top secrets of multimillion dollar producers 2016.pdf · 1. make your time count for more 2. master...
TRANSCRIPT
![Page 1: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/1.jpg)
Presented byDavid Blaise
author of
Getting Started
Sledgehammer Marketing
Top Secrets of Promotional Products Sales
co-author of
The Power of Promotional Products
http://www.SmartEQP.com
© 2016 David Blaise, Blaise Drake & Company.
All rights reserved. Reproduction in any form is unlawful
Top Secrets of
Multimillion Dollar Producers
![Page 2: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/2.jpg)
A Free Gift Before We Begin…
Bring the Card to Booth #___________________________
Use the Password: _______________________________
Just be one of the first 100 people to stop by the
Top Secrets of Promotional Products Sales
Tradeshow Booth and use the password below:
Million-13139
Get a Free Copy of the Audio CD
Training Program & Mini-Poster
“How to Compete with Websites,
Local Competitors and Price-Cutters”
![Page 3: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/3.jpg)
1. Make Your Time Count for More
2. Master Lead Generation & Prospecting
3. Position Yourself for Success
4. Maintain Focus on Your Unique Strengths
5. Delegate Everything Else
6. Know Your Numbers
7. Communicate Clearly
Top Secrets of Multimillion Dollar Producers
![Page 4: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/4.jpg)
1. Make Your Time Count for More• Know what your most important priorities are
each day.
• Categorize accounts according to how much they’re worth to you. Allocate your time accordingly.
• Get referrals from one department within a company to the others. Penetrate deeper.
Top Secrets of Multimillion Dollar Producers
![Page 5: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/5.jpg)
2. Master Lead Generation & Prospecting• Be proactive about who you’re targeting. Choose who
you want to do business with and who you don’t
• Use existing accounts to refer you to manufacturers and vendors they use
• Focus on both horizontal and vertical marketing, targeting selected businesses in your area and the specific industries with the best capacity to buy
Top Secrets of Multimillion Dollar Producers
![Page 6: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/6.jpg)
2. Master Lead Generation & Prospecting• Pick an area and become a specialist. Sell a safety
program or some other type of program geared toward getting a result. First sell it to one company, then another.
Top Secrets of Multimillion Dollar Producers
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3. Position Yourself for Success• Educate your clients on how to use promotional
products correctly
• Get to your clients’ true needs with questions like:• What do you want this program to accomplish?
• Why do you think you need a promotional product?
• How are you going to use it?
• How will you distribute it?
• How will you determine if this program is a success?
Top Secrets of Multimillion Dollar Producers
![Page 8: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/8.jpg)
3. Position Yourself for Success• Let people know if you are able to handle a
complete program from creative to fulfillment
• Sell projects and programs more than products
Top Secrets of Multimillion Dollar Producers
![Page 9: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/9.jpg)
4. Maintain Focus on Your Unique Strengths• Determine your most powerful unique strengths
• Isolate the aspects of business at which you’re best (and most required.)
• Invest nearly all your time and energy in those areas on a daily basis
Top Secrets of Multimillion Dollar Producers
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5. Delegate Everything Else• Start with low dollar/no dollar work
• Continue with important work that doesn’t suit you
• Utilize the “last time” method of delegation
Top Secrets of Multimillion Dollar Producers
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6. Know Your Numbers• Know the key numbers in your business
• Big orders with small profit margins create a large element of risk if something goes wrong
• Send out more letters and more new business presentations than anyone else to attract new clients
• When it comes to new business, keep the pipeline full and the rest will take care of itself
Top Secrets of Multimillion Dollar Producers
![Page 12: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/12.jpg)
7. Master Communication with Clients• Vary your approach• Frequency of contact depends on the needs of
the client• Create a new business development program to
stay in touch with prospects and clients• Practice what you preach. Use promotional
products whenever possible to communicate your message.
• How many times can you get your name across their desk, without asking for anything?
Top Secrets of Multimillion Dollar Producers
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Some Additional Points:• Attitude is a great help, but it is not a
substitute for competent action• Building a Million Dollar Book of Business is
an ongoing process• You are not alone!
Top Secrets of Multimillion Dollar Producers
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Questions?
Top Secrets of Multimillion Dollar Producers
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“Most successful people have not achieved their distinction by having some new talent or opportunity presented to them. They have developed the opportunity that was at hand.”
-- Bruce Marton
A Final Thought…
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Don’t Forget Your Free Gift…
Bring the Card to Booth #___________________________
Use the Password: _______________________________
Just be one of the first 100 people to stop by the
Top Secrets of Promotional Products Sales
Tradeshow Booth and use the password below:
Million-13139
Get a Free Copy of the Audio CD
Training Program & Mini-Poster
“How to Compete with Websites,
Local Competitors and Price-Cutters”
![Page 17: Top Secrets of Multimillion Dollar Producers 2016.pdf · 1. Make Your Time Count for More 2. Master Lead Generation & Prospecting 3. Position Yourself for Success 4. Maintain Focus](https://reader033.vdocuments.net/reader033/viewer/2022060422/5f18742676c7c2528a45fc51/html5/thumbnails/17.jpg)
Presented byDavid Blaise
author of
Getting Started
Sledgehammer Marketing
Top Secrets of Promotional Products Sales
co-author of
The Power of Promotional Products
http://www.SmartEQP.com
© 2016 David Blaise, Blaise Drake & Company.
All rights reserved. Reproduction in any form is unlawful
Top Secrets of
Multimillion Dollar Producers