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The Simple "Whale Finder Plan" – A Plan To Grow Your Business by @lauraposey for @connectmembers
 

The Simple "Whale Finder Plan" – A Plan To Grow Your Business by @lauraposey for @connectmembers

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There are only three ways to grow your business: add new customers, sell more to existing customers, or get bigger customers (land whales). Based on the bestselling book, "The Whale Hunters," the ...

There are only three ways to grow your business: add new customers, sell more to existing customers, or get bigger customers (land whales). Based on the bestselling book, "The Whale Hunters," the step-by-step Whale Finder Plan shows you how to get clients that are 10-20x your average deal size.

Join us and learn how to:

• Spend your sales and marketing in the right places to find whales
• Speed up your whale deals
• Safely grow by landing whales
• Increase your revenue and margins while decreasing the cost of sales
• Conquer your fear of big prospects

Presented by Laura Posey, Chief Instigator of Dancing Elephants Achievement Group.

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    The Simple "Whale Finder Plan" – A Plan To Grow Your Business by @lauraposey for @connectmembers The Simple "Whale Finder Plan" – A Plan To Grow Your Business by @lauraposey for @connectmembers Presentation Transcript

    • Send your questions 3 ways: @connectmembers Questions Box The Corner! bit.ly/CornerEvents
    • The Simple Whale Finder Plan Laura Posey
    • 3 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Whale Hunting: How to Land Big Sales and Transform Your Company
    • 4 © 2013 The Whale Hunters. All rights reserved. The Simple Whale Finder Plan 41 2 3 4 5 6 Whale Filter Whale Chart Signs Research Dossiers Introductions
    • 5 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Why should you care about the Simple Whale Finder Plan? •Make more money •Lower your costs •Grow your company average •Gain community respect It will transform your company!
    • 6 © 2013 The Whale Hunters. All rights reserved. What is a Big Sale? 6 Current Average Sale 20X Current AverageF 10X Current Average $1000 $10,000 $20,000 $2500 $5000 $25,000 $25,000 $50,000 $250,000 $50,000 $100,000 $500,000
    • 7 © 2013 The Whale Hunters. All rights reserved. The Simple Whale Finder Plan 71 2 3 4 5 6 Whale Filter Whale Chart Signs Research Dossiers Introductions
    • 8 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Which whale is right for you right now?
    • 9 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com A good whale filter is: Narrow - tight ranges of criteria Focused - one product, one geographic area Data driven - things you can quantify
    • © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Whale Filter Example 10
    • 11 © 2013 The Whale Hunters. All rights reserved. The Simple Whale Finder Plan 111 2 3 4 5 6 Whale Filter Whale Chart Signs Research Dossiers Introductions
    • 12 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Research
    • 13 © 2013 The Whale Hunters. All rights reserved. Initial Research 13 $50m - $500m annual revenue: There are auto rentals in US and 122 <250 miles from Philadelphia State Number of Companies Connecticut, Delaware & DC 10 Maryland 7 Massachusetts 25 New Jersey 15 New York 29 Pennsylvania 27 Virginia 9 TOTAL 122
    • © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com 12 Apply the Whale Filter: Score Each Company
    • 15 © 2013 The Whale Hunters. All rights reserved. The Simple Whale Finder Plan 151 2 3 4 5 6 Whale Filter Whale Chart Signs Research Dossiers Introductions
    • © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com 12 Step Three: Your Whale Chart
    • 17 © 2013 The Whale Hunters. All rights reserved. The Simple Whale Finder Plan 171 2 3 4 5 6 Whale Filter Whale Chart Signs Research Dossiers Introductions
    • 18 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Create Dossiers • Dossier: a growing file • Criteria from Whale Filter • Contact info • Key contacts • History • News • Changes • Competitors 18 Revise whale chart after dossiers are complete. Use your researcher for this!
    • 19 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Inform Your Team
    • 20 © 2013 The Whale Hunters. All rights reserved. The Simple Whale Finder Plan 201 2 3 4 5 6 Whale Filter Whale Chart Signs Research Dossiers Introductions
    • 21 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Timing Your Approach: Why Now is Not the Time • Incumbent provider • No perceived need • Budget cycle • More pressing needs • Big change initiative • Spending postponed
    • 22 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Signs of Readiness to Buy • General economic indicators • Marketplace news about the company • Personnel changes • Cost-cutting initiatives • Competitors’ problems • Reorganization • New initiatives • New product announcement 22
    • 23 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Listen to the whale, not the ocean What your competitors are listening to What you are listening to
    • 24 © 2013 The Whale Hunters. All rights reserved. The Simple Whale Finder Plan 241 2 3 4 5 6 Whale Filter Whale Chart Signs Research Dossiers Introductions
    • 25 © 2013 The Whale Hunters. All rights reserved. e. info@thewhalehunters.com p. 480.584.4012 www.thewhalehunters.com Introductions • LinkedIn • Networking Groups • Charity Activities • CEO Groups • Professional Associations • Cold Call
    • Learn More at http://bit.ly/16vUGUQ 26
    • Want to hear about upcoming webinars? Sign up on connect.data.com! More Thought Leadership and Webinars: bit.ly/CornerEvents Find us anytime @connectmembers!