"Its Not Who You Know... Its Who Knows You!" – By Michelle Villalobos
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"Its Not Who You Know... Its Who Knows You!" – By Michelle Villalobos

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Referrals and incoming leads are the holy grail of business these days. Learn how to increase both through strategic personal branding and networking.

Referrals and incoming leads are the holy grail of business these days. Learn how to increase both through strategic personal branding and networking.

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  • 1. It’s Not Who You Know... It’s Who Knows YOU with Michelle Villalobos (vee - ya - low - bos ) 1
  • 2. 1 Do you want to be like this guy...Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 2
  • 3. or like these guys? 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 3
  • 4. 1 the difference • push vs. pull • supply vs. demand • availability vs. scarcity • in-your-faceness vs. limited access • annoying vs. entertaining • cold call vs. answer leadsCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 4
  • 5. i. capture ii. build iii. close (rinse, repeat)Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 5
  • 6. i. capture contactsCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 6
  • 7. first impressions 7
  • 8. 8
  • 9. 1 key elements • Eye Contact • Expression • Attitude • Body Language • Clothes • Neatness • “Props” • Greeting/Handshake 5Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 9
  • 10. rapportCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 10
  • 11. 2 listening = trustCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 11
  • 12. 1build a system... and stick to it All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 12 12
  • 13. ii. build relationshipsCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 13
  • 14. how much is your time worth?Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 14
  • 15. 1 the value of one hour... { } base earnings work hours/year the $$ value = of your hour { ratio } productivityCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 15
  • 16. 2 Base Earnings Target 150000 Number of work weeks 48 Number of work days/week 4 Work hours/day 9 Productivity 1/3 Value of YOUR hour $260.42Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 16
  • 17. 1 think about that every time...Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 17
  • 18. think about that every time...Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 18
  • 19. think about that every time... hey, got a minute?Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 19
  • 20. 1biggest time burners email meetings phonepeople procrastinationmenial repetitive tasks tasks 20
  • 21. solutionsCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 21
  • 22. batch 22
  • 23. 1 email batching* 50 messages/day = 1 message every 10 minutes9 am II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 5 pm * Tim Ferriss, The Four Hour Workweek 23
  • 24. 1 email batching productive productive time productive productive time 12:30 time time9 am II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 5 pm productive productive productive time time time productive productive time time 24
  • 25. 1 email batching9 am II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 5 pm productive time productive time batch batch email email 25
  • 26. 1 email scheduling• least productive way to start day• start day in “reactive mode”• never regain control• avoid email for at least first hour• reserve first hour for most critical• what really can’t wait 1 hour?• if people really need you... they will find you• “single most powerful way to regain control”* *Julie Morganstern 26
  • 27. 1instead consider making 5 phone calls every morning - just to say “hi” & keep your list warm 27
  • 28. 1 OFFICE HOURSplease bring specific issues/questions you’d like to address & resolve Monday: 4 to 6 pm Wednesday: 8 to 10 am Friday: noon to 2 pm 28
  • 29. 1NEW BUSINESS HOURS helps control how much time youspend responding to what could beunqualified requests for your time Every Thursday 29
  • 30. Jane DoeDirector, Business Developmentjanedoe@abccorp.com tel 305.555.9000 direct 305.555.7979 toll-free 888.555-8000 mobile 305.555.4869ABC, Corp. fax 888.555.1678 30
  • 31. Jane DoeDirector, Business Developmentjanedoe@abccorp.com305.555.9050ABC, Corp. 31
  • 32. find me follow meincoming call 32
  • 33. (hide me shield me)incoming call 33
  • 34. 34
  • 35. 1eliminatejust say no! 35
  • 36. saying no 1“While I appreciate the invite, right now we’vemade a strategic decision to concentrate on morespeaking engagements and workshops. So if youhave one of those, great! But if you’d like todiscuss a new unrelated opportunity/idea, wesimply dont have the time or the manpower todo it right now.Im sure you understand and hope to see you atthe next Miami Marketers Happy Hour!” 36
  • 37. plan 1 37
  • 38. outsource 1Thanks for your email.In an effort to free up time and become more efficient & effective, Im outsourcing my inbox ;)Patti & Corrisa will be monitoring my incoming business emails, booking my speakingengagements, scheduling appointments, & answering most incoming emails for the time being.Should you urgently need to speak with me, text me at xxxx@txt.att.net. I will answer or callyou back at my earliest convenience. However, I am "batching" communications andresponding once or twice a day at most. Please do not add this email to any subscription listsor mailing lists.I appreciate your helping me to automate, outsource and delegate all non-essentialtasks in an effort to "upgrade my life." If you are interested in performing your ownexperiment, here are a few book recommendations:1. The 4-Hour Workweek2. Upgrade Your Life3. Never Check Email in the MorningThank you! 38
  • 39. 1“dance close to the revenue line” 39
  • 40. 1 “networking” model one-to-one mass media model one-to-manyCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 40
  • 41. 1 ideal model - to- one one clients become “percolates” up to leads com community mun feed icate bac k extend 2Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 41
  • 42. 1email marketingAll Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 42
  • 43. 1 43
  • 44. 1 how Marie Forleo got me• Why You Shouldnt Initiate "The Talk" - Your April 1 Dish• Date Confidently Using Real Mens Tips! Your April 27 Dish• Too Clingy? Stop Neediness Now, Michelle - Your Apr 29 Dish• 7 Secrets of a Flirting Goddess - Your May 1 Dish• What NOT to Do On a Date - Your May 15 Dish• The #1 Cause of Dating Drama – Your May 18 Dish• Is He Mr. Right or Mr. WRONG? Your May 20 Dish• Michelle, Why Didnt He Call? Your May 29 Dish• Secrets of Getting Over a Breakup - Your June 1 DishCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 44
  • 45. 1 don’t like to write?Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 45
  • 46. 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 46
  • 47. 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 47
  • 48. 1 workshops & seminarsCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 48
  • 49. online 49
  • 50. 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 50
  • 51. 1 iii. close dealsCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 51
  • 52. 1 you should know...• 82% more successful on/after 3rd contact• “7 touches” average• 4 touches in 10 days (leads)*• best is mix of contact methods• show your face!! * Duct Tape Marketing 52
  • 53. 1 package services like products* *make products more like servicesCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 53
  • 54. 54
  • 55. 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 55
  • 56. 1 Turnkey, No-Hassle, Financial Management Packagesi. The Shoestring Budget Entrepreneur: Everything you need to startbeing finance-healthy. Perfect for freelancers, solo-practitioners, solo-preneurs and other self-made professionals.$XXX one-time fee.ii. The Finance Department Alternative: Well create order from chaos,AND help you maintain it. $XXX + $XXX - $XXX/month* iii. The Outsourced CFO Package: Like having your own CFO at afraction of the price. $XXX to set up + $XXX to $XXX/month*  56
  • 57. on choices i. the one they do not want ii. the one you think is best iii. the one they wish they could pickCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 57
  • 58. 1 58
  • 59. 2009 Mivista, Inc. Packages & Pricing “Michelle is an outstanding consultant and coach, with a keen ability to identify key strengths and weaknesses and develop effective strategies to maximize income and potential. She gets great results.” – David Suarez, Interactive Training Solutions SERVICE DETAILS RATESCoaching, Consulting & Training* 1x 2x 3x 4x Hourly (in person/by phone) $160/$120 $150/$110 $140/$100 $120/$90 Daily (local/travel) $1000/$1500 $900/$1400 $800/$1300 $700/$1200 Monthly (price/month for 6 month package) $160 $280 $370 $450 Unlimited Access (monthly retainer) starting at $1,500/monthWebsite & Online Services basic enhanced “You: The Industry Expert” Website $987 $1,987Custom Promotional Workshops & Seminars 1 event 2 events 3 events 4 events Deliver existing workshop for your audience $2,700 $2,400 $2,200 $1,900 Design & deliver custom program for your audience $3,500 $3,200 $2,900 $2,500 Want us to promote to our audience?** add $1,500 add $1,500 add $1,500 add $1,500Sponsorships Presenting/Title Sponsorships $1,900 and up Exhibiting Sponsorships $500 and upKeynotes South Florida/National or International not including travel $2,500/$5,000* I’m not a fan of hourly or daily billing, why? Because it misaligns my incentives and yours. But you guys insist on hourly rates, so here they are...** Rush fee: $1000 for any event less than 6 weeks out. Mivista, Inc. 261 Navarre Avenue, #102, Coral Gables, FL 33134 www.michellevillalobos.com ✧ jessica@mivistainc.com 59
  • 60. “conceptual agreement” 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 60
  • 61. 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 61
  • 62. Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 62
  • 63. 1 pricing is a marketing strategyCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 63
  • 64. 1 pricing strategies• extra value/bonus• discount = reduce value• bundle• move away from hourly• payment plans/options All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 64
  • 65. 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 65
  • 66. 1rinse, repeat 66
  • 67. 1 nurture your referrers 1Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 67
  • 68. a good referral system • educates referrers • motivates referrers • measures • builds in feedback (for referrer) • is easy (for the referrer) • gives backCopyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 68 68
  • 69. 1 “giver’s gain” philosophyCopyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 69 69
  • 70. 1 make a plan for your biggest referrers (like... right now)Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 70 70
  • 71. 1 batch!Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 71 71
  • 72. Or ju st Goog le me! MichelleVillalobos.com Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved.To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”. 72