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How to Make Money Defining Your Market with Andy Quintana
- 1. HOW TO MAKE MONEY, DEFINING YOUR MARKET ANDY QUINTANA –SVP BUSINESS DEVELOPMENT, ACCENT TECHNOLOGIES, INC.
- 2. AGENDA • Sales Primer • The Market • Competition • Client • Making Money • Additional info
- 3. THE TRUST EQUATION THE TRUSTED ADVISOR BY DAVID H. MAISTER, CHARLES H.GREEN AND ROBERT M. GALFORD Credibility + Reliability + Intimacy Self-Orientation TRUST =
- 4. THE TRUST EQUATION THE TRUSTED ADVISOR BY DAVID H. MAISTER, CHARLES H.GREEN AND ROBERT M. GALFORD Credibility + Reliability + Intimacy Self-Orientation TRUST = To what extent are you focusing on yourself and your needs? Are you distracted when engaged with the client? Are you looking at your iPhone? Are you focused primarily on your goals? Do you listen? Are you able to connect? Do you do what you say you will do? As this goes up, it negates everything you’ve done to build credibility, reliability If anything in the numerator is 0, then there isn’t trust – no matter how strong the other variables Do you have the relevant expertise? “Moving the needle” for trust with each client will make a huge difference in providing value
- 5. THE TRUST EQUATION THE TRUSTED ADVISOR BY DAVID H. MAISTER, CHARLES H.GREEN AND ROBERT M. GALFORD Credibility + Reliability + Intimacy Self-Orientation TRUST = Consider … There is a human being on the other side of the table, on the phone, etc. It sounds easy, but is something that everyone struggles with. It is even more important with the long-term durable relationship. The starting point is having superb self-awareness. You need to understand your own strengths, personality and personality ticks. The ability to listen and question are the underpinnings of building trust
- 6. THE MARKET - B2C OR B2B
- 7. THE COMPETITION • Who are they? • Why are they in business? • What sets you apart?
- 8. DEFINING CLIENTS / CUSTOMERS • Who are they? • Most Likely to buy – Why? • Least Likely to buy – Why? • Focus - Create your niche • Focus - Create your value • DO YOUR HOMEWORK! – Your clients/customers are real people
- 9. GETTING CLIENTS • Leverage your network • Validate ideas • Prospect - (persistence not stalking, show value $, build relationships for the long haul) • Qualify the deal (basic BANT) • For later stage folks, screwing up is not always bad • How you handle that screw up speaks volumes to the TRUST equation https://www.invespcro.com/blog/customer-acquisition-ret
- 10. MAKING MONEY • Be crisp on why it provides value • Think through what you offer • LISTEN MORE THAN YOU TALK
- 11. MAKING MONEY • Return on Investment (ROI) • What is the alternative if they do nothing? (Show it $$$) • Define a set of “Quick Wins” (pilot, proof of concept, small group trial, etc.) • If we complete XYZ successfully, will you sign with us? • ASK for the order! • LISTEN, LISTEN, LISTEN
- 12. ADDITIONAL INFO • Understand the Sales Basics for qualifying a deal • BANT (Budget, Authority, Need, Timeframe) • Know how to handle objections • Hire Sales folks that can bring a client(s) with them. • More advanced? - Take a Negotiation class on Principled concessions – (A concession given with a specific connection to business value)