sales through service: the outline of the business professional licence
TRANSCRIPT
Working in Partnership
Purpose of document
• Understand our offer
• Agree to go forward or not
• Eyes open
• Commitment agreed
• No half measures
What are your main goals?
What are we about
• Small start: profitable business model
• Our start: Great or Poor
• Our Mission: Sales Through Service
• Our activity:– Blogging and writing
– Publishing
– 2 proactive websites
– Trusted partner
– Win/win relationship
What we expect from YOU
• Min 1 day per week marketing yourself
• Join local Chamber etc
• Linked In profile
• Share our material proactively
• Use our funnel methods
• Use our CRM
• Share and support each other
• 12 month commitment
Our System
• The Sales through Service approach
• The Brands
• The ToolsSystems
Make
ThingsWork
The Funnel
• Blog• Guest writing• Sharing• Investors in Feedback• StayRated• LapsedCustomerRecovery• Free eBooks• Free annual training: inch by inch• Quarterly free seminars• Free 10 minutes by phone• Fixed Rate Feedback• Business Surgery• Investors in Feedback Audits
The Material
What’s Changed
Hunter / Gatherer
Local
Communities
Industrial size Hunter / Gatherer
Worldwide Local
Community
Reputation is everything
The Traditional Sales Process
Sales
Close
InterestFind
And then what happens?
Bombard
Ignore
HopeBribe
Give up and find others
Catching Fish & Letting them go!
What’s the advantage of this system?
• It’s simple
What’s the disadvantage?
• Customers have moved on … it’s never worked well, and it’s getting worse by the day.
So what is the answer?
The Customer Empowered Sales Process
Sales
Referrals
Cross Sales
Up sales
Engage and deliver
value
Feedback
Get BetterEnergise & Empower
Attract more
Recommendations & Public Reputation Competitive
Advantage
Loyalty and Continual Improvement
Increased Conversion rate and
reduced marketing cost
Sales Through Service
Systems
Reputation
Engagement
Sales
Feedback
Lapsed
Continuous Improvement
1. Reputation System
2. Engagement System
3. Sales System
4. Feedback System
5. Lapsed Customers
6. Continuous Improvement
Money!
• No BS
• Up front training and marketing fee £2800
– (Payable in stages if needed)
• Monthly licence and support fee £149
• All plus VAT
• Initial term 12 months, then rolling 3 months
Your concerns
• Will I make good money?
• Is this worth bothering with?
• Is Guy trustworthy?
• What about long term?
Our Concerns
• Is this a quality person who will do justice to the brand?
• Can we trust them to share our hard earned material?
• Time is scarce: we can’t afford to waste it
• Will they stick at it when times are tough?
Next Steps
1. You express further interest2. Short registration form (yes, very short!)3. 30 minute phone chat with Guy4. Interview: in person or by Skype as necessary5. Speak with existing licensees 6. Attend a free seminar, outlining the material, systems,
comparisons and obligations7. We proceed to offer you a licence … or not8. Up front fee paid9. 3 full days high impact training10. You get going and make it happen!
One more thing
Just so everyone’s clear and we protect our licensees:
Any unauthorised use of our material and brands will be charged at 10X the licensed rate, with a min assumed use time of 2 years … and no guaranteed licence at the end!