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maWebCenters Weekly Webinars
Week 10: It’s not Cold Calling. It’s Possibilities Cultivating
Reminders
This is a Weekly Webinar, we will be talking about different topics each Week!
You can send us a Questions in the chat box below.
Webinars are recorded and uploaded to www.mawc411.com
Next week, Our Webinar will be called:
Run a 90 Day Fast Track- How to organize- Who should do it?- The Goal- Coaching and Supporting
Table of Contents
Starting point for a names list
Positioning / Approach(The difference and different ways to leverage these ideas)
Personal Branding
Leveraging Professional Contacts
Referral Campaigns
Table of Contents
Networking Events
Spreading out your Spending
Identifying Prospects with a need
Identifying Prospects with an advertising plan
Building value with new prospects by being “Interested” verses “Interesting”
Cultivating possibilities
Where do we start?
Cultivating Possibilities
The goal is to constantly be filling the same names list up with new possibilities.
You do this by meeting new people & cultivating a relationship.
WHY?
Better success rate for Contacts – Appointments – Sales
Better quality business relationships
More referrals
The Networking Approachv.
Simple Sales
SIMPLE SALES
Uses Product Specialist
Positioning: Referral Approach
Leverages the System
Fits into your daily routine
Works 1st 3 columns of names list
For all WCOs getting started
Does not “specialize”
NETWORKING APPROACH
Uses Product Specialist
Positioning: Takes Ownership
Leverages the System
A more direct approach / intent
Works 1st 3 columns of names list
For WCOs who have sold a few sites/ major in WebCenter
Does “Specialize”
Cultivating Possibilities
The goal is to constantly be filling the same names list up with new possibilities.
You do this by meeting new people & cultivating a relationship.
WHY?
Better success rate for Contacts – Appointments – Sales
Better quality business relationships
More referrals
Personal Branding
Treat your business like a business!
Have business cards
Have a business facebook page / separate from personal
Know your answer to “What is it?”
Know your resources and have them handy to share!
Personal Branding
Business Cards
Product Cards
Personal Branding
WebCenter Mobile SiteBusiness Facebook
Referral Campaigns
Run a “Year Round Referral Program”
Let your customers know about it!
Run “Special Referral Programs”
Referral Campaigns
Regular Referral Programs / All Year Round Programs:
1. Let Customers know about the program2. Give an incentive. (Flat rate, percentage, shop.com gift card etc.)3. Send the check or gift with a thank you note!
Referral Campaigns
Special Referral Programs:
1. Choose the Special. For example: The Holidays (Should be time sensitive) 2. Create the special!3. Promote the special!
Professional Contacts
This is another form of “Asking for Referrals”
Sit down for coffee or schedule a phone consult.
Talk to each other about what you do and what you are looking for
Identify how you can help each other!
Networking Events
Popular Networking Events:
BNI
Chamber of Commerce
Community / Town- Sponsored Events
Linked In Events
Networking Events
BNI
Cool because they only allow one person/business for each industry!
You go around the room and have a few minutes to tell everyone what you do.
You share referrals at each meeting (once per week)
Each week, one person gets a full 15 minutes.
Networking Events
Chamber of Commerce
Lots of businesses to meet!
Lots of business owners/ bigger group to choose from
Popular / Well Established!
Networking Events
Community / Town Sponsored Events
Small Business Days
Benefit of working local
Great opportunity for personal branding/ getting to know people
Great opportunity to become more well connected!
Networking Events
LinkedIn Events
LinkedIn is the largest, most popular professional social networking website. If only there was a way to bring your virtual network offline to create some real-life connections? As it turns out, there is—there's actually an entire events directory for you to peruse on LinkedIn's Events page. Choose your industry, pick your nearest location, and explore events that appeal to you.
Spread out your Spending
Where do you do business?
Try new restaurants!
Try new salons!
Ask around for cool new places to shop!
Spread out your spending to meet more prospects!
Look for “Who’s Looking”
Who’s Looking?
Craigslist
Newspaper Ads
Keep your ears open
Search for people who are posting in these areas with “I need…”
Look for “Who’s Looking”
What might they be looking for?
SEO / SEM
New website
Social Media
Email Marketing Campaigns
Design
Use what they are looking for as a reason to set an appointment. Very often, they will be so happy to hear of how going with our solution will SIMPLIFY their strategy!
Identifying people with a need in your town
Who in your town has:
An out of date website?
A site designed by a publication company (newspaper, yellow pages, etc.)
A site hosted/ done by economy hosting company?
How can our solution offer Simplification, Solutions and Benefit them?
Set the Appointment to discuss how!
Identify SMBs with Advertising Budgets
Val Packs
Newspaper Ads
Radio Ads
TV Ads
Yellow page Ads
Flyers
Car decals
Identify SMBs with Advertising Budgets
Business Owners that advertise understand that advertising is an investment in the company, NOT an expense
Ask them questions about their current advertising:
What are they currently doing?
Are they happy with the results?
Are they advertising online?
Are they using social media?
Are they running email campaigns
Use this info to set high quality appointments with qualified SMBs!
Use and Share content from maWebCenters Facebook!
Designs by the design center
Testimonials from clients
Articles about running an effective online campaign
All share-able stuff!
• Share the “Share-able” stuff , not the Distributor Stuff!• Do not send clients to maWebCenters facebook page• Send them to YOUR business facebook page!
Build Value by being interested
The point is to get creative in getting to know more people
This is not cold calling!
It’s possibilities cultivating
The best way to network and expand your nameslist is to show an interest in people and get to know them!
Build Value by being interested
Are you Interested or Interesting?
Build Value by being interested
Interesting People:
Tell
Present
Sell stuff
Lecture
Talk about themselves
Direct
Interested People:
Listen
Ask Questions
Sell information/ apts.
Listen
Talk about prospects
Share information based on what they heard
Who would you rather talk with?
Who do you think has more success?
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maWebCenters Weekly Webinars
Week 10: It’s not Cold Calling. It’s Possibilities Cultivating
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