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Find Your Fan Factor5 Attributes of a FANatical Salesperson
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1. RELEVANT
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Selling has not changed
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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Buyers have changed
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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90% Used Internet to Search For New
Homes
2013 Digital House Hunt
72% Began Research with a Google Search
SalesForLife.com, Sept 2014
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70% of consumers actively engaged in social media have made a purchase as a result of being
connected online.
Business Wire, Nov. 2012
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80 - 90% of buyer’s decisions are influenced by online reviews
SalesForLife.com, Sept. 2014
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“From Caveat Emptor to Caveat Venditor” Daniel Pink, To Sell Is Human
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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R.I.P. Sales Funnel
#FANaticalSelling @MeredithCSP
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Hello Buyer’s Journey
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The Buyer’s Journey: The research and decision making
process buyer’s use to make a decision.
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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Your Job: Meet Them On Their Journey
#FANaticalSelling @MeredithCSP
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11 Searches Prior to Taking Action
24% Take Action Same Day
2013 Digital House Hunt
40% Take Action 120 Days
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Engage Later in the Journey
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Informed
Empowered
Invested
Expectations
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FANS
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2. INSIGHTFUL
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Context: Explains WHY content matters
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Content Without Context Doesn’t Add Value
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3. CURIOUS
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The Fan’s Journey
#FANaticalSelling @MeredithCSP
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How do you know what phase of the journey they are in?
By the questions they ask you!
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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What size and type of homes are in this
community?
What energy features do you
have?
Do you have any homesite left that you can build the
model on?
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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Purpose of Conversation
What’s the mission today?
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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What Information is Known? What do you know about our
community so far?
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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4. AUTHENTIC
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“ T h e p r o b l e m w i t h q u o t e s o n t h e I n t e r n e t i s
t h e y a r e h a r d t o v e r i f y. ”
~ A b r a h a m L i n c o l n
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Authenticity Is Big Business
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Dove Campaign for Real Beauty
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Competence is Not Enough
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Credibility Matters More
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Authenticity Must Be Win-Win
@MeredithCSP #FANaticalSelling
#ConnectGrowShine
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Trust Breaker #1 Make It About You
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✓ Take Over ✓ One Up ✓ Over Correct
Make It About You
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Trust Breaker #2 Don’t Explain the Process
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Don’t Explain the Process✓ Notes ✓ Questions ✓ Next Steps
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Trust Breaker #3 Fail to Ask For Feedback
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How Are We Doing So Far?
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GetTalk.at/TSMC
FREE Book, Slides & Extra Goodies
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Introducing Builder Blab
BuilderBlab.com
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5. SUPER FANS
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#SUPERFAN
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IT’S NOT ABOUT YOU✓ Stop Talking
✓ Start Listening✓ Know Your Fans
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Remember Your Why
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Remember Their Why
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Beautiful Life
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What’s Your #FANFACTOR?
GetTalk.at/TSMC