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Selling More Services A Guide to Success in 2010 and Beyond

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Discussion Overview Why 2009 Changed Everything Being a Consultant in 2010 The Importance of Marketing The Transition to Selling Ideas for an Improved 2010

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Why 2009 Changed Everything Everything is Different, Ask a REALTOR Ghost Towns Mass Layoffs

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Welcome to 2010 Embrace The Opportunities Companies That Struggle Need Help Over-Termination, Under-Development Getting To The Business Finding Potential Clients Two New Decision Makers Being Creative They NEED You

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Drawing a Target: Be Specific Are You Talking to the Right People, or Just Anyone? Discussion: Who do you want your clients to be? What is your unique value to those clients? Can you describe it? How do you integrate that value in touches? Boil it down. What is your impact statement?

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Consulting as a Business Competence, Confidence, ResultsSpeed If Self Promotion is Discomforting, Get a Job. If Selling is Beneath You, This Isnt For You Discussion Question: What mindset(s) do you think creates consulting success?

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How Well Do You Know the reasons why your service adds UNIQUE value Understand potential clients & the success they desire Identify unexposed potential client markets Create a list of targets before compiling lists Ensure that targets have authority Educate yourself on client internal processes Know your competition, and their clients Know your own clients, and how they effectively utilize you Analyze your potential for success, measure outcomes.

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Marketing Is NOT Selling Marketing Reinforces Your Brand Marketing Can Ease Your Sales Efforts Marketing Costs You Time and Money Selling Leverages Marketing Efforts Selling is The Act of ASKING for Business Selling Pays Your Bills

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Marketing: Putting Yourself Where The Right People Look Yellow Pages Paper/Online? Google? Associations/Membership Organizations? Community Offices? Television? The Mailbox? As a Shopper of Tomorrow Where would you search for a service worker? Discussion Question: Think about where you found your last hire of a professional service. Do you think you were seeing all of the providers available?

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Marketing How It Works Determine Your Priority Specifically. Create or update collateral materials Create or update your website Get networked online Write columns, books, newsletters, articles Explore direct mail by testing Get involved in your community Have 15 ways to create leads Create eMail campaigns to test Offer free materials where you can Vary your offerings for price/time flexibility

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Marketing How It Works Are you visible yet? Make the most of what youve got The power of authenticity How are you currently Marketing? What works?

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Networking How It Works Categorize Your Life Make Separate Lists Choose the top 3 from each, and talk with them Ask them who they know, and speak to them Ask them who they know, and speak to them, etc Tell, Mail, Alert everyone listed everything you do Explore partnering & alliances Identify at least 5 joint venture partners

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Networking How It Works Never waste an interaction You cant win if you dont play Become a networking leader Assume that potential clients want to help you too! How are you currently Networking? What works? Discussion Question: Are you actively engaged in electronic networking Facebook, Twitter, LinkedIn? What is working?

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The Sales Role: You Are The Sales Executive of Your Business! No matter what type, sales is sales Fighting the perception of to vs with Sell in a way that feels good to you Track everything

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Manage Your Time & Activity Sales Activities: Should Do Identifying Targets_____ Setting Appointments_____ Client Meetings_____ Follow Up_____ Prof. Development_____ Other_____ Total(100%) Sales Activities: Regularly Do Identifying Targets_____ Setting Appointments_____ Client Meetings_____ Follow Up_____ Prof. Development_____ Other_____ Total(100%)

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Manage Your Time: Forming Habits Decide what in your life is most important Allocate time to make calls/set goals Schedule extra time into appointments Create time for research, letter writing, etc Set aside time for follow up calls Make time for non-sales, non-service activities

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Creating your sales mindset How do you perceive sales? How do you view your job in the sales process? How do you define success in prospecting? How do you measure results? What obstacles do you have to overcome in sales? What changes would produce better results? Do you create goals for each call? What motivates you to generate more outreach?

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Sales by the numbers Sales Assumptions: 10 Calls to get to 5 people 10 People to get 5 appointment 10 Appointments to get 5 second appointments 10 Second appointments to get 5 sales About 100 Calls to get 1 Sale Stick With it!

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Conquering Phone Fear Its uncomfortable OK, now what? Doing what others wont = Success! Avoid Perpetual Preparation It gets easier, I promise. Try Life As An Experiment

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Conquering Phone Fear What are you afraid will, or wont happen? How are you preparing for your calls? What is your perception of the person youre calling? What assumptions are you making? How do you think they perceive you? What could make the call fun for you? What motivates you to take action? What actions & risks are you not taking? What is it costing you?

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Still Hate Selling? Dont Sell! If you cant sell authentically, dont try. Never pitch, legitimately analyze Tell stories rather than describe services Reverse the pressure, interview for clients

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The Almighty Referral UmmYou cant get referrals without sales Dont wait until the end to ask Create a Referral Network Make sure you are in a referral mindset Actively give referrals to get referrals Respect the referrers relationship

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Overcoming Objections Common Objections, Real Reasons, Possible Responses Objection: We dont need that right now Reason: They have not yet uncovered the hot issue Response: Weve heard that from other companies like yours let me share some results with you Objection: We work with someone who does that already Reason: They dont see you as unique and distinct from what they already have Response: Its likely our work will complement theirs, but here is where we are unique Objection: Its not in the budget for this year Reason: They have not yet been shown the value of your proposition Response: Actually, the businesses like yours that we work with report a 250% return on investment

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Handling Rejection Stay emotionally separated from the sales process A full pipeline serves as a great support for rejection Murphy Says: The minute you need a deal, its doomed Keep the experiment and numbers game in mind

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A Few Sales Tips To Try in 2010 Risk Reversal Remember Dominos? Money Back Guarantee Payment Plans Loss Leaders Pay For Results Try Before You Buy

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A Few Sales Questions for 2010 How Easy Are You to Work With? Can You Demonstrate ROI? Are You Positioning No Lose Situations? Is Your Sales Process Overcomplicated?

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Thank You! More Questions? Discussion?