'Make Your Clients an Offer They Can't Refuse' Workshop Presentation 4th February 2015

Editor's Notes

1. YOU KNOW HOW SOME PEPL STRUGGLE TO DESRCIB…… WELL I OFFER A S0LUTION…. I’M GOING TO SHOW YOU A TECHNIQUE AND I DON’T JUST MEAN VERBAL COMMUNICATION…. YOU MIGHT B WONDERING WHY I DO THESE EVENTS FOR FREE = EASIEST WAY TO SELL ANYTHING IS TO LET THEM TRY IT FIRST
2. MY BUSINSS LIFE RESULTED IN MY BOOK HAD TO SELL FOOD, CAR VALETING, SMART REPAIRS, FRANCHISES, VANS, DJ FOREIGN PROMOTERS, TRACKS, PERSONAL SEARCHES, LAND, SDLT, AND NOW I’M IN THE BUSINESS OF “ATTRACTING ATTENTION”
3. SOME OF YOU LIKE TO MAKE NOTES AND SOME DO NOT TAKE THIS AWAY WITH YOU I DON’T KNOW WHAT YOUR EXPERIENCES OF EVENTS LIKE THIS ARE LIKE BUT FOR ME, I WELCOME THE PEACE AND QUIET...AND SOME VALUABLE TIME OUT TO SIT THINK AND CONSIDER JUST WHAT AM I DOING? .
4. WHO USES SLIDESHARE?
5. YOU CLINT HAVE A CHOICE AND THIS COULD BE WHAT THEY SEE THEY WILL ULTIMATELY DECIDCE IF YOU’RE SUCCESSFUL OR NOT
6. There’s now something different about Mr. Penguin, he has a USP
7. IF YOU CAN ANSWER THIS CONVINCINGLY I BELIEVE YOU HAVE SOLVED ATHER MAJORITY OF YOUR BUSINESS PROBLEMS
8. THIS AFTERNOON’S ABOUT GIVING YOU AN ANSWER TO THIS QUESTION?
9. EVERY SERVICE INTERACTION IS A SALES EVENT EVERY COMMUNICATION IS A SALES OPPORTUNITY
10. HOW OFTEN R WE ASKED THIS? EACH TIME IT'S A MASSIVE OPPORTUNITY, EVERY CONVERSATION IS A SALES OPPOTUNITY
11. WHO’S GOING TO COOK WHEN THEIR DAUGHTER’S NEW BOYFRIEND COMES OVER FOR DINNER
12. WHETHER BUILDING THE BROOKLYN BRIDGE IN 1869 WAS WORTH THE 20 LIVES IT COST TO BUILD IT
13. THE BEST PLACE TO BUY SHOES IN TOWN
14. EVEN A SALES MEETING
15. Grim reaper video next
16. ASK
17. 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 LIGHT BULBS. PROJECTOR, LAPTOP SO WHAT ARE YOUR CLIENTS ACTUALLY BUYING? THINK ABOUT IT, IT’S WHAT TODAY’S ALL ABOUT
18. THERE’S SOME STREET OR BUILDINGS IN THIS CASE WHERE IT WOULD BE ECONOMIC TO BUY JUST ONE DRILL AND SHARE IT.
19. *ASK*
20. TRY TO TALK TO PROSEPCTS AS YOU’RE THE SOLUTION TO THEIR PROBLEMS TRUSTED PROFESSIONAL ADVISOR IT’S GOT ABSOLUTELY NOTHING TO DO WITH WHAT YOU DO....IT’S WHAT SOUTION YOU’RE PROVIDING TO SOLVE A PROBLEM If you’re getting ideas about your own business write them down. We’re half way down page 4
21. ACT AS A FINANCIAL DON’T BE AN INTERCHANGABLE COMDIRECTOR FOR MY CLIENTS AND AM THEIR AT MEETINGS WHEN ALL CRITICAL FINANCIAL DECISIONS ARE TAKENMODITY
22. BIG KEITH’S APPRAISAL STRENGTHS – ACCOUNTS WEAKNESSES - ECZEMA
23. IF U DON’T WANT TO BE AN INTERCHANGABLE… NO ONE TALKS ABOUT A BORING BUSINESS
24. GOOD SERVICE? WHAT THE HELL DOES THAT MEAN? GOOD SERVICE IS WHAT IS EXPECTED. ‘GREAT’ SERVICE IS WHEN YOU PERSONALISE IT – SO ASK YOURSELF…”WHAT MATTERS TO PEOPLE i.e. YOUR PROPSEPCTS AND CLIENTS? MY FIRST FLYER JOHN WEST SALMON VIDEO UP NEXT - THIS IS AN EXAMPLE OF HOW TO GET TALKED ABOUT.
25. BEFORE WE START WORK ON OUR OWN USPs LET’S TAKE SOME TIME TO SUBSTANTIATE ….
26. Ask yourself where you fall
27. WE SPEND AN ENTIRE SESSION ON THIS IN BBB
28. YOUR PERSONAL 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
29. IF YOUR FRIEND HAD BEEN TO PARIS FOR THE WEEKEND WHAT’S THE FIRST THING YOU’D ASK THEM WHEN THEY GOT BACK?
30. TO SUMMARISE MY PROOF OF WHY A USP IS CRITICAL TO YOUR BUSINESS LONGEVITY
31. And HAVING something to say requires a USP...unless you’re Jimmy Carr
32. And HAVING something to say requires a USP...unless you’re Jimmy Carr
33. Meerkat VIDEO NEXT
34. CONVERSIONS, FASTER, DUDU, RETENTION, LIFETIME VALUE, REFERRALS, ETC BBB EACH OF THOSE 65 REASONS IS WHY A USP IT VITAL I WILL SEND THIS INFO TO YOU
35. IN ORDER TO BE EFFICIENT AND GIVE YOUR EXISTING CLIENTS ATTENTION YOU DON’T WANT TO BE WASTING TIME ON LOW VALUE SALES ENQUIRIES
36. IF YOU PUT OUT THE RIGHT BAIT, [THE WORDS YOU USE TO PROMOTE YOUR BUSINESS] YOU’LL ONLY ATTRCT ITC SO LET’S GET YOU WORKING ON YOUR BUSINESSES AND NAIL DOWN EXACTLY WHO YOUR VERY OWN ITC IS
37. ITC DIGGING AND UNCOVERING REFINING RATING CRAFTING
38. ITC DIGGING AND UNCOVERING REFINING RATING CRAFTING TODAY, WE ARE LOOKING FOR UNPOLISHED ROUGH DIAMONDS IN YOUR BUSINESS. DO YOU HAVE ANY?
39. SAVE TIME SAVE MONEY BE CAREFUL WITH THE WORDS YOU USE SAY IT IN SUCH A WAY THAT IT KNOCKS PEOPLE BACK A LITTLE MARKETING SEMINAR £97 --- REVONOVATE, REJUNIVATE & REINVIGORATE YOUR SERVICE BUSINESS FOR A MERE 54P A MINUTE
40. THAT’S WHY I LOVE SERVICE BUSINESSES SO MUCH, YOU CAN DO VIRTUALLY ANYTHING TO MAKE THEM INCREDIBLE 24 THINGS
41. WHO KNOWS WHO THEIR ITC CLIENT IS?
42. CAN YOU READ THAT? LYMINGTON DOESN’T MEAN I DON’T WANT CLIENTS FROM, BUT GIVEN THE CHOICE….
43. 5 MINUTE BREAK PHONE, TOILET, LEARN MORE ABOUT EACH OTHER’S BUSINESSES AS THEY SAY ON TV, WE’LL BE RIGHT BACK AFTER THE BREAK” ----- Meeting Notes (04/02/15 18:09) -----
44. THERE’S ANOTHER 5 QUESTIONS I’LL GIVE YOU ONE MORE...WHY SHOULD PEOPLE LOOK FORWARD TO DOING BUSINESS WITH YOU?
45. 14 MIN BREAK
46. THAT GUY HAS CREATED SO MANY USPS I’M SPEECHLESS
47. LET’S SHARE SOME WE’RE ALL IN THE ZONE DON’T WORRY, NONE OF YOU WILL HAVE A FINISHED ONE RIGHT NOW, BUT WILL EVERYONE ASSISTING WE CAN ALL MAKE SOMETHING SPECIAL HOPEFULLY. IT’S NOT ALWAYS POSSIBLE BUT EITHER WAY YOU’LL HAVE SOMETHING YOU CASN LEAVE HERE WITH AN USE. IF NOT I’’LL MAKE YOU HAVE.
48. REMEMBER WHAT I SAID ABOUT BLOWING YOUR OWN TRUMPET
49. THESE ARE IN YOUR WORKBOOK IF YOU CAN THINK OF ANY MORE PLEASE TELL EVERYONE Q1 - WRITE DOWN ONE THING YOU’LL DO THIS WEEK Q2 - AND WHAT IDEAS DO YOU HAVE TO USE YOUR USP GOING FORQWARD IN OTHER AREAS OF YOUR MARKETING?
50. No tech, no contact,
51. ISN’T THAT TOUCHING IN ITSELF? REMEMBER - It’s your responsibility to make it EASY.... IT’S YOUR RESPONSBILITY TO BE DUDU SO NEXT TIME WE MEET I’LL BE SERIOUSLY DISAPPOINTED IF I SEE ANTY BORING BUSINESS CARDS