1. Selling More Services A Guide to Success in 2010 and Beyond

2. Discussion Overview Why 2009 Changed Everything Being a Consultant in 2010 The Importance of Marketing The Transition to Selling Ideas for an Improved 2010

3. Why 2009 Changed Everything Everything is Different, Ask a REALTOR… Ghost Towns Mass Layoffs

4. Welcome to 2010 Embrace The Opportunities Companies That Struggle Need Help Over-Termination, Under-Development Getting To The Business Finding Potential Clients Two New Decision Makers Being Creative… They NEED You

5. Drawing a Target: Be Specific Are You Talking to the Right People, or Just Anyone? Discussion: Who do you want your clients to be? What is your unique value to those clients? Can you describe it? How do you integrate that value in “touches”? Boil it down. What is your impact statement?

6. Consulting as a Business Competence, Confidence, Results…Speed If Self Promotion is Discomforting, Get a Job. If Selling is Beneath You, This Isn’t For You… Discussion Question: What mindset(s) do you think creates consulting success?

7. How Well Do You… Know the reasons why your service adds UNIQUE value Understand potential clients & the success they desire Identify unexposed potential client markets Create a list of targets before compiling lists Ensure that targets have authority Educate yourself on client internal processes Know your competition, and their clients Know your own clients, and how they effectively utilize you Analyze your potential for success, measure outcomes.

8. Marketing Is NOT Selling Marketing Reinforces Your Brand Marketing Can Ease Your Sales Efforts Marketing Costs You Time and Money Selling Leverages Marketing Efforts Selling is The Act of ASKING for Business Selling Pays Your Bills

9. Marketing: Putting Yourself Where The Right People Look Yellow Pages Paper/Online? Google? Associations/Membership Organizations? Community Offices? Television? The Mailbox? As a “Shopper of Tomorrow” Where would you search for a service worker? Discussion Question: Think about where you found your last hire of a professional service. Do you think you were seeing all of the providers available?

10. Marketing – How It Works… Determine Your Priority – Specifically. Create or update collateral materials Create or update your website Get networked online Write columns, books, newsletters, articles Explore direct mail by testing Get involved in your community Have 15 ways to create leads Create eMail campaigns to test Offer free materials where you can Vary your offerings for price/time flexibility

11. Marketing – How It Works… Are you visible yet? Make the most of what you’ve got The power of authenticity How are you currently Marketing? What works?

12. Networking – How It Works… Categorize Your Life Make Separate Lists Choose the top 3 from each, and talk with them Ask them who they know, and speak to them Ask them who they know, and speak to them, etc Tell, Mail, Alert everyone listed everything you do Explore partnering & alliances Identify at least 5 joint venture partners

13. Networking – How It Works… Never waste an interaction You can’t win if you don’t play Become a networking leader Assume that potential clients want to help you too! How are you currently Networking? What works? Discussion Question: Are you actively engaged in electronic networking… Facebook, Twitter, LinkedIn? What is working?

14. The Sales Role: You Are The Sales Executive of Your Business! No matter what “type”, sales is sales Fighting the perception of “to” vs “with” Sell in a way that feels good to you Track everything

15. Manage Your Time & Activity Sales Activities: Should Do Identifying Targets_____ Setting Appointments_____ Client Meetings_____ Follow Up_____ Prof. Development_____ Other_____ Total(100%) Sales Activities: Regularly Do Identifying Targets_____ Setting Appointments_____ Client Meetings_____ Follow Up_____ Prof. Development_____ Other_____ Total(100%)

16. Manage Your Time: Forming Habits Decide what in your life is most important Allocate time to make calls/set goals Schedule extra time into appointments Create time for research, letter writing, etc Set aside time for follow up calls Make time for non-sales, non-service activities

17. Creating your sales mindset How do you perceive sales? How do you view your job in the sales process? How do you define success in prospecting? How do you measure results? What obstacles do you have to overcome in sales? What changes would produce better results? Do you create goals for each call? What motivates you to generate more outreach?

18. Sales by the numbers Sales Assumptions: 10 Calls to get to 5 people 10 People to get 5 appointment 10 Appointments to get 5 second appointments 10 Second appointments to get 5 sales About 100 Calls to get 1 Sale – Stick With it!

19. Conquering Phone Fear It’s uncomfortable… OK, now what? Doing what others won’t = Success! Avoid Perpetual Preparation It gets easier, I promise. Try “Life As An Experiment”…

20. Conquering Phone Fear What are you afraid will, or won’t happen? How are you preparing for your calls? What is your perception of the person you’re calling? What assumptions are you making? How do you think they perceive you? What could make the call fun for you? What motivates you to take action? What actions & risks are you not taking? What is it costing you?

21. Still Hate Selling? Don’t Sell! If you can’t sell authentically, don’t try. Never pitch, legitimately analyze Tell stories rather than describe services Reverse the pressure, interview for clients

22. The Almighty Referral Umm…You can’t get referrals without sales Don’t wait until the end to ask Create a Referral Network Make sure you are in a referral mindset Actively give referrals to get referrals Respect the referrer’s relationship

23. Overcoming Objections Common Objections, Real Reasons, Possible Responses Objection: We don’t need that right now Reason: They have not yet uncovered the “hot” issue Response: We’ve heard that from other companies like yours – let me share some results with you… Objection: We work with someone who does that already Reason: They don’t see you as unique and distinct from what they already have Response: It’s likely our work will complement theirs, but here is where we are unique… Objection: It’s not in the budget for this year Reason: They have not yet been shown the value of your proposition Response: Actually, the businesses like yours that we work with report a 250% return on investment…

24. Handling Rejection Stay emotionally separated from the sales process A full pipeline serves as a great support for rejection Murphy Says: The minute you need a deal, it’s doomed Keep the “experiment” and numbers game in mind

25. A Few Sales Tips To Try in 2010… Risk Reversal – Remember Dominos? ◦ Money Back Guarantee ◦ Payment Plans ◦ Loss Leaders ◦ Pay For Results ◦ Try Before You Buy

26. A Few Sales Questions for 2010… How Easy Are You to Work With? Can You Demonstrate ROI? Are You Positioning “No Lose” Situations? Is Your Sales Process Overcomplicated?

27. Thank You! More Questions? Discussion?