Keynote presentation for PRIA's NATIONAL RCG LEADERS CONFERENCE on how to drive agency growth from new and existing client and 'productise' services. New business is the oxygen for every consultancy, ensuring solid growth for your business, creating momentum and high morale among your team, and keeping your services fresh and vibrant. Julia shares insights into how consultancies can build new revenue lines new, develops strategies to demonstrate value for money and find new clients.

1. Closing On Your Terms
[New Business Mastery]
Julia Vargiu
Founder and Principal
win@newbusiness.com.au
0408 860 471

2. Head Space
Change your thinking from
‘What can I get?’ to
‘What can I give?’
Realise that ‘No’ means
‘Not Now’ and
render rejection powerless

3. Treat Yourself as
Your Own Best Client

4. Gradient
3 x 3 (three calls at three o’clock)
commitment + consistency + pace

5. About Julia Vargiu

6. Health
Check
Imagine Build Activate Maintain
The 5 Stages of
New Business Mastery

7. Servicing
+ Profit
VS
Balancing Act
Growth

8. Wildly Ambitious...
Mildly Ambitious...
Wavering?

9. It’s Time to
Take the Lead

10. Mastery Highlights:
Top 100 Prospects
15% of your top 100 will be reviewing
in any 12-month period

11. Mastery Highlights:
The Hook
Intrigue C-suite prospects to meet you
when they don’t know you, don’t need
you and are time starved

12. Mastery Highlights:
3-Meeting Strategy
Win a new client without
having to pitch

13. Organic Growth
The perfect testing ground for
your new business prototype

14. Thinking New Business is a sprint; it’s a marathon
Selling from a place of need, desperation stinks
Stopping and starting, it’s the death blow
to new business
STOP

15. START
Taking the Lead...
They are your priority (you are not theirs)
Building your prospect list of 100...
Remember, not every client is right for you
Showing them what you solve...
Not what you do
Treating yourself as your own best client
Building long-term relationships...
With your future profitable clients

16. Questions?