Want More Clients? Yes, but...

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Want More Clients? Yes, but...

  1. 1. Want more clients Want more clients? Yes, but...
  2. 2. … you dont like sales? … you have reached your limits? … you dont know where to start? … you dont have enough time? … you dont know to do it? … selling feels uncomfortable?… you are under a lot of pressure? … you are not a born sales man? … you hate small talk? … you dislike manipulation?… you can think of another million reasons not to do it?
  3. 3. 6 6 questions to ask yourself & answer precisely! questions to ask yourself! ...and answer precisely.
  4. 4. #1 Whos your target market? Niche = Money
  5. 5. “You can either be a small fish in a big lake & compete against the big corporations OR you can become a big fish in a small pond & be the only provider!” T. Harv Eker Founder of Peak Potentials International Best Selling Author “Secrets of the Millionaires Mind”Having a well defined target market is crucial to your andyour companys success.The strategy “Lets see if its chewing gum... maybe it sticks”which translates into “I think I have a good idea. Ill firstprepare the product and then Ill see if anyone wants tobuy it” is too risky & expensive.
  6. 6. #2 How do you reach them? B2B? B2C? H2H?
  7. 7. “If you aren’t out there interacting with people, you aren’t doing the job. […] You need ways to make sure that you stay in the minds of the people who are important to you in the marketplace.” Ford Harding Founder of Harding and Company Author of “Rainmaking”What sense does it make to have a flashy, expensivecompany website, a profile on Facebook.com, and bannerson sales conferences, when your target market arehousewives over 50 or busy executives?Very often well-spent $100 or €100 attract many moreclients than $ or € 10,000.00 spectacularly wasted!
  8. 8. #3 How do you tell them? USP & Sales Copy
  9. 9. “What problems are you the answer to? […] When the stakes are high and the moment is brief, your message has to punch through the over-loaded & ever-shortening attention span.” Joel Roberts Media Coach to Best Selling Authors like Jack Canfield (Chicken Soup for the Soul) or Steven Covey (The Seven Habits of Highly Effective People)Step # 1 is exactly knowing your USP – your Unique SellingProposition. What makes you stand out? How are youbetter than your competition?Step # 2 is putting that into words your target marketunderstands and – most of all – reacts to!
  10. 10. #4 What do you offer them? Sales Pyramid + Up & Downsell
  11. 11. “There are only 3 primary ways to get more business: 1) increase the number of customers 2) increase the size of the sale and 3) increase the frequency.” Jay Abraham International Marketing Wizard Business & Sales Coach of Fortune 500 companiesThere are two strategies you need to know of & include inyour sales & marketing strategy & apply immediately:1) How to get clients & upsell2) How to maintain clients & upsell & downsell & upsell &...The worst case: you have only 1 product to offer.
  12. 12. Are you represented on the Internet? Online Branding
  13. 13. “Here’s the secret to personal branding in a nutshell: be consistent. Try your damnedest to be true to the things that make you who you are, and try your best to improve upon those gifts you have, and compensate for the ones you lack.” Chris Brogan Co-Author of Trust Agents Social Media & Personal Branding GuruWhile you are reading this text millions of recruiters &potential clients are searching the Internet for information.Maybe right now even on you. Are you well represented?Is your Internet presence giving you a second chance for afirst impression? Or are you prematurely eliminated?
  14. 14. Is your company website up-to-date? SEO? SEM? Conversion?
  15. 15. “The 5 big rocks of Web 2.0 Internet Marketing are: web copy (your website with four crucial elements), web conversion, web traffic, strategic alliance and social media.” Alex Mandossian Internet Marketing Guru Runs Internets First Blog for Information MarketersAsk yourself, “What is the first thing I want a first time visitordo on my website?”. Click somewhere? Call you? Leavetheir email address?The ratio of visitors to the 1st action is called conversionrate (CR). The higher the CR, the better the website!
  16. 16. What next? What next? Do it yourself orDo ityourselfor...
  17. 17. What next? What next? Do it yourself orDo ityourselfwithhelp!
  18. 18. What kind of help?
  19. 19. Sales Sales SalesTrainer OR Consultant OR Coach OR
  20. 20. A troachWhy notbest in 1? three: is the all 3 of all Sales Sales Sales SalesTrainer + Consultant + Coach = Troach
  21. 21. What is Troaching?Training, Consulting & Coaching are formsthat are equally effective and ineffective.While they can achieve great results in onearea with their specific techniques, theycompletely fail in others. Only by combining them, they become strong!
  22. 22. The success formula is: Training + Consulting + Coaching = TroachingVisit www.Troaching.com for more information!
  23. 23. The Troaching Program The full program consists of six to nine “blocks” where one block = 50% consulting (~2.5hrs) ½ Training + 50% meeting (~2.5hrs) ½ CoachingRequest a Sample Troaching Plan on www.Troaching.com!
  24. 24. Lets have a non-obligatory (virtual) coffee. Pleasecontact our Head Troach: Sandra@Troaching.comInclude when its best for you to meet (virtually) & a brief introduction to yourself & your current situation
  25. 25. CreditsSlide 1: http://www.sxc.hu/photo/1071221Slide 2: http://www.sxc.hu/photo/812896Slide 3: http://www.sxc.hu/photo/1130056Slide 4: http://www.sxc.hu/photo/1164775Slide 6: http://www.sxc.hu/photo/1152277Slide 8: http://www.sxc.hu/photo/893383Slide 10: http://www.sxc.hu/photo/1163536Slide 12: http://www.sxc.hu/photo/1328311Slide 14: http://www.sxc.hu/photo/506805Slide 19: http://www.sxc.hu/photo/928259Slide 20: http://www.sxc.hu/photo/696379 http://www.sxc.hu/photo/696381

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