The Coach Is In Webinar Slides: Sell More, Sell Inside First: How to Turn Clients into Advocates and Employees into Ambassadors. Join us the first Friday of every month from 2-2:30 CT for a business development webinar made to help you rev up revenue. Learn more at: http://www.what-matters.com/home/the-coach-is-in/

1. Increase revenue, not head-count
January 4, 2013

2. Increase revenue, not head-count
Isn’t that really what you want/need?

3. Then STOP asking for referrals. NOW.
Why?

4. We make it hard on ourselves…
and, even harder on our clients and advocates.

5. There is a better way.
A SYSTEM.

6. SYSTEM
A collection of parts.
If any of the parts get weak,
the system makes the adjustment.

7. The What Matters Ambassador System™
1. Name your
ideal
Ambassadors
2. Define your
6. Connect
regularly. ideal clients
Include FUN. and what
they want
5. Invite, and 3.
be clear Differentiate
about WIIFT your services
4. Script out
your
message,
create your
checklist

8. Start with them…
A small group (5-12) of people who
 Know you, like you
 Know what you do, how you do it and what’s different
 Know many people who fit your “ideal client” description
 See benefit to themselves in making introductions and
extending invitations
 Are willing to learn, use your “portfolio,” commit and be
accountable

9. Your IBS… please don’t BS
1. We work with… (professionals, executives, mid-sized businesses in the 17 county area)
2. When they want… (a rock solid contract, an experienced coach who drives for change, to stop
being frustrated about billings)
3. How we do it… (using our systems and their strengths, we coach, consult and/or train them to…)

10. Avoid the disasters
“Of course, I’ll refer someone…
I really like you and think you’re great.”

11. Keep reinforcing the messages
1. We work with
2. When they want
3. What sets us apart/how do we do that

12. Rehearse your script as you invite:
1. Be specific about why
2. Show the balance--- give, get
3. Paint a picture of what they’ll do
4. Share what they should listen for
5. Give a specific example of a person

13. Make sure you’re ready
1. Have written objectives
2. Establish your contact strategy and budget
3. Commit to a specific timetable
4. Follow your written accountability system
5. Stay connected… about them, too (Google alerts)
6. Be reciprocal
7. Have FUN!

14. Want results?
…create a system

16. Now, it’s your turn…
Next call: Feb 1, 2-3CT