The Key to Sustainable Growth

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  • Give yourself a super brief introduction while leaving this slide up (unless someone else does it for you) Simply answer the question: What Qualifies You. . . Built three companies, booked millions in sales, developed a simplified process to demystify complex sales . . .in fact wrote the book on it . . .MERGE . . . After 30 years, ready to pay it forward. Share what I’ve learned to help you arrive at your goals faster, smarter and with even better results.
  • Fun way to start. . . .so let’s say you don’t have the patience to wait an eternity to sign up a prospect . . .what we’re going to discuss today is how to get you to that handshake in earthbound time. We’re all in business to grow. That means finding, persuading and holding onto clients by bringing them the value they want and need. Today, I want to share with you some failsafe steps to shortcut the process and put you on firmer ground to withstand all the changes that lie ahead in business. So we begin with the most important point of all . . .
  • PleinAire used to describe the act of painting outdoors, which is also called “peinturesur le motif”
  • Bill, need a quick visual anecdote here . . .for example
  • Put Client Need at the Center . . .
  • Magnify = Research phase to identify value gaps. Explore = Interviewing phase to confirm value gaps. Recommend = Consulting phase to identify alternativesGenerate = Creation phase to evaluate alternatives, generate solutions & implement. Engage = Longevity phase to expand trust, stay engage & bring more valueNeed a great close here: talk about Keep it Simple. Make it Strong. Stick to the ProcessApply Our Differentiated 5-Step Process, aptly named MERGE because it fits together the building blocks of a high-value sale with the ultimate finished edge: Trust.
  • The Key to Sustainable Growth

    1. 1. Key to Sustainable Growth? Razor-Sharp Focus onMarketing & Sales Strategy William L. MacDonald President & CEO PleinAire Strategies, LLC
    2. 2. Prospect Dilemma: How to Differentiate  Can’t Tell One Advisor From Another  Then, Products/Services are Commodities  Forced to Trade on Cost Only  Prospects Must See Your Difference
    3. 3. 3 Ways to Differentiate1. Offer Exclusive Products or Services2. Create a Process Not Easily Duplicated3. Communicate Value Proposition
    4. 4. Position Your Firm  32% of Buyers Say Providers Fail to Convince Them of What Value to Expect  To Position, Know How Prospects Buy  Build Strategy to Lead Prospect to Product  Don’t Lead with Product
    5. 5. Promote Your Firm’s VALUE Client Need
    6. 6. The MERGE Process
    7. 7. Welcome Your Questions William L. MacDonald President & CEO PleinAire Strategies, LLC www.pleinairestrategies.com bill@pastrategy.com 858.759.8637

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