Your SlideShare is downloading. ×
0
Winning The Professional Services Sale
Aaron Ross
@motoceo
Ago Cluytens
@acluytens
• Discover the #1 mistake consultants / sellers
make
• Find out what the top–5% of rainmakers do
• Learn a simple messagin...
Ago Cluytens
Love to sell, but not
a salesperson.
Still bought more
than I sold.
Selling ? Not love
at first sight.
#1 Bestseller
Aaron Ross
$100M @
Salesforce.com
Father of four six
25 hour workweek
1 Do great work and clients will just find you
2 Word of mouth is enough
3 More clients are better
Hidden Professional Ser...
1 Pick A Niche, Get Rich
Feel Like You’re
Pushing But Not
Getting
Anywhere?
Maybe You’re
Afraid To
Specialize
• “Boring”
• “Too small”
• “Not sexy”
• “Limiting”
_______ provides professional consulting
services to develop and support online
business solutions. From startup to Fortun...
Who’s been your
ideal customer?
Get SPECIFIC
Be a SPECIALIST
What are you the
King/Queen of?
Industry Function
Geography
Sweet
Spot
2 Sell Ideas, Not Stuff
We provide a leading,
next generation
scalable, social platform
for crowdfunded
glazed-eye jargonation
#INBOUND13
• Create with a passion for Customer Success
• “Need nothing”
• Truth is the best form of marketing
• Best “ideas” are ind...
www.PredictableRevenue.com/matrix
3 Messaging
People don’t care what you do. They care
about what you can do for them.
1. “How do you help customers / people?”
2. “So what?”
3. “What’s so great about that?” (WISGAT)
If ideal clients don’t “g...
“Indefinite claims leave indefinite
impressions. Definite claims get full
credit and value.”
4 3 Pillars Of Lead Generation
58% of marketers now
use inbound marketing.
(Hubspot, “2013 State Of Inbound Marketing)
When everyone
else zigs, zag.
3 Pillars Of Lead Generation
Partner
Marketing
• Much Easier
• More Effective
• Partners Push You
• More Fun
5 Bringing In Revenue
Key metrics / steps:
• Suspect to prospect
• Prospect to conversation
• Conversation to proposal
• Proposal to win
• Propo...
Design A High-Priced Package (Think 10x)
Design A High-Priced Packag
#INBOUND2013
Want more ?
#INBOUND2013
www.PredictableRevenue.co
m
www.winthecomplexsale.com
QUESTIONS?
Aaron Ross
@motoceo
www.LinkedIn.com/in/aaronross
aaron@predictablerevenue.com
Contact
Ago Cluytens
@acluytens
Linkedin.co...
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens
Upcoming SlideShare
Loading in...5
×

"Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens

2,913

Published on

* Discover the #1 mistake consultants / sellers make
* Find out what the top–5% of rainmakers do
* Learn a simple messaging "mind trick”
* The “three pillars” of successful lead generation
* Bringing in revenue

Published in: Business
1 Comment
1 Like
Statistics
Notes
No Downloads
Views
Total Views
2,913
On Slideshare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
54
Comments
1
Likes
1
Embeds 0
No embeds

No notes for slide
  • At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
  • Notes: Discover the #1 mistake virtually all consultants and coaches make that immediately and severely impacts their ability to attract new clients.>>Mistake: not enough focus sunlight warms - a laser burns how: reflect - where have you had the best success? what kinds of clients are the easiest to help? how: what are people like you doing? how: talk to clients…what do they see you as the best at? how: who is “like you” ? Where do you have “natural credibility” ? how: mixing three elements to find your most attractive niche (e.g . geography + industry + function = CFO’s in financial services in the UK) hint: your great niche often is unattractive at first because of fears like “too small” “already done that” “not interesting enough”
  • Shopping mall story
  • 3. Find out what the top–5% of consultants and coaches do differently when itcomes to how they market (and the results they get)Thing they do differently: speak the prospect’s language Talk about THEIR issues, not YOURproduct Think “process” instead of event (e.g. campaign vs one-shot) Think broader: not justonline vs offline marketing or inbound vs outbound - you need variety and balance
  • My daughter doesn’t sell me on the idea of eating, she sells me on the idea of having a fun, special experience
  • SFDC sold the idea of “ondemand / cloud”Marketo sells the idea of leads coming to you + automation
  • Ideas are important & useful to customers independent of your productBenefirstvs features vs ideasAvoid manipulation, desperation
  • Blog article: www.predictablerevenue.com/blog/a-sell-ideas-not-stuff-matrix
  • NOTES: Learn a simple “mind trick” to ensure you connect with potential buyers and “speak their language”>> Mind trick: rigorous up-front research, online and offline people don’t care what you do, they care what you can do for them. describe what you do in terms of results. HOW: - simple questions: “how do you help people?” “what’s so great about that?” “so what?” - go out and talk with clients & prospects - have more conversations including “research & referral” coffees - especially with people who don’t know you well (test it out with ‘cold’ prospects) - live events (even small) – online research: surveys, groups (Quora, Linkedin), social media, e-mail, keyword research, click through reseach - ask former clients why they bought (and bought from you)
  • Aurora selling me on why she should get a milkshake
  • NOTES: Learn a simple “mind trick” to ensure you connect with potential buyers and “speak their language”>> Mind trick: rigorous up-front research, online and offline people don’t care what you do, they care what you can do for them. describe what you do in terms of results. HOW: - simple questions: “how do you help people?” “what’s so great about that?” “so what?” - go out and talk with clients & prospects - have more conversations including “research & referral” coffees - especially with people who don’t know you well (test it out with ‘cold’ prospects) - live events (even small) – online research: surveys, groups (Quora, Linkedin), social media, e-mail, keyword research, click through reseach - ask former clients why they bought (and bought from you)
  • 1. Seeds: word-of-mouth. Grow it with a “Customer Success Program”, or live events that mix clietns and prospects2. Nets: Partner Marketing3. Spears: Prospecting
  • Hard to build an audience from scratchThey bring a pre-made audience & brandYou help them by helping their audienceStart with who you already know or follow
  • Specializing what you do helps you be effective at lead generation
  • Orange – whether you have marketing team or do it yourselfGreen – prosepctingYellow - closing
  • \
  • Throw a rock cheat sheetSell Ideas Not Stuff MatrixUnique Genius videosTriple Guide10x
  • Throw a rock cheat sheetSell Ideas Not Stuff MatrixUnique Genius videosTriple Guide10x
  • Transcript of ""Winning The Professional Services Sale" with Aaron Ross & Ago Cluytens"

    1. 1. Winning The Professional Services Sale Aaron Ross @motoceo Ago Cluytens @acluytens
    2. 2. • Discover the #1 mistake consultants / sellers make • Find out what the top–5% of rainmakers do • Learn a simple messaging "mind trick” • The “three pillars” of successful lead generation • Bringing in revenue Today
    3. 3. Ago Cluytens Love to sell, but not a salesperson. Still bought more than I sold. Selling ? Not love at first sight.
    4. 4. #1 Bestseller
    5. 5. Aaron Ross $100M @ Salesforce.com Father of four six 25 hour workweek
    6. 6. 1 Do great work and clients will just find you 2 Word of mouth is enough 3 More clients are better Hidden Professional Services Beliefs
    7. 7. 1 Pick A Niche, Get Rich
    8. 8. Feel Like You’re Pushing But Not Getting Anywhere?
    9. 9. Maybe You’re Afraid To Specialize • “Boring” • “Too small” • “Not sexy” • “Limiting”
    10. 10. _______ provides professional consulting services to develop and support online business solutions. From startup to Fortune 500 companies, _________ assists clients to maximize their return on investment in the Cloud by providing implementation, development, and value-added software solutions. Targeting Everyone => No One Cares
    11. 11. Who’s been your ideal customer? Get SPECIFIC Be a SPECIALIST What are you the King/Queen of?
    12. 12. Industry Function Geography Sweet Spot
    13. 13. 2 Sell Ideas, Not Stuff
    14. 14. We provide a leading, next generation scalable, social platform for crowdfunded glazed-eye jargonation
    15. 15. #INBOUND13
    16. 16. • Create with a passion for Customer Success • “Need nothing” • Truth is the best form of marketing • Best “ideas” are independent of your “stuff” Sell Ideas, Not Stuff
    17. 17. www.PredictableRevenue.com/matrix
    18. 18. 3 Messaging
    19. 19. People don’t care what you do. They care about what you can do for them.
    20. 20. 1. “How do you help customers / people?” 2. “So what?” 3. “What’s so great about that?” (WISGAT) If ideal clients don’t “get it” quickly…change it Simple Messaging Mind Tricks
    21. 21. “Indefinite claims leave indefinite impressions. Definite claims get full credit and value.”
    22. 22. 4 3 Pillars Of Lead Generation
    23. 23. 58% of marketers now use inbound marketing. (Hubspot, “2013 State Of Inbound Marketing) When everyone else zigs, zag.
    24. 24. 3 Pillars Of Lead Generation
    25. 25. Partner Marketing • Much Easier • More Effective • Partners Push You • More Fun
    26. 26. 5 Bringing In Revenue
    27. 27. Key metrics / steps: • Suspect to prospect • Prospect to conversation • Conversation to proposal • Proposal to win • Proposal to loss/postponed • By lead source Know How To Help The Right Clients Buy
    28. 28. Design A High-Priced Package (Think 10x) Design A High-Priced Packag
    29. 29. #INBOUND2013 Want more ?
    30. 30. #INBOUND2013 www.PredictableRevenue.co m
    31. 31. www.winthecomplexsale.com
    32. 32. QUESTIONS?
    33. 33. Aaron Ross @motoceo www.LinkedIn.com/in/aaronross aaron@predictablerevenue.com Contact Ago Cluytens @acluytens Linkedin.com/in/agocluytens ago@agocluytens.com
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×