to sell or not to sell do we have to?. sell verb 1) give or hand over something in exchange for...
DESCRIPTION
How to Sell Anything to Anybody Emma Snider 1) Make it about them 2) Research before reaching out 3) Define your buyer 4) Contribute first and sell second (Jill Rowley -jab, jab, jab, right hook, ask, give, give, give, ask) 5) Ask questions and listenTRANSCRIPT
To Sell or Not to Sell
Do we have to?
Sell Verb1) Give or hand over something in
exchange for money2) Persuade someone of the merits
of something
How to Sell Anything to Anybody Emma Snider 1) Make it about them 2) Research before reaching out3) Define your buyer4) Contribute first and sell second (Jill
Rowley -jab, jab, jab, right hook, ask, give, give, give, ask)
5) Ask questions and listen
6) Be mindful of psychological quirks (anchoring, decoy (3rd option), rhyme-as-reason, loss aversion, peak-end rule)
7) Approach them on their level (DISC)8) Hit an emotional high point (greed,
fear, altruism, envy, pride, shame)9) Remember that you are selling to a
person
Is sales what we do?
Short or long-term?
Sell a service or Build a long-term relationship?
Selling vs. Consulting
What is the difference?
Patrick Lencioni Getting Naked
By consulting instead of selling, you have the opportunity to demonstrate value
Treat potential clients as if they are already a client
Give it away…
By giving, you demonstrates generosity and trust and it shows
that you are focused on helping, not selling
FEAR of Giving it Away
What if…
3 Fears of Vulnerability
Fear of losing business Fear of being embarrassedFear of feeling inferior
Fear of Losing Business
Consult instead of sellGive away the businessTell the kind truthEnter the danger zone (The
Elephant)
Fear of Being Embarrassed
Ask dumb questionsMake dumb suggestionsCelebrate your mistakes
Fear of Feeling Inferior
Take a bullet for the clientMake everything about the clientHonor the client’s work Do the dirty workAdmit weaknesses and limitations
What if you give it away and get…
Stratospheric Success?
The Go-GiverBob Burg and John David Mann
Quick and Really Fun Overview
5 Laws of Stratospheric Success
1. The Law of Value Your true worth is determined by how much more you give in value than you take in payments
5 Laws of Stratospheric Success
2. The Law of Compensation Your income is determined by how many people you serve and how well you serve them
5 Laws of Stratospheric Success
3. The Law of Influence Your influence is determined by how abundantly you place other people’s interest first
5 Laws of Stratospheric Success
4. The Law of Authenticity The most valuable gift you have to offer is yourself
5 Laws of Stratospheric Success
5. The Law of Receptivity The key to effective giving is to stay open to receiving
Finding potential clients (or if you are Craig, customers)
So, how do we find potential clients?
Marketing
What does this mean to you?
Name up to 10 marketing activities
Internal vs. External Marketing
Best source for increasing revenue?
Best source of new clients?
External Marketing the GC Way
Community Involvement GC WebsiteInfluencers BD Team Pipeline Marketing director
Community Involvement – 56 totalProfessional Organizations
Toastmasters District Director DebbyStanislaus Estate Planning Council Mike/Colleen/CynthiaAccouting Principles & Auditing Standards Committee (State) sub-com chair SueAccouting Principles & Auditing Standards Committee Chapter Chair Doug
Board Involvement United Samaritans Treasurer LisaCommunity Hospice Treasurer SueUnited Way of Stanislaus County Audit Committee JavierAssociation for Accounting Administration Treasurer JaneNorCal Association for Accounting Administration Past President JaneCambodia Impact Treasurer Marty
Civic Clubs/Involvement Academic Decathalon, Stan County LisaOpus Handbell Ensemble Treasurer ColleenBeyer Band Boosters Secretary Debbie SModesto Rotary Marty, IanModesto Sunset Lions Club Director DonaeRelay for Life Colleen
GC Influencers
Name Organization Type * Intention Primary GC Contact
Abell, ScottCentury 21 (Oakdale) Real Estate General GG
Aguilar, Sylvester Bank of the West Banking Estate CTGAlpers, Dwayne Wells Fargo Advisors Investment General JC
Amerine, Bill Mraz Amerine and Associates Legal General IG
Baines, Keana Keana Baines Legal Estate CMBaker, James Umpqua Bank Banking IG
Balam, Joel Principal Group Pension advisor EBP Audits SH
Beattie, Scott Beattie & Aghazarian Legal Estate CTGBirmingham, Sarah
Gianelli and Associates Legal MF
Principal Prospect Name
Next Follow-up
Date/Action
Today's Date
Activity Notes Prospect Source
Ian Scott Aspesi
6-Nov 10/30/15 for CAS / tax work proposal by Nov 6
Ian
Ian Sierra Seals
Get 2014 tax info to review, better estimate cost. Ian will follow-up
01/05/16 Ian will contact 10/19-24
Ian United Signs
Ian is going to call
01/05/16 On 8/19 Mike contacted us through the website and Jeff B., forwarded the contact information to Ian.Ian sent a fee estimate in Sept. He will f/u in Nov
Amanda Rohaus
BD Team - GC Pipeline
Internal Marketing the GC Way
Clients ranked for priority – GC 100Services matrix Client spotlightDebriefing meetings
GC 100
Based on revenue by client groupMatrix to track clients, partners,
managers and contacts Required to meet (lunch) with
clients at least annually (no charge)
GC Services
Organized by Level 5 (sort of) Compliance Business Performance Improvement Driving Value The Future
Compliance
Business Accounting Requirements
Financial Statements
Tax Returns
Write-Up / Bookkeeping
Payroll Services
Sales / Other Tax Reports
General Accounting Consulting
Tax Planning
Business HealthProfitability & Cash
FlowBanker Needs
Business Wellness
Questionnaire
Financial Story
$copeIt Session
ScopeIt Business
PerformanceRatios $copeIt
Session
Think Like a Banker $copeIt Session
Loan Financing Consulting
Forecasts & Projections
Business Performance
Improvement
Profitability and Cash Flow Improvement
KPIs/ Performance Measurement
Product / Service Mix Analysis
Budgeting- Income, Expense,
Cash FlowCFO Services
Accounts Receivable Collections
Improvement
Employee Theft
Standardizing Business Processes
Managing Change
Internal Control Analysis
Document & Analyze
ProcessesCustomer Cycle of Interaction
Stress Test $copeIt Session
Improvement
Getting the Most From Employees
Building a Winning Team DiSC Profile TriMetrix Recruiting
AssistanceFinancial
Accountability
Driving Value
Improve Business Value
Strategic Planning SWOT Analysis Business Plan
The Future
Plan for Transition
Gift & Estate Planning
Succession Planning
Business Valuation
Exit Strategy Consulting
Client Spotlight Jones and Jones General Overview: Total fees in prior fiscal year:
$91,000 Total hours in prior fiscal year:
514 Per hour rate: $177.04 Target fees 2013: $99,150 Target hours 2013: 500 Target rate 2013: $198.30
Key Individuals: Eric Jones, CEO/Owner Gary Jones, VP/Owner Bob Smith, CFO Mike Jones, Owner/IT Jill Johnson, Owner/Marketing Jim Jones, Owner
Client Spotlight Jones and Jones Service Team: Clive Grimbleby, P1 Nathan Miller, P2/CSM/Billing
Manager Dave Aced, Consulting Kenny Ware, Financial
Statement and Tax Prep Ian Grimbleby, 401K Audits
Advisors: Lawfirm: Herum Crabtree Lawyer: Steve Crabtree Bank: Bank of America Other Advisors:
Lou Friedman Mark Jensen Bob Wallace and Christopher
Wall
Client Spotlight Jones and Jones
How we can better serve the client:• Better reviewing and
reporting• Greater inclusion of Jim,
Mike, and Jill• More frequent and
comprehensive communication with the entire Client team
• More thorough explanation of financial statements and tax returns
• Clarification of roles within the company/org chart
• Additional services the client should consider:
• Internal Control assessment• Strategic plan development• Assistance with CFO transition
and development of a job description/duties list
• Researching potential benefits of alternative fuel, enterprise zone, R&D, and solar credits
• Cash flow, tax, and debt 5 year projection for the two business lines
• Assistance with further structure simplification, assessment of all entities’ profitability, weaknesses, and potential means of improvement
Does the Spotlight Work?
2012 revenue $91,0002015 revenue $179,792
Debriefing
Large client projects over 40 hoursTeam meets to analyze how we
can improve next yearDiscuss what other services that
would benefit the client
In Closing…
Selling vs. Consulting 5 Laws of Stratospheric Success
External Marketing Internal Marketing
Don’t Sell, Consult
By consulting instead of selling, you have the opportunity to demonstrate value – Patrick Lencioni
By giving, you demonstrates generosity and trust and it shows that you are focused on helping, not selling
Giving makes you vulnerable – face your fears
5 Laws of Stratospheric Success
1. The Law of Value Your true worth is determined by how much more you give in value than you take in payments
2. The Law of Compensation Your income is determined by how many people you serve and how well you serve them
5 Laws of Stratospheric Success
3. The Law of Influence Your influence is determined by how abundantly you place other people’s interest first
4. The Law of Authenticity The most valuable gift you have to offer is yourself
5 Laws of Stratospheric Success
5. The Law of Receptivity The key to effective giving is to stay open to receiving
External Marketing
Community Involvement WebsiteInfluencers BD Team Pipeline Marketing director
Internal Marketing
Clients ranked for priority Services matrix Client spotlightDebriefing meetings