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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The Simple Whale Finder Plan
Laura Posey
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
4 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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!
6 © 2013 The Whale Hunters. All rights reserved.
What is a Big Sale?
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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
7 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
8 © 2013 The Whale Hunters. All rights reserved.
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Which
whale
is right for
you
right now?
9 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
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A good whale filter is:
Narrow - tight ranges of criteria
Focused - one product, one geographic area
Data driven - things you can quantify
© 2013 The Whale Hunters. All rights reserved.
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Whale Filter Example
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11 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
12 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
480.584.4012 www.thewhalehunters.com
Research
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
© 2013 The Whale Hunters. All rights reserved.
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Apply the Whale Filter: Score Each Company
15 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
© 2013 The Whale Hunters. All rights reserved.
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Step Three: Your Whale Chart
17 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
18 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
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Create Dossiers
•Dossier: a growing file
• Criteria from Whale Filter
• Contact info
• Key contacts
•History
•News
• Changes
• Competitors
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Revise whale chart
after dossiers are
complete.
Use your researcher
for this!
19 © 2013 The Whale Hunters. All rights reserved.
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Inform Your Team
20 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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
22 © 2013 The Whale Hunters. All rights reserved.
e. [email protected] p.
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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
24 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
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
Learn More at
http://bit.ly/16vUGUQ
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