the simple "whale finder plan" – a plan to grow your business by @lauraposey for...
DESCRIPTION
There are only three ways to grow your business: add new customers, sell more to existing customers, or get bigger customers (land whales). Based on the bestselling book, "The Whale Hunters," the step-by-step Whale Finder Plan shows you how to get clients that are 10-20x your average deal size. Join us and learn how to: • Spend your sales and marketing in the right places to find whales • Speed up your whale deals • Safely grow by landing whales • Increase your revenue and margins while decreasing the cost of sales • Conquer your fear of big prospects Presented by Laura Posey, Chief Instigator of Dancing Elephants Achievement Group.TRANSCRIPT
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Send your questions 3 ways:
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The Simple Whale Finder Plan
Laura Posey
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3 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Whale Hunting: How to Land Big Sales and Transform Your Company
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4 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
4 1
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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5 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Why should you care about the Simple
Whale Finder Plan?
•Make more money
•Lower your costs
•Grow your company average
•Gain community respect
It will transform your
company!
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6 © 2013 The Whale Hunters. All rights reserved.
What is a Big Sale?
6
Current Average
Sale
20X Current
AverageF
10X Current
Average
$1000 $10,000 $20,000
$2500
$5000
$25,000
$25,000
$50,000
$250,000
$50,000
$100,000
$500,000
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7 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
7 1
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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8 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Which
whale
is right for
you
right now?
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9 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
A good whale filter is:
Narrow - tight ranges of criteria
Focused - one product, one geographic area
Data driven - things you can quantify
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© 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Whale Filter Example
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11 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
11 1
2
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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12 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Research
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13 © 2013 The Whale Hunters. All rights reserved.
Initial Research
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$50m - $500m annual revenue: There are auto rentals in US and 122 <250 miles from Philadelphia
State Number of Companies
Connecticut, Delaware & DC 10
Maryland 7
Massachusetts 25
New Jersey 15
New York 29
Pennsylvania 27
Virginia 9
TOTAL 122
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© 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com 12
Apply the Whale Filter: Score Each Company
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15 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
15 1
2
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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© 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com 12
Step Three: Your Whale Chart
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17 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
17 1
2
3
4
5
6
Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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18 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Create Dossiers
•Dossier: a growing file
• Criteria from Whale Filter
• Contact info
• Key contacts
•History
•News
• Changes
• Competitors
18
Revise whale chart
after dossiers are
complete.
Use your researcher
for this!
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19 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Inform Your Team
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20 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
20 1
2
3
4
5
6
Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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21 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Timing Your Approach: Why Now is Not the Time
• Incumbent provider
•No perceived need
• Budget cycle
•More pressing needs
• Big change initiative
• Spending postponed
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22 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Signs of Readiness to Buy
• General economic
indicators
• Marketplace news about
the company
• Personnel changes
• Cost-cutting initiatives
• Competitors’ problems
• Reorganization
• New initiatives
• New product
announcement
• New round of funding
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23 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Listen to the whale, not the ocean
What your competitors are
listening to
What you are listening to
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24 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
24 1
2
3
4
5
6
Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
![Page 25: The Simple "Whale Finder Plan" – A Plan To Grow Your Business by @lauraposey for @connectmembers](https://reader034.vdocuments.net/reader034/viewer/2022052618/554ef9b2b4c90577698b49b4/html5/thumbnails/25.jpg)
25 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Introductions
•Networking Groups
• Charity Activities
• CEO Groups
• Professional
Associations
• Cold Call
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Learn More at
http://bit.ly/16vUGUQ
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