find out how to build successful partnerships using sales!
TRANSCRIPT
The Micro Plug – Relate It to Make It• I was once a TV personality
with appearances on the Ellen Show, Today, CNBC e.t.c
• Have you ever had a desire to appear on TV or Radio? I can show you the secrets of using publicity to gain more recognition and spread your brand message
• I have generated over $5 billion in leads for my clients in a 5 year career
• Do you need more customers to make more sales? I would love to show you some online and offline techniques to get customers through the door
What We Are Going to Cover• To Plug or Not to Plug that is the Question?• Entrepreneurial Mindset• Why Sales is Life & Business is Not Just Business• The Two Best Ways to Pitch• The One-Call Close• Becoming a Person of Interest • Partnerships as a Growth Strategy• Mastering the Follow-Up• Where to go from here? • Questions
Entrepreneurial Mindset• Enterpreneur vs Want-trepreneur
• Use your assets to accelerate & nurture deals
• Self education
• Giving not taking mentality
• Intrapreneurship vs Entrepreneurship
• Generalist vs. Specialist
• Learn from Everybody – Remember the FOOL!
Sales is Life
Everything is Sales
A Mastery of the Techniques of Selling will allow you to realise your TRUE potential
Business is not Just Business
The average person spends 8 hours x 5 days a week working. Other than sleeping there is nothing you do
more
Let’s face it work is life – so what excludes business relationships from being personal?
Business is not Just Business
My Two Rules
1. Talk to people as if they are your friends
2. Treat People as If They Are Family
THE PITCH: Two Methods
The Gaddie Pitch – 30 secsYou know how…
What we do is…
In fact…
Target Client
Problems +
Benefits Feelings+
Evidence Facts+
Sometimes you might be sitting in your home and suddenly, out of nowhere your hot water
springs a leak
make finding the best tradie in your area as quick and easy as pie – sending 3 helpful
quotes straight to your phone
we now have 150,000 businesses working to help service your needs – with 1.5 million
other people also using us a month!
THE PITCH: Two Methods
B4, Stand 4 PitchWhat do you do?
Before (B4) I tell you what I do, let me tell you what I stand
for (Stand 4) /believe….
Because I believe/stand for I do …..
Getting a Result on the Phone is Essential to formulating any relationship – whether it has a
partnership focus or not!!
THE ONE-CALL CLOSE:
TRUST DAIII method
Why have a method?
THE ONE-CALL CLOSE:TRUST PEC Personal Emotional Connection
BIG Impact – Distracting, Unique Irrelevant• “I hear you’re the best….”
ACT like you know them• Long time no speak
• Good to hear your voice• Ask about family
BUILD Rapport• Tone
• Website/Google Maps
RELATE to their situation • Used to work …
THE ONE-CALL CLOSE:TRUST
D - DIAGNOSE
What is a Symptom?Most people believe their symptoms are actually their
problem
THE ONE-CALL CLOSE:TRUST
D - DIAGNOSE
Our Problem vs Their ProblemAlways make a call about their problem not yours!
THE ONE-CALL CLOSE:TRUST
D A I I – INITIATE
Close the Product or Commit to Action
THE ONE-CALL CLOSE:TRUST
D A I II - IMPACT
Finish strong – ensures future sale and minimises cancellation
BECOMING A PERSON OF INTEREST:
• Attract sales – become a buyer not a seller – CHOOSE who you work with!
• Avoid being a commodity - differentiate yourself instead• Use an opportunity filter – only attract and interact with people
you want to work with as a vested partnership is the only one that work
PARTNERSHIPS AS A GROWTH STRATEGY
What can partnerships do for your business?
Help you solve problems where you have an experience or expertise deficit
Open new revenue streams Penetrate new market opportunities Accelerate expansion Leverage brand strength of other organisation Establish credibility Attract sponsorship from larger brands Create new channels for distribution
PARTNERSHIPS AS A GROWTH STRATEGY
My Three favourite types of partnerships!
Brand affinity – two or more brands working together to change the perception of one or both brands – CSR focus
PARTNERSHIPS AS A GROWTH STRATEGY
My favourite types of partnerships!
Beneficiary partnership – introducing one database to another with their endorsement
Strategic alliance – companies joining forces to achieve a common goal
PARTNERSHIPS AS A GROWTH STRATEGY
What’s stopping you from starting!
Lack of management approval –sell the idea to them Not speaking to the right person – find the decision maker and sell them
the vision Unclear product vision – package it up and sell it to them solving their
problem Unsure of who you could potentially target – make a hitlist and sell them
the concept – then pick who you want to deal with based on values
It’s all a form of SALES! Sell an idea. Sell a vision. Sell a product
MASTERING THE FOLLOW UP:
- Partnerships involve nurturing of human relationships over time
- Follow ups give people time to get to know you and to get to know the product
- Ultimately they will buy off someone they like, trust and respect
- Follow up process allows you to showcase these qualities
MASTERING THE FOLLOW UP:
Tools –• Try and gain access to a more direct form of communication
like SMS or iMessage • Always bring up a topic of interest first before business• Keep these communications consistent and not needs
based
• Use Google Calendar or iCal to set reminders in advance
• My secret weapon – Boomerang & Assistant.io
WHERE TO FROM HERE?
Realise that sales techniques can enhance partnerships and general business relationships
An entrepreneurial mindset can broaden your horizons
Key points are getting your pitch right and learning how to use calls and follow ups to get the best outcomes
Becoming a Person of Interest who people want to deal with
Make partnerships a part of your business or sell them on this idea and start working ASAP
WHERE TO FROM HERE?
A lot of topics I haven’t covered including: Getting past the Gatekeeper Building an unbeatable hitlist Using Linkedin to form strategic partnerships and make sales Top 50 Closing Strategies and Skills Art of Phone Based Persuasion Replacing Yourself – Automating your Business Processes All that I have gone through in more detail
WHERE TO FROM HERE?
Email [email protected] for free membership after next
months launch & a FREE copy of my book “Closed”
Email [email protected] if you would like to expose your business to up to
1.5 milion customers and 150k businesses a month