforce your next speaking engagement with a follow up survey that gets them calling for more
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Tip 4: Getting Better Results at Trade Shows
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Make assessments a centerpiece of your trade show marketing strategy!
Create assessment packages for sale at your next trade show Display assessment summaries that showcase your discovery process
Draw attendees to your booth and boost sales by showcasing assessments.
Give away an assessment as a door prize Have booth attendees take a quick survey and offer to send them the results Send a preconference survey to attendees and offer a white paper summary to be picked up at your booth
Tip 5: Providing an Offer They Can t Refuse
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Get your foot in the door with these proven strategies!
Offer associates a follow up article on member needs after an assessment
Assessments offer a vehicle to grow your business and showcase your expertise
Invite participants at your next keynote to take a follow-up survey that will send them knocking at your door Conduct a free (or low cost) pilot assessment to land a larger contract Provide a quick needs or capability survey to a prospective client Send workshop and training participants home with an assessment to internalize content and prioritize their needs
Tip 6: Accessing The Power of the Media
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Create white papers of survey results and get media coverage Send out a press release of industry results from your next assessment Create articles that bring you media attention Send out press releases discussing the kinds of assessments you have completed and a quote from a satisfied client Keep your newsletter readers engaged with a quick assessment and follow up article of findings Add a survey to your next blog and quote results in an upcoming blog.
Attract media attention with white papers and survey data
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Tip 7: Keeping Them Asking for More
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Give them a reason to ask you back
Send a quick assessment to a client on an key issues you discussed in your meeting Integrate an survey into your next workshop or boot camp Offer a survey and a free consultation at your next networking event Add a monthly assessment to your newsletter or blog and share you findings Send a survey to businesses on your mailing lists and offer a free phone consultation to interested parties
Become a trusted advisor that is the first to be called when the company faces challenges
Activity 2: Setting Priorities
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How will you use assessments to grow your business? Select a tip you would like to focus on in the coming months Join our breakout group for that tip
Please turn to Handout 2
Work together to identify strategies that you can use to put this tip into action Select 1-2 strategies that you will take action to complete in the next 30-60 days
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