Event Archive

Northern Virginia Technology Council - Event Calendar

Business Development Marketing & Sales

Presented by the NVTC Business Development, Marketing, and Sales Committee

September 30, 2008
Trust-Centered Selling: Attracting and Retaining Loyal Customers through Trusting Relationships

Come join a lively discussion on "Attracting and Retaining Loyal Customers through Trusting Relationships." Who doesn't need a few tips on how to increase sales in this economy?

Stephen M.R. Covey says "Trust is the one thing that changes everything." What is the financial impact of trust, and what role does it play in client acquisition and retention? While some think of trust as a soft, touchy-feely concept, we explore the very real role trust plays in attracting and retaining clients.

This session will address the challenges of attracting the right clients; define a simple process to create client value; and define the principles of trust that improve your long-term profitability. Topics include:
  • The financial impact of trust -how it affects your bottom line
  • Defining trust -The Trust Equation and its impact on your practice
  • The "Red Velvet Rope Policy"-defining who you should market to
  • The 5-step sales cycle - a sales methodology designed to differentiate you from your competitors
  • Creating value drivers - a simple process to help you communicate your unique value to clients

Mark Slatin,
President, True Colors Consulting LLC

Platinum Sponsors: Vtrenz, a Silverpop Solution
Gold Sponsors: Deltek
Silver Sponsors: Alion Science and Technology; DC Rainmakers
Location Sponsor: Rainfield Group

2070 Chain Bridge Road
Conference Center, Lower Level
Vienna, VA