"winning the professional services sale" with aaron ross & ago cluytens

Winning The Professional Services Sale

Aaron Ross@motoceo

Ago Cluytens@acluytens

• Discover the #1 mistake consultants /

sellers make

• Find out what the top–5% of rainmakers do

• Learn a simple messaging "mind trick”

• The “three pillars” of successful lead

generation

• Bringing in revenue

Today

Ago Cluytens

Love to sell, but not a

salesperson.Still bought more

than I sold. Selling ? Not love

at first sight.

#1 Bestseller

Aaron Ross

$100M @ Salesforce.com

Father of four six

25 hour workweek

1 Do great work and clients will just

find you

2 Word of mouth is enough

3 More clients are better

Hidden Professional Services Beliefs

1 Pick A Niche, Get Rich

Feel Like You’re Pushing

But Not Getting

Anywhere?

Maybe You’re Afraid To

Specialize

• “Boring”

• “Too small”

• “Not sexy”

• “Limiting”

_______ provides professional consulting

services to develop and support online

business solutions. From startup to

Fortune 500 companies, _________ assists

clients to maximize their return on

investment in the Cloud by providing

implementation, development, and

value-added software solutions.

Targeting Everyone => No One Cares

Who’s been your ideal customer?

Get SPECIFIC

Be a SPECIALIST

What are you the King/Queen

of?

Industry Function

Geography

Sweet Spot

2 Sell Ideas, Not Stuff

We provide a leading, next generation

scalable, social platform for crowdfunded

glazed-eye jargonation

Sell Ideas, Not Stuff

3. feature

2. benefit

1. idea

• Create with a passion for Customer

Success

• “Need nothing”

• Truth is the best form of marketing

• Best “ideas” are independent of your

“stuff”

Sell Ideas, Not Stuff

www.PredictableRevenue.com/matrix

3 Messaging

People don’t care what you do. They care about what you can do for them.

1. “How do you help customers /

people?”

2. “So what?”

3. “What’s so great about that?”

(WISGAT)

If ideal clients don’t “get it” quickly…change

it

Simple Messaging Mind Tricks

“Indefinite claims leave indefinite

impressions. Definite claims get full

credit and value.”(“My Life In Advertising”, Claude Hopkins, 1927)

4 3 Pillars Of Lead Generation

58% of marketers now use inbound marketing.(Hubspot, “2013 State Of Inbound Marketing)

When everyone else zigs, zag.

3 Pillars Of Lead Generation

Partner Marketing

• Much Easier • More Effective• Partners Push

You• More Fun

5 Bringing In Revenue

Key metrics / steps:• Suspect to prospect• Prospect to conversation• Conversation to proposal• Proposal to win• Proposal to loss/postponed• By lead source

Know How To Help The Right Clients Buy

Design A High-Priced Package (Think 10x)

Design A High-Priced Package

#INBOUND2013

Want more ?

#INBOUND2013

www.PredictableRevenue.com

www.winthecomplexsale.com

QU

ES

TIO

NS

?

Aaron Ross@motoceo

www.LinkedIn.com/in/aaronrossaaron@predictablerevenue.com

Contact

Ago Cluytens@acluytens

Linkedin.com/in/agocluytensago@agocluytens.com