'Make Your Clients an Offer They Can't Refuse' Workshop

Editor's Notes

1. Welcome to… Thank you for being inte3rested in a subject I love. The aim is that by the end you’ll also love it 3 Sessions – 1. Building a case for having a USP 2. Building YOUR USP 3. Sharing them with the group in order to sharpen them up
2. SOME OF YOU LIKE TO MAKE NOTES AND SOME DO NOT
3. THIS IS EXACTLY THE SAME CHOICE YOUR PROSEPCTS GO THROUGH WHEN ENTERING YOUR MARKETI AND LOOKING FOR A SUPPLIERx I WOULD ASSUME MOST OF YOU HAVE COMPETITORS AND HAVE TO COMPETE FOR NEW BUSINESS YOUR BUYERS HAVE A CHOICE YOU HAVE PLENTY OF COMPETITORS OUT THERE….BUT WHO IS AS FASCINATING, CHARASMATIC, STIMULATING AND IMPRESSIVE AS YOU ARE?
4. HAVE A QUICK THINK.... YOU MIGHT THINK YOUR COMP R YOUR ONLY RIVALS 'BUT' ....THERE IS ANOTHER MAJOR THREAT...*ASK*
5. UNLESS YOU SELL A LEGAL REQUIREMENT LIKE CAR INSURANCE.... SHOES
6. IMPORTANT TO KNOW WHO'S IN THE ROOM NAME LOCATION WHAT DO YOU DO? HOW OFTEN R WE ASKED THIS? EACH TIME IT'S A MASSIVE OPP
7. NOW, IT COULD B ARGUED THAT WHAT YOU'VE ALL JUST SAID IS ABSOLUTELY VITAL
8. *ASK*
9. EVERYONE DOES IT BUT HOW DOES IT HELP THE BUYER? DRILL YOU’RE NOT ACTUALLY BUYING A DRILL ARE YOU? YOU’RE BUYING THE HOLES IT MAKES ROOM EXAMPLES SO WHAT ARE YOUR CLIENTS ACTUALLY BUYING? THINK ABOUT IT, IT’S WHAT TODAY’S ALL ABOUT
10. *ASK*
11. AGAIN, THERE'S A FEW LEGAL REQUIREMENT PURCHASES THAT DON'T NECESSARILY APPLY TO THIS RULE
12. Professional Trusted Advisor – consider that phrase when considering positioning yourself in front of your prospects.
13. UNFORTUNATELY, A LOT OF BUSINESS SEEM HAPPY TO PUT THESE UP. THE LAST THING YOU WANT TO BE IS THE BARRIER TO ENTRY INTO YOUR VERY OWN BUSINESS TRY TO TALK ABOUT PROBLEM SOLVING AND NOTHING ELSE. AND TALK ABOUT IT IN A WAY THAT CREATES VALUE. MAKE IT A NO-BRAINER THAT BARRIOER REPRESENTS A WEBSITE WITH NO VIDEO, NO HEADLINE AND THOUSANDS OF WORDS TO READ,
14. INTERCHANGABLE COMMODITY IF A GARDENER SAYS TO SOMEONE “I’M A GARDENER….” THE CHANCES ARE… AS BUYERS WE ALL HAVE THE LUXURY OF CHOICE – DON’T GIVE IT TO THEM
15. IF U DON’T WANT TO BE AN INTERCHANGABLE… NO ONE TALKS ABOUT A BORING BUSINESS
16. *ASK* FOR DEFINITION
17. MY FIRST FLYER
18. THIS TICKLED ME RECENTLY ANOTHER MERCEDES VIDEO – GRIM REAPER
19. BEFORE WE START WORK ON OUR OWN USPs LET’S TAKE SOME TIME TO SUBSTANTIATE ….
20. *ASK*
21. *ASK8
22. *ASK*
23. Ask yourself where you fall
24. WHY DON’T YOU, OR YOUR STAFF FOLLOW-UP? SCARED OF WHAT SOMEONE MIGHT SAY,
25. YOUR ANTHEM, IF YOU LIKE, THAT POWERFULLY CONVEYS WHY…. GIVES YOU THINGS OF VALUE TO SAY WHEN YOU FOLLOW UP WHICH IS WHEN 80% OF SALES TAKE PLACE
26. WHY IS A USP VITAL? SO YOU CAN FOLLOW UP AND BE IN THE 80% BRACKET OF WHERE SALES ARE MADE
27. TO SUMMARISE MY PRROF OF WHY A USP IS CRITICAL TO YOUR BUSINESS LONGEVITY
28. And HAVING something to say requires a USP...unless you’re Jimmy Carr
29. Meerkat NEXT
30. THEY.RE MY TOP 5
31. WORKBOOK CREATE SECTION THIS COULD ARUABLY BE THE MOST IMPORTANT THINKING YOU’VE DONE ON YOUR BUSINESS ‘EVER’ GOING TAKE OUR TIME THE QUESTIONS MAY APPEAR SIMILAR BUT I’VE INCLUDED EACH OF THEM BECAUSE… A USP IS VERY NARROW SO ONLY APPLIES TO ONE PRODUCT OR SERVICE SO DECIDE NOW DOES EVERYONE HAS ONE……?
32. 7 MINUTE BREAK
33. THAT GUY HAS CREATED SO MANY USPS I’M SPEECHLESS
34. LOOK AT YOUR BEST EXISTING CLIENTS FOR A VERY GOOD CLUE
35. THAT SHOULD ACTUALLY SAY WHAT ‘PROBLEMS’ THINK HARD DON’T GO ONTO THE NEXT QUESTION, DIG DEEP
36. THE MOTHER OF ALL QUESTIONS
37. I LOVE THIS ONE BECAUSE IT ILLICITS ‘FUN’ ANSWERS PERONALLY I THINK FUN IS IMPORTANT
38. DON’T JUST LOOK AT YOURSELF, LOOK AT THEM FOR CLUES HERE
39. FINAL QUESTION
40. NEXT PHASE IS ALL ABOUT TAKING THE TOP ANSWERS
41. CAN HAVE HALVES
42. THIS CAN TAKE 15-60 MINUTES, WE’LL ANYONE NEEDS HELP JUST ASK
43. *ASK) HOW CAN YOU SEE THIS BEING USED IN YOUR BUSINESS?
44. LET’S SHARE SOME. WHO’D LIKE TO SHARE WHAT THEY HAVE AND BE OPEN TO FEEDBACK FROM HIGHLY INTELLIGENT BUINESS OWNERS OR POTENTIALLY, YOUR FUTURE PROSPECTS? WE’RE ALL IN THE ZONE