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The TwentyTimes Guys<br />Company Name Here<br />The Sales Ecosystem<br />A Practical and Proven System for Getting More C...
1<br />Number<br />Reason<br />why more people are not buying from you<br />
1<br />Number<br />Reason<br />and number two reason<br />
Is it clear what they sell?<br />Our purpose is to equip you with the skills and practical tools that you need to tackle u...
Is it clear what they sell?<br />We are an Australian owned business that provides management consulting services. We are ...
Is it clear what they sell?<br />We  build the IT solution you need and then support it to make sure it doesn't let you do...
Is it clear what they sell?<br />We are a boutique management consultancy that offers a range of strategic consulting serv...
We are a boutique management consultancy that offers a range of strategic consulting services to help organisations improv...
We are a boutique management consultancy that offers a range of strategic consulting services to help organisations improv...
ACTION Step:  Review your description of what you sell.<br />Does it contain: <br /><ul><li>  who your target market is
  what problem you solve for your target market
  the outcome that your target market gets from applying your solution</li></ul>For small business owners who struggle wit...
Correct Message <br />X<br />Targeted Audience & Optimised Sales Processes<br />=<br />Much Much More Revenue<br />
Let’s look at how you get more sales – one sale at a time<br />NewSale<br />
Marketing = driving more people to step 1.<br />= <br />those activities that get people to know <br />like <br />trust<br...
Marketing Activity List<br />networking products   gifts   alliances    teaching (educational materials)   print interview...
Marketing plan and calendar<br />
1<br />
Right Message<br />1<br />
Right Message<br />1<br />
Case Study<br />Before  Revenue $2.8pa breakeven<br />What they did: what we just covered<br />(they still sell the same s...
everything changes<br />everything changes<br />
a unique opportunity<br />
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Winning More Clients

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A practical and proven system for winning more clients.

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  • We’ll tell you the number one reason people aren’t buying more from you GO TO NEXT SLIDE
  • And as a bonus we’ll also tell you the number two reason.The number one reason: people don’t know what you are selling. They don’t know what you do.The number two reason: Even if they understand what you sell they can see no reason to buy from you (as opposed to others selling the same thing)
  • These are real examplesRead the text – is it clear what is being sold???Who should buy whatever it is?Does anyone wake up in the morning with a burning need to buy whatever this is
  • Read the text – is it clear what is being sold???Who should buy whatever it is?Does anyone wake up in the morning with a burning need to buy whatever this is?
  • Read the text – is it clear what is being sold???Who should buy whatever it is?Does anyone wake up in the morning with a burning need to buy whatever this is
  • Read the text – is it clear what is being sold???Who should buy whatever it is?Does anyone wake up in the morning with a burning need to buy whatever this is
  • Let’s take that last example and see what happened when we started working with this company.The changes that we made to their description of what they sell resulted in a huge increase in turnover.We have seen this time and time again – one change can make a huge difference to revenue.
  • Notice that the new description has the key features:Who it is aimed atWhat the problem is that is solved.What the outcome is of using this solution.The changes that we made to their description of what they sell resulted in a huge increase in revenue.
  • You can try this as soon as you get back to your desk.If you take action on what you find your business will improve.
  • Now getting your description of what you sell right will increase your sales revenueBut you get a multiplier effect when you get that new message out to more of the right people and when you get your sales process as red hot as you can make them.So how do you do that?
  • What is it that your client does immediately before buying from you?Let’s work through an example on the whiteboard. See sheet for exampleTHEN GET THEM TO DO WORKSHEET
  • You need to select those activities that fit with where your prospects hang out.Typically a business will have 8 to 12 activities that will form their marketing.The key is planning and execution.GET THEM TO DO WORKSHEET
  • A marketing needs to have:ObjectivesA clear understanding that strategies and tactics are needed across four areas:AcquisitionRepeat Sales (cost 10% of new sales)Referral (every business needs to have a referral engine)AwarenessThen execution plans are needed resulting in an annual marketing calendar which allows execution to be monitored and results can be measured against objectivesGET THEM TO DO PLAN WORKSHEET
  • Get your marketing planning and execution right and you’ll drive a lot more people to the start of your sales process.
  • Get your message right.Get your marketing planning and execution right and you’ll drive a lot more people to the start of your sales process.Optimise your sales process steps.Do all these three and watch your sales take off. – A quick case study in a moment but first let’s talk about missing ingredient, the secret Apple sauce …..
  • Apple has gone from a failing brand to the second biggest company on the planet.One of their secrets is that their marketing deliberately appeals to the emotions.They capitalise on the fact that most people buy emotionally and justify with logic.So when you can build that emotional pull into your marketing and sales process you get less resistance.
  • Transcript of "Winning More Clients"

    1. 1. The TwentyTimes Guys<br />Company Name Here<br />The Sales Ecosystem<br />A Practical and Proven System for Getting More Clients<br />Sam McNeillSales Ecosystem<br />
    2. 2. 1<br />Number<br />Reason<br />why more people are not buying from you<br />
    3. 3. 1<br />Number<br />Reason<br />and number two reason<br />
    4. 4. Is it clear what they sell?<br />Our purpose is to equip you with the skills and practical tools that you need to tackle unique, complex challenges.<br />Drawing on our expertise in strategy development and facilitation, change management, and cultural alignment, we design the right approach to address your particular circumstances.<br />
    5. 5. Is it clear what they sell?<br />We are an Australian owned business that provides management consulting services. We are Sydney based and operate interstate and internationally.  <br />Our solutions use management and technical skills combined with a strong client focus to deliver practical results. Our guiding philosophy and vision is to promote a lasting partnership between our clients, our staff and our company, benefiting all.<br />
    6. 6. Is it clear what they sell?<br />We build the IT solution you need and then support it to make sure it doesn't let you down.<br />We can act as a complete outsource solution or as a support for your existing IT staff.<br />
    7. 7. Is it clear what they sell?<br />We are a boutique management consultancy that offers a range of strategic consulting services to help organisations improve their performance and increase their contribution to their business relationships. <br />
    8. 8. We are a boutique management consultancy that offers a range of strategic consulting services to help organisations improve their performance and increase their contribution to their business relationships. <br />
    9. 9. We are a boutique management consultancy that offers a range of strategic consulting services to help organisations improve their performance and increase their contribution to their business relationships. <br />For small business owners who struggle with maintaining long term customer relationships to drive repeat sales we have tools that are easy to implement and that deliver increased repeat sales revenue.<br />
    10. 10. ACTION Step: Review your description of what you sell.<br />Does it contain: <br /><ul><li> who your target market is
    11. 11. what problem you solve for your target market
    12. 12. the outcome that your target market gets from applying your solution</li></ul>For small business owners who struggle with maintaining long term customer relationships to drive repeat sales we have tools that are easy to implement and that deliver increased repeat sales revenue.<br />
    13. 13. Correct Message <br />X<br />Targeted Audience & Optimised Sales Processes<br />=<br />Much Much More Revenue<br />
    14. 14. Let’s look at how you get more sales – one sale at a time<br />NewSale<br />
    15. 15. Marketing = driving more people to step 1.<br />= <br />those activities that get people to know <br />like <br />trust<br />1<br />
    16. 16. Marketing Activity List<br />networking products gifts alliances teaching (educational materials) print interviews referrals direct mail email campaigns print newsletter local letterbox drops third-party endorsements trade association leadership commercial publishing word of mouth position papers radio interviews TV appearances advertising (print, radio, tv, web) passive listings (directories) speaking web site electronic newsletters trade shows workshops/seminars online courses webinars/podcasts branding user groups mastermind groups blog social media LinkedIn free samples free trial local signage<br />
    17. 17. Marketing plan and calendar<br />
    18. 18. 1<br />
    19. 19. Right Message<br />1<br />
    20. 20. Right Message<br />1<br />
    21. 21. Case Study<br />Before Revenue $2.8pa breakeven<br />What they did: what we just covered<br />(they still sell the same stuff out of the same office with the same staff)<br />After Revenue $6.1pa (after 18 months)!<br />(net margin 9%)<br />
    22. 22.
    23. 23. everything changes<br />everything changes<br />
    24. 24. a unique opportunity<br />
    25. 25.
    26. 26. and you will changeyourworld<br />How do you get started?  A cost and obligation free two hour workshop at your place to start winning more clients. <br />
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