Relevance International- jump start for massive results leadership 010719

© Online Trading Academy 2017 Version 20170117
Welcome
Leadership Orientation
01/07/19
Dawn@DawnD.com 917.392.5500

Good Morning!
Dawn Doherty & Larendee Roos Corporate Coach
Leadership, Communication, Sales
dawn@dawnd.com
917.392.5500
Theme:
Consistency

Review “Results driven activity” approach
and documented evidence for consistent
outreach
1
2
Establish a ”Sales Customer Life Cycle”
approach for Relevance International (what
to DO daily)
3
Direction for creating action plans for direct
reports and planned activities for
accountability
Today’s 3 Objectives

Committed Consistency
◦ “The difference between involvement and commitment is
like bacon and eggs. The chicken is involved, but the pig
is committed.”

Customer Life Cycle Overview
“ What you do every day matters more
than what you do once in a while.”
What are you doing consistently, frequently
and systematically to maintain your
recurring revenue and build your billing to
350k per business unit?
3 Business Units * 115k/ month*
12 months= $4.14MM annual sales
Exercise- review recurring revenue
Pipeline must equal 3X times Optimistic
revenue goal
Example- a revenue goal of 115k per month
will be achieved when you build and work
a pipeline opportunity of 345k

Why Businesses Fail (and what to do instead)
In Michael Gerber’s “The E-Myth: Why Most
Small Businesses Don’t Work and What to Do
About It”, we’re given statistics that
demonstrate that only 10% of all business
professionals make the necessary amount of
follow up for sales conversion and referral
flow.
Studies from McKinsey tell us that it takes 5 to
12 times of reaching out to people individually
for them to deem you their go-to service
provider.
This means that when you show 100 people
each month that you genuinely care about
them, 80 of them (see the stats to the right)
will become loyal ambassadors for your brand.
• 2% of Sales are made on the second
contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth
contact
• 80% of sales are made on the fifth to
twelfth contact

Committed Connection Tracker
- Identify 20 people for each sector that you will actively work to create deeper relationships
with
- Sector 1- NEW prospects for NEW business (STRANGERS)
- Sector 2- People you know who you haven’t yet done business with for NEW business
(acquaintances/ friendlies)
- Sector 3- INACTIVE clients for NEW business (not just decision makers)
- Sector 4- ACTIVE clients for NEW business (not just decision makers)
Sector 1:
Strangers
Sector 2:
Friendlies
Sector 3:
Inactive Clients
Sector 4:
Active Clients
Real Estate Hospitality Media Candidates

The Fortune is in the Follow Up
Leads become prospects when you
establish “top of mind” awareness
Only 3% of people you speak to are
ready to buy today
Interest occurs at the intersection of
need and outreach
Your pipeline is the life blood of your
business!

Sector 1- People You Don’t Already Know
Keep a running list of 20 “Strangers” you’ll
convert into friendlies
Linked In Sales Navigator supports your search
Outreach 1- “Would you be open to a
conversation”
Outreach 2- Thanks for connecting, direction to
call to action (schedule call)
Outreach 3- Pick up the phone
- Script for Success
- Voice mail “Message of Mystery”
Lead a conversation that establishes INTEREST
!

Sector 1- People You Don’t Already Know
1- Keep a running list of 20 “Strangers” you’ll convert
into friendlies
2- Linked In Sales Navigator supports your search
LINK to Sales Navigator Video
Outreach 1- “Would you be open to a conversation”
Outreach 2- Thanks for connecting, direction to call to
action (schedule call)
Outreach 3- Pick up the phone
- Script for Success
- Voice mail “Message of Mystery”
Lead a conversation that establishes INTEREST
!

Sector 2- Your Current “Sphere”
Approach of “Finding and sharing stories that
matter”, “serving world-class companies”
opens up a conversation with people who can
introduce you to your next best client
2 step opt in campaign (email)
Ice Breaker conversation
Update contact information
Share who you know, what you know and
show them you care monthly (VIP list/
network of 90)
Nurture newsletter to everyone else (with a
call to action)

Sector 3/ 4- Clients
“It’s not your customer’s job to remember
you. It’s your obligation and responsibility to
make sure they don’t have the chance to
forget you.”
~ Patricia Fripp
Don’t assume they know EVERYTHING you
can help them with (Dawn/ Suzanne
example)
“You may know someone…..”
Referrals
Testimonials (Win Win Wiley example)
Position a specific offer/ profit center and
PITCH

The TEAM Challenge
- Each Direct Report’s DiSC (and how you compare)
- Understanding of specific role of team members and “who does what”
defined
- AM and PM “check in” (3 G’s, 3 Best Things)
- Time blocking and Action plan defined (what’s expected and when
- Meet up after biweekly call “Call Status” review

◦ Provides a summary of the trait pairs
◦ Opportunity to rank the importance of
each comparison
◦ Space to record ideas for
improvement
◦ CHALLENGE-
◦ Sign up for the weekly “Committed
Connection 1:1” to accomplish during
lunch time time
◦ Person with the most meet ups be
February 1, 2019 will receive an
Amazon gift card
We’re Better TOGETHER

My Daily “Will Do” List
• In the next 90 days, I will:
• In the next 30 days I will:
• In the next week I will:
• My Five EVERDAY Activities:
“What you do everyday is more important than what you do once in a while.”
1. Make 3 calls to my Buddy List.
2. Reach out to 1 STRANGER to further Relevance’s reach.
3. Review my media list and come up with one new thing to do to upgrade a
relationship.
4. Review my daily/ weekly/ monthly calendar and to do list.
5. Journal my “3G’s” each morning and highlight my “3 Best Things” at the end of
each day.

Summary and TAKE ACTION!

Relevance International- jump start for massive results leadership 010719

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