Repeat Business Skills For Techies

Build profitable client relationships to become a trusted adviser.
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  • Lectures 52
  • Length 2.5 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 6/2014 English

Course Description

If you're an ambitious techie - and entrepreneur - you'll know that having technical savvy is just not enough. You need to get that expertise recognized and valued by others, and to build your client relationship skills to do that. To give advice at a strategic level and to grow your business, you'll need credibility, authority and reputation.

Research shows new clients or customers cost at least 7 times as much as repeat business - but repeat business depends on great client relationships.

So here you'll learn how to attract clients, build trust, influence and negotiate with clients, as well how to become an authority and trusted adviser.

Once you've gained these skills, repeat business follows, giving you less need to market constantly and more time to make great stuff...

In this highly practical course, we teach you these skills through short videos, questionnaires, quizzes and practical suggestions, along with articles and external links.

By the end of the course, you'll be able to clearly identify and plan what you need to do to progress from a techie operative into a consultant and trusted adviser.

'Great course for nerds and consultants and customer development

One of the better Udemy courses that are worth learning from.'

Background Story

We made this course after building a start-up together, and then we piloted it with technical experts, through Software Alliance Wales at Swansea University.

We're a quite specific combination of software engineer and business psychologist: the engineer being interested in psychology, and the psychologist having worked in tech businesses. The engineer challenges the psychologist when she's being woolly - and she challenges the engineer when emotional intelligence goes awol...

What are the requirements?

  • Notebook and pen could be useful

What am I going to get from this course?

  • In this course you will learn how to:
  • build trust, credibility and reputation with your clients
  • align you and your client’s aims
  • help your clients make the best decisions
  • pitch and influence successfully
  • negotiate fees constructively
  • use feedback to improve relations
  • coach yourself to become a trusted advisor

What is the target audience?

  • Technical experts who work freelance, have their own business or have internal customers in a large organization
  • Entrepreneurs

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction
04:09

Why relationships matter for technical experts; business and growth reasons. What this course covers and how it works practically.

Welcome Notes
2 pages
Repeat Business Stats
1 page
Questionnaire: Assess Your Repeat Business Skills
1 page
Section 2: Understanding Your Client Or Customer
What You'll Learn Here
Preview
1 page
05:40

Using personal construct psychology, we work out what your customer or client's priorities are - and what are yours. And we look at how you can get more on the same page.

04:30

Some useful techniques for understanding where your client's at: the 5 whys and work shadowing.

Personal Construct Notes
4 pages
Questionnaire: Check Your Constructs
2 pages
Sum Up And Create
2 pages
Section 3: Building Trust
What You'll Learn Here
Preview
1 page
13:41

This takes you through a Trust Journey model: the stages we need to go through to build trust. And we look at the key questions we ask when deciding to trust another person - and how these apply to you.

Trust Triggers As Asset
3 pages
Trust Building Checklist
1 page
Your Personal Marketing And Trust
1 page
Sum Up And Create
2 pages
Section 4: You And Your Client: Nav Bars
What You'll Learn Here
1 page
03:26

Here's a creative exercise, where you get to compare and contrast page titles, categories and tags you would use in building a web site for fellow techies - and then one for clients!

Better Techie Value Exercises
8 pages
Sum Up And Create
1 page
Section 5: Attracting And Influencing Clients
What You'll Learn Here
Preview
1 page
09:00

Here's how to attract business in the first place, and then how to pitch to customers and clients. You'll learn the cherry tomato sandwich formula for all types of pitching.

Pitch With Impact Format
3 pages
06:03

A quick trip around behavioural tips for making small talk; for those initial stages of a meeting which for some of us are hard work...

How To Sell When You Hate It
3 pages
A Social Skills Secret For Geeks
3 pages
Pitching Checklist
1 page
Sum Up And Create
1 page
Section 6: Decisions And Clients
What You'll Learn Here
1 page
08:46

Help clients make decisions in the best conditions with an understanding of what they like to do to decide. Deliberative decision-making can build trust and confidence - with less likelihood of regret over project decisions later.

How To Get Your Advice Listened To
3 pages
How To Educate Your Client Without Seeming To Do So
1 page
Decision Helping Checklist
1 page
Sum Up And Create
1 page
Section 7: Negotiation
What You'll Learn Here
1 page
05:33

How to use the pull, push and exit model of behavior in negotiation. How these approaches cause different reactions.

Questionnaire: Are You A Natural Puller Or Pusher?
1 page
Sum Up And Create
1 page
Section 8: Money
What You'll Learn Here
1 page
02:24

Learn about anchoring your clients' expectations, bundling and being upfront about fees.

Saying No
1 page
Sum Up And Create
1 page
Section 9: Feedback
What You'll Learn Here
1 page
03:51

How whether we have a growth id or a fixed one affects how we use feedback. The ALE formula for using it well.

Questionnaire: Is Feedback Your Friend?
1 page
Sum Up And Create
1 page
Section 10: Becoming Strategic
What You'll Learn
1 page
05:25

The difference between being a technical expert and operating at a more strategic, advice-giving level.

Common Sense Marketing
2 pages
Resources
1 page
20 Years Of Building Repeat Business
4 pages
Sum Up And Create
1 page

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Instructor Biography

Philippa Davies, Writer and Psychologist

You can look forward to lots of interactivity, practical outputs and fun from my courses, as I love learning through doing. My main theme is better business communication, and I especially like giving you 1-2-1 feedback - so courses are designed for this. 

Hello, I'm Philippa, writer and business psychologist, with 30 years experience of freelance writing - as web editor, newspaper columnist, TV scriptwriter and book author - and working as a business psychologist for blue chip clients.

The Times kindly serialised my non-fiction bestseller 'Irresistibility' while my self-published novel got made into a double Bafta winning TV film.

You could say that I'm possessed by the psychology of how we get our message through to each other, which means I've coached Olympic Head Coaches, Oscar Winners, Prime and Cabinet Ministers in the UK and company directors at GE, NBC, Merck, BBC, and Universal Pictures. Now I work as web editor for FYI Network.

I love to teach and do so for universities and the National Union of Journalists in the UK.

But as a Brit who really doesn't like boasting I'd prefer to talk about you than me.

You'll like my courses, then, if you think that writing is much more important than many people realise, that a successful writer of today needs to have multimedia and marketing skills, and that one of most exciting feelings in the world is to express an idea cogently and have others say 'You truly made me think here'...

It's lovely to meet you, fellow communicator...


Instructor Biography

Software Architect Phil Murphy, Freelance Software Architect, CTO, Technical Advisor

I have just taken on the role of CTO & co-founder of Senta, a tech startup in Bristol, UK. We make cloud software that helps accountants streamline their practices.

I also operate as a consultant software architect/developer, building on 20 years experience building web experiences using a diverse range of technologies - historically lots of .NET/SQL, but more recently specialising in AWS/Node/MySQL/Mongo/Angular.

I have primarily worked with South Wales and the West of England, but have also enjoyed periods working in France and Switzerland (as a fluent French speaker).

In 2014 I was appointed as CTO to WebStart Bristol, an incubator for startups. I am also the "CTO in residence" for IndyCube Ventures, a Cardiff-based tech incubator.

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