Private & confidential@ ryanghall
Don’t Sell.
Build Loyalty
Loyalty?
About Me
Private & confidential@ ryanghall
Erm … No.
!
nice
agency
?
How?
Private & confidential@ ryanghall
It’s about becoming a
trusted partner.
Private & confidential@ ryanghall
It’s not about trickery.
It’s about honesty
Private & confidential@ ryanghall
It’s about shifting the mindset from
pushing for sale to adding value.
Private & confidential@ ryanghall
We want to come
and tell you about
our services.
“
”
Private & confidential@ ryanghall
We would like to talk to you
about the challenges you face
and see if we can help.
“
”Private & confidential@ ryanghall
Support the client by helping
to educate them.
Private & confidential@ ryanghall
Staying consistent and
constant, whether there is
work or not.
Private & confidential@ ryanghall
Sharing the risk and
understanding what is needed
to make the client successful.
Private & confidential@ ryanghall
what you do
and let it show.
Private & confidential@ ryanghall
It’s the secret sauce for building
accounts rather than selling
projects.
Private & confidential@ ryanghall
The Manifesto
Private & confidential@ ryanghall
Empathy.
1.
Private & confidential@ ryanghall
Sophisticated
qualification criteria.
2.
Private & confidential@ ryanghall
Be passionate, be
likeable and listen.
3.
Private & confidential@ ryanghall
Be specific in
every way.
4.
Private & confidential@ ryanghall
Start small and earn
trust on smaller projects.
5.
Private & confidential@ ryanghall
Offer your most valuable
resource. Time.
6.
Private & confidential@ ryanghall
Acknowledging resistance.
7.
Private & confidential@ ryanghall
Provide advice and
honest counsel.
8.
Private & confidential@ ryanghall
The 80/20 rule.
9.
Private & confidential@ ryanghall
You don’t need this job.
10.
Private & confidential@ ryanghall
The Effect.
Private & confidential@ ryanghall
Shift your mindset.
Private & confidential@ ryanghall
Stick to the manifesto.
Private & confidential@ ryanghall
Embrace better selling.
Private & confidential@ ryanghall
Accept this is a long-
term sale approach.
Private & confidential@ ryanghall
Longer term relationships.
Private & confidential@ ryanghall
It means achieving success
by comfortably grow revenue
in a stable way.
Private & confidential@ ryanghall
Thanks for listening.
Any questions?
@ryanghall
Give Your Competitors Some
Credit (Sort Of)
nice
!
!
!
!
it’s about being a partner
!
!
!
nice
Don't Sell. Build Loyalty.
Don't Sell. Build Loyalty.
Don't Sell. Build Loyalty.
Don't Sell. Build Loyalty.
Don't Sell. Build Loyalty.
Don't Sell. Build Loyalty.
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Don't Sell. Build Loyalty.

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Don't Sell. Build Loyalty.

  1. 1. Private & confidential@ ryanghall Don’t Sell. Build Loyalty
  2. 2. Loyalty?
  3. 3. About Me Private & confidential@ ryanghall
  4. 4. Erm … No.
  5. 5. ! nice agency
  6. 6. ?
  7. 7. How? Private & confidential@ ryanghall
  8. 8. It’s about becoming a trusted partner. Private & confidential@ ryanghall
  9. 9. It’s not about trickery. It’s about honesty Private & confidential@ ryanghall
  10. 10. It’s about shifting the mindset from pushing for sale to adding value. Private & confidential@ ryanghall
  11. 11. We want to come and tell you about our services. “ ” Private & confidential@ ryanghall
  12. 12. We would like to talk to you about the challenges you face and see if we can help. “ ”Private & confidential@ ryanghall
  13. 13. Support the client by helping to educate them. Private & confidential@ ryanghall
  14. 14. Staying consistent and constant, whether there is work or not. Private & confidential@ ryanghall
  15. 15. Sharing the risk and understanding what is needed to make the client successful. Private & confidential@ ryanghall
  16. 16. what you do and let it show. Private & confidential@ ryanghall
  17. 17. It’s the secret sauce for building accounts rather than selling projects. Private & confidential@ ryanghall
  18. 18. The Manifesto Private & confidential@ ryanghall
  19. 19. Empathy. 1. Private & confidential@ ryanghall
  20. 20. Sophisticated qualification criteria. 2. Private & confidential@ ryanghall
  21. 21. Be passionate, be likeable and listen. 3. Private & confidential@ ryanghall
  22. 22. Be specific in every way. 4. Private & confidential@ ryanghall
  23. 23. Start small and earn trust on smaller projects. 5. Private & confidential@ ryanghall
  24. 24. Offer your most valuable resource. Time. 6. Private & confidential@ ryanghall
  25. 25. Acknowledging resistance. 7. Private & confidential@ ryanghall
  26. 26. Provide advice and honest counsel. 8. Private & confidential@ ryanghall
  27. 27. The 80/20 rule. 9. Private & confidential@ ryanghall
  28. 28. You don’t need this job. 10. Private & confidential@ ryanghall
  29. 29. The Effect. Private & confidential@ ryanghall
  30. 30. Shift your mindset. Private & confidential@ ryanghall
  31. 31. Stick to the manifesto. Private & confidential@ ryanghall
  32. 32. Embrace better selling. Private & confidential@ ryanghall
  33. 33. Accept this is a long- term sale approach. Private & confidential@ ryanghall
  34. 34. Longer term relationships. Private & confidential@ ryanghall
  35. 35. It means achieving success by comfortably grow revenue in a stable way. Private & confidential@ ryanghall
  36. 36. Thanks for listening. Any questions? @ryanghall
  37. 37. Give Your Competitors Some Credit (Sort Of) nice
  38. 38. ! ! ! ! it’s about being a partner ! ! ! nice

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