"its not who you know... its who knows you!" – by michelle villalobos
DESCRIPTION
Referrals and incoming leads are the holy grail of business these days. Learn how to increase both through strategic personal branding and networking.TRANSCRIPT
with
Michelle Villalobos(vee - ya - low - bos)
It’s Not Who You Know...It’s Who Knows YOU
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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Do you want to be like this guy...
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1or like these guys?
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the difference
• push vs. pull
• supply vs. demand
• availability vs. scarcity
• in-your-faceness vs. limited access
• annoying vs. entertaining
• cold call vs. answer leads
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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i. captureii. build
iii. close (rinse, repeat)
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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i. capture contacts
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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first impressions
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
key elements
• Eye Contact• Expression• Attitude• Body Language• Clothes• Neatness• “Props”• Greeting/Handshake
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rapport
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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listening = trustCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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All Content Copyright 2008, Michelle E. Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 12
build a system... and stick to it
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ii. build relationships
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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how much is your time worth?
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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the value of one hour...
base earnings work hours/year{ }
=productivity
ratio
the $$ value of your hour
{ }
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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Base Earnings TargetNumber of work weeksNumber of work days/weekWork hours/dayProductivity
Value of YOUR hour
1500004849
1/3
$260.42
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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think about that every time...
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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think about that every time...
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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hey, got a minute?
think about that every time...
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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biggest time burnersemail
phone
people
repetitive tasks
meetings
procrastination
menial tasks
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solutions
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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batch
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II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 9 am 5 pm
50 messages/day = 1 message every 10 minutes
email batching*
* Tim Ferriss, The Four Hour Workweek
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II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 9 am 5 pm
12:30
email batching
productivetime productive
timeproductive
timeproductive
time
productivetime
productivetime
productivetime
productivetime
productivetime
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II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III
batchemail
9 am 5 pm
batchemail
productive time productive time
email batching1
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email scheduling• least productive way to start day• start day in “reactive mode”• never regain control• avoid email for at least first hour• reserve first hour for most critical• what really can’t wait 1 hour?• if people really need you... they will find you• “single most powerful way to regain control”*
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*Julie Morganstern
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instead consider making 5 phone calls every morning - just to say
“hi” & keep your list warm
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OFFICE HOURS please bring specific issues/questions
you’d like to address & resolve
Monday: 4 to 6 pmWednesday: 8 to 10 amFriday: noon to 2 pm
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NEW BUSINESS HOURS helps control how much time you
spend responding to what could be unqualified requests for your time
Every Thursday
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ABC, Corp.
Jane DoeDirector, Business [email protected]
tel 305.555.9000direct 305.555.7979toll-free 888.555-8000mobile 305.555.4869fax 888.555.1678
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incoming call
find me
follow me
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incoming call
(hide me
shield me)
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just say no!
eliminate1
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“While I appreciate the invite, right now we’ve made a strategic decision to concentrate on more speaking engagements and workshops. So if you have one of those, great! But if you’d like to discuss a new unrelated opportunity/idea, we simply don't have the time or the manpower to do it right now.
I'm sure you understand and hope to see you at the next Miami Marketers Happy Hour!”
saying no1
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plan 11
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outsourceThanks for your email.
In an effort to free up time and become more efficient & effective, I'm outsourcing my inbox ;)
Patti & Corrisa will be monitoring my incoming business emails, booking my speaking engagements, scheduling appointments, & answering most incoming emails for the time being.
Should you urgently need to speak with me, text me at [email protected]. I will answer or call you back at my earliest convenience. However, I am "batching" communications and responding once or twice a day at most. Please do not add this email to any subscription lists or mailing lists.
I appreciate your helping me to automate, outsource and delegate all non-essential tasks in an effort to "upgrade my life." If you are interested in performing your own experiment, here are a few book recommendations:
1. The 4-Hour Workweek2. Upgrade Your Life3. Never Check Email in the Morning
Thank you!
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“dance close to the revenue line”
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
“networking” model
one-to-one
one-to-many
mass media model
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
ideal model
communicatefeedback
one-to-one
“percolates” up to leads
clients become
community
extend 2
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All Content Copyright 2008, Michelle E. Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com
email marketing
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how Marie Forleo got me• Why You Shouldn't Initiate "The Talk" - Your April 1 Dish• Date Confidently Using Real Men's Tips! Your April 27 Dish• Too Clingy? Stop Neediness Now, Michelle - Your Apr 29 Dish• 7 Secrets of a Flirting Goddess - Your May 1 Dish• What NOT to Do On a Date - Your May 15 Dish• The #1 Cause of Dating Drama – Your May 18 Dish• Is He Mr. Right or Mr. WRONG? Your May 20 Dish• Michelle, Why Didn't He Call? Your May 29 Dish• Secrets of Getting Over a Breakup - Your June 1 Dish
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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don’t like to write?
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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workshops & seminars
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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online
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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iii. close deals
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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• 82% more successful on/after 3rd contact
• “7 touches” average
• 4 touches in 10 days (leads)*
• best is mix of contact methods
• show your face!!
* Duct Tape Marketing
you should know...1
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package services like products*
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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*make products more like services
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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Turnkey, No-Hassle, Financial Management Packages
i. The Shoestring Budget Entrepreneur: Everything you need to start being finance-healthy. Perfect for freelancers, solo-practitioners, solo-preneurs and other self-made professionals.$XXX one-time fee.
ii. The Finance Department Alternative: We'll create order from chaos, AND help you maintain it. $XXX + $XXX - $XXX/month*
iii. The Outsourced CFO Package: Like having your own CFO at a fraction of the price. $XXX to set up + $XXX to $XXX/month*
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
on choices
i. the one they do not wantii. the one you think is bestiii. the one they wish they could pick
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SERVICE DETAILS RATES
Coaching, Consulting & Training* 1x 2x 3x 4x
Hourly (in person/by phone) $160/$120 $150/$110 $140/$100 $120/$90
Daily (local/travel) $1000/$1500 $900/$1400 $800/$1300 $700/$1200
Monthly (price/month for 6 month package) $160 $280 $370 $450
Unlimited Access (monthly retainer) starting at $1,500/monthstarting at $1,500/month
Website & Online Services basic enhanced
“You: The Industry Expert” Website $987 $1,987
Custom Promotional Workshops & Seminars 1 event 2 events 3 events 4 events
Deliver existing workshop for your audience $2,700 $2,400 $2,200 $1,900
Design & deliver custom program for your audience $3,500 $3,200 $2,900 $2,500
Want us to promote to our audience?** add $1,500 add $1,500 add $1,500 add $1,500
Sponsorships
Presenting/Title Sponsorships $1,900 and up
Exhibiting Sponsorships $500 and up
Keynotes
South Florida/National or International not including travel $2,500/$5,000
* I’m not a fan of hourly or daily billing, why? Because it misaligns my incentives and yours. But you guys insist on hourly rates, so here they are...** Rush fee: $1000 for any event less than 6 weeks out.
“Michelle is an outstanding consultant and coach, with a keen ability to identify key strengths and weaknesses and develop effective strategies to maximize income and potential. She gets great results.”
– David Suarez, Interactive Training Solutions
Mivista, Inc. 261 Navarre Avenue, #102, Coral Gables, FL 33134
www.michellevillalobos.com ✧ [email protected]
2009 Mivista, Inc. Packages & Pricing
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1“conceptual agreement”
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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pricing is a marketing strategy
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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All Content Copyright 2008, Michelle E. Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com
pricing strategies
• extra value/bonus• discount = reduce value • bundle• move away from hourly• payment plans/options
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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
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rinse, repeat
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Copyright 2008, Michelle E. Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com
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nurture your referrers
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Copyright 2008, Michelle E. Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com
a good referral system• educates referrers
• motivates referrers
• measures
• builds in feedback (for referrer)
• is easy (for the referrer)
• gives back
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Copyright 2008, Michelle E. Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 69
“giver’s gain”philosophy
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Copyright 2008, Michelle E. Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com
make a plan for your biggest referrers
(like... right now)
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batch!
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Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.
Or just Google me!
MichelleVillalobos.com
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