Jack Daly - How To Generate More Business With Less Work

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How to Generate More
Business with Less Work
A System to Jump Start Your Success
With
Jack Daly

www.jackdaly.net jack@jackdaly.net 888-298-6868

Our Journey Today
1. The Shortest Course on Sales
2. Inspect the Baskets
3. Be Memorable
4. Perception of Value
5. Building A Touch System

Critical Path

Inspect the Baskets

Market Territory

Market Territory
B
U
S
I
N
E
S
S

Market Territory
B
U
S
I
N
E
S
S
A

Be Memorable
1. First Impressions
2. “Immediate” Follow-up

Money Bag
1. Company issued Thank You
Cards/Envelopes
2. “Specialized” Thank You
Cards/Envelopes

Example

Money Bag
1. Company issued Thank You
Cards/Envelopes
2. “Specialized” Thank You
Cards/Envelopes
3. Unique Pen
4. Stamps

From: "Jilaine Parkes"
Date: Fri, 25 Sep 2009 09:49:05 -0400
To: <Jack@professionalsalescoach.net>
Subject: TWO SALES SINCE MONDAY!!!
Hey Jack,
I was seriously considering crashing your course today to share this but thought better to send you this
note...
Since Monday of this week, after attending your session with TEC, in fabulous North Dumfries, Ontario ;)
...
I have closed two sales using your techniques: emailing from the parking lot and the thank you card
dropped in the mail box nearest the building. Both clients loved it and both bought my software
product.
That has simply never happened before; the sales cycle with our software is typically two - four months.
I just wanted to thank you again for such an inspirational learning experience and I hope you read this
to your group today!!
By the way, I got a hold of Jennifer yesterday and ordered Jack in the Box - can't wait to get it!
All the best,
Jilaine-the-Selling-Maniac
Example

Perception of Value is key

Some Examples

Some Examples
1. Tiffany’s

Some Examples
1. Tiffany’s
2. Victoria Secret

Some Examples
1. Tiffany’s
2. Victoria Secret
3. Watches

Some Examples
1. Tiffany’s
2. Victoria Secret
3. Watches
4. Wines

Some Examples
1. Tiffany’s
2. Victoria Secret
3. Watches
4. Wines
5. Harley Davidson

Who is Your Customer?
1. Home Buyer/Owner

1. Home Buyer/Owner
*Who Else?

1. Home Buyer/Owner
2. Real Estate Agent
3. Financial Planner
4. Accountant
5. Insurance Rep
6. Lawyer
7. Builder

How Much is a Customer Worth?
1. Home Buyer/Owner
$100,000 $1,500

1. Home Buyer/Owner
$100,000 $1,500
* Lifetime Value x 7
________
$10,500 = $11,000

1. Home Buyer/Owner
$100,000 $1,500
* Lifetime Value x 7
________
$10,500 = $11,000
_______________________________________________________________________
Realtor
1 x 12 x 5yrs = 60 x $11,000 = $660,000

Touch System
Prospects
Customers
Clients
Other
• PV
• PC
• EM
• VM
• SM
• FAX

9
PERSONAL
GENERAL
BIZ
INDUSTRY
INFO &
IDEAS
YOU
YOUR
COMPANY
FUN
Touch System
Prospects
Customers
Clients
Other
• PV
• PC
• EM
• VM
• SM
• FAX

Touch System
Prospects
Customers
Clients
Other
• PV
• PC
• EM
• VM
• SM
• FAX
9
PERSONAL
GENERAL
BIZ
INDUSTRY
INFO &
IDEAS
YOU
YOUR
COMPANY
FUN
A= 1 Day
B= 1Week
C= 1 Month
D= 1 QTR

Taking Action
1. Inspect the Baskets
2. Change Voicemail Daily
3. Use Money Bag
4. Identify and Prioritize Your Customers
5. Create Perceived Value
6. Implement a Touch System

Questions ?

Jack Daly - How To Generate More Business With Less Work

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Jack Daly - How To Generate More Business With Less Work