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Repeat Business Skills For Techies

Build profitable client relationships to become a trusted adviser.
5.0 (1 rating)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
162 students enrolled
Last updated 6/2014
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  • 1 hour on-demand video
  • 40 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
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
View Curriculum
  • Notebook and pen could be useful

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...

Who is the target audience?
  • Technical experts who work freelance, have their own business or have internal customers in a large organization
  • Entrepreneurs
Students Who Viewed This Course Also Viewed
Curriculum For This Course
Expand All 52 Lectures Collapse All 52 Lectures 02:20:28
4 Lectures 04:09

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

Preview 04:09

Welcome Notes
2 pages

Repeat Business Stats
1 page

Questionnaire: Assess Your Repeat Business Skills
1 page
Understanding Your Client Or Customer
6 Lectures 10:10

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.

Preview 05:40

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

Preview 04:30

Personal Construct Notes
4 pages

Questionnaire: Check Your Constructs
2 pages

Sum Up And Create
2 pages
Building Trust
6 Lectures 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.

Questions Of Trust

Trust Triggers As Asset
3 pages

Trust Building Checklist
1 page

Your Personal Marketing And Trust
1 page

Sum Up And Create
2 pages
You And Your Client: Nav Bars
4 Lectures 03:26
What You'll Learn Here
1 page

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!

Build Better Techie Value. Com

Better Techie Value Exercises
8 pages

Sum Up And Create
1 page
Attracting And Influencing Clients
8 Lectures 15:03

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.

Attracting and Pitching

Pitch With Impact Format
3 pages

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...

Small Talk Skills

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
Decisions And Clients
6 Lectures 08:46
What You'll Learn Here
1 page

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.

Helping Clients Make Decisions

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
4 Lectures 05:33
What You'll Learn Here
1 page

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

Pull, Push And Exit Negotiation

Questionnaire: Are You A Natural Puller Or Pusher?
1 page

Sum Up And Create
1 page
4 Lectures 02:24
What You'll Learn Here
1 page

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

Psychology Of Pricing

Saying No
1 page

Sum Up And Create
1 page
4 Lectures 03:51
What You'll Learn Here
1 page

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

How Feedback Helps Build Client Relationships

Questionnaire: Is Feedback Your Friend?
1 page

Sum Up And Create
1 page
Becoming Strategic
6 Lectures 05:25
What You'll Learn
1 page

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

From Techie To Trusted Advisor

Common Sense Marketing
2 pages

1 page

20 Years Of Building Repeat Business
4 pages

Sum Up And Create
1 page
About the Instructor
4.6 Average rating
97 Reviews
3,672 Students
6 Courses
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...

3.3 Average rating
1 Review
162 Students
1 Course
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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