The Problem: Colleges and Universities are not engaging with enough employers. Over the past 10 years, we've learned that most colleges have limited resources to implement the planning it takes to find customers, qualify ideal customers, conduct need assessments, nurture existing relationships, customize training and close projects. Our service includes a comprehensive consultation and Appointment Lab service to help identify employer gaps and opportunities for our college partners to meet with. A comprehensive plan that includes a 7-Step Don't Give Up project plan with timelines and milestones and a schedule up until the time of your appointment.. We spend our time representing you in finding, selecting and scheduling high-value appointments while you spend your conducting need assessments, building relationships and closing projects. That’s how we ensure your success.
How do you Stand Out (in the eyes of your customer)?
Determine Who Your Ideal Customers Are First - You need to do this BEFORE you get started. Analyze your current existing Key and Secondary Customers, find commonalities to target new ideal prospects and market segments. Continue to screen and and prioritize ideal customers through surveys and digital analytics. In order to set high-value appointments with customers, you must determine if they are likely to be interested in you.
7-Step Don't Give Up! When you have your list of ideal customers don't give up after a couple of attempts. Below are some techniques to "Stand Out" and put you on top of their priority list.
If you personalize something similar to this for your select group of ideal customers you will "Stand Out."
Now that you landed a great appointment, are you ready to conduct the needs analysis? Our Hourglass Needs Analysis helps to guide your customer's comfort zone by establishing RAPPORT (setting a tone), then start the NEEDS ASSESSMENT (searching for a broad range of possible needs), agree on some critical ASSIGNMENTs (for both parties), further ANALYZE (discover and drill down those top assignments) and finally CONTRACT (discuss the next steps).
Based on the great work you did using Hourglass Needs Analysis Method there is a great probability the customer will request a proposal filled with "no surprises."
Our ramp up process is designed to empower your team and outfit them with the tools they need to succeed. Talk to us today about how we can support your growth, limit your turnover, and put you on a solid track to success and profit.