From Contact to Contract

Fractional Futures is the essential podcast for CEOs, investors, and senior marketing executives looking to unlock the power of fractional marketing leadership.
 
Hosted by Paul Mills, Founder at VCMO, and with special guests, we'll share expert insights, provide actionable strategies and explore real-world success stories to help you leverage fractional marketing leadership for maximum impact.
 
 

In this episode…

In this episode, Paul Mills and Dan Gwalter discuss the process of winning and managing clients as a fractional marketer. They cover topics such as the client engagement process, effective negotiation techniques, and securing client engagements. They emphasize the importance of focusing on revenue-generating activities and building trust with prospects. They also highlight the need for a well-defined client journey and touch points, as well as the importance of understanding objections and addressing them in the sales process. The episode concludes with a discussion on closing deals and the different approaches for direct clients and allies.

Special Guest
Dan Gwalter, Founder No-Nonsense Leadership

Dan has kindly offered a complimentary 30 minute consultation to anyone who wants to know more about his fractional executive coaching service. You can book using this link.


Key Takeaways…

• Focus on revenue-generating activities when starting a fractional consulting business.
• Build a well-defined client engagement process and understand the touch points in the client journey.
• Address objections and have answers prepared to appease potential clients.
• Learn from both successful and unsuccessful deals to refine your approach.
• Set expectations and maintain momentum in the negotiation and closing process.
• Differentiate between direct clients and allies and tailor your approach accordingly.

Sound Bites

• "Invest your time in the things that are going to generate revenue for you."
• "Think about the process as a backwards and forwards, where your role is to fulfill your half of the equation while guiding the prospect on the journey."
• "You can't just talk to people once or twice and expect them to jump into bed with you."

Contact VCMO

• Connect with the host on LinkedIn
• Tweet us at @VCMO_UK
• Email us at hi@vcmo.uk
• Visit our website vcmo.uk
• Phone us +44 (0) 331 630 9395

Thanks for listening & keep podcasting!

Fractional Marketing Leadership | Marketing Transformed.

Chapters

• 0:00 Opening Titles
• 0:58 Introduction
• 2:24 Client Engagement Process
• 4:45 Creating a Blueprint for Winning and Managing Clients
• 7:21 Effective Negotiation Techniques
• 10:24 Balancing Agility and Process in Client Engagement
• 14:00 Creating An Offer Document
• 15:36 Leveraging Negotiation Techniques to Convince Prospects
• 21:14 Securing Engagements and Maintaining Client Commitment
• 25:28 Conclusion and Next Episode Preview