• 28.11.2024 at 14:00 - 17:00 / Online
• held by Hans-Lothar Busch
• module: Marketing/
  Finance
• level: Advanced

IMPORTANT: Only for teams supported by the Science&Startups network (esp. Berlin Startup Scholarship, EXIST).

Location: Online (Access information will usually be emailed to registered participants one day before the workshop)
Language: German

20 initial meetings with new business customers and not a single order yet? Convincing company decision-makers is not trivial, but it can be learned. You will learn everything you need to know in this online workshop.
After the workshop, you will know how to use tried-and-tested techniques to convince industry customers to buy your products and services more quickly and easily,
❍ You will be able to formulate benefit arguments for your individual product,
❍ You know how to derive an amortization calculation for your offer,
❍ You will learn how to “translate” the advantages of your technologies into the language of business decision-makers.

Your benefit:
❍ You convince industry partners more easily and therefore feel more confident in acquisition discussions,
❍ A comprehensive set of tools enables you to prepare your customer meetings/presentations well before placing an order,
❍ You will also be able to convince commercially oriented decision-makers at companies,
❍ You create a desire for ownership of your innovative technologies – without appearing bold or pushy,
❍ You use tried-and-tested persuasion techniques to get the orders that are so important for your startup faster and more often.
❍ After the workshop, you will know how to use tried-and-tested techniques to convince industry customers to buy your products and services more quickly and easily,
❍ You will be able to formulate benefit arguments for your individual product,
❍ You know how to derive an amortization calculation for your offer,
❍ You will learn how to “translate” the advantages of your technologies into the language of business decision-makers

Practical content:
❍ The change of perspective: From technology provider to problem solver
❍ The benefit argumentation as a central persuasion technique
❍ Often underestimated: customers don’t buy products or services, they only buy customer benefits
❍ “Let third parties speak” – especially when making contact
❍ Identify and apply unique selling points
❍ How best to deal with so-called WAS types (“What’s the cost – what’s the benefit?”)
❍ Convince commercially oriented decision-makers with an amortization calculation
❍ Addressing the right brain of industrial customers with visualization
❍ Awaken the desire for ownership of industrial partners with “haptic sales”
❍ Checklist: Preparing a persuasive presentation to decision-makers
❍ Applying persuasion techniques in an acquisition meeting in a targeted manner
❍ Application of the individual techniques to the instruments of inbound and outbound marketing

Coach: Hans-Lothar, The specialist for industry revenue – Acquiring more industry projects (mehr-industrieprojekte.de)