new and novice distributor the basics of … marketing...little red book of selling 12.5 principles...
TRANSCRIPT
Vincent WhaleyPremier Printing Professionals/Distributors First
CAS ‐ 1.5 pts Tuesday, January 12
10 ‐ 11:30 am
New And Novice Distributor Training: The Basics Of Marketing
And Building Your Business
The views and opinions expressed by presenters or others who have provided materials to and for this meeting are not necessarily those of PPAI. PPAI assumes no responsibility for, nor endorses, any of the comments, recommendations or materials that are provided.
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Speaker: Vince Whaley – Premier Printing Professionals
Tuesday January 12, 2010. 10:00 – 11:30AM
New and Novice Distributor Training - The Basics of Marketing & Building Your Business
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The Core Principle ofThe Core Principle of AllAllBusinessBusiness
““NothingNothing happenshappensuntiluntil somebodysomebody
sells something.sells something.””
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Right Before Your EyesRight Before Your Eyes
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The Core Principle ofThe Core Principle of AllAllBusinessBusiness
““NothingNothing happenshappensuntiluntil somebodysomebody
sells something.sells something.””
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PPAIPPAI BuyerBuyer’’s Study 2000s Study 2000
In a survey ofIn a survey of 16621662 randomly sampled participantsrandomly sampled participantsDid you knowDid you know……
TheThe annualannual promotional budget of respondents was...promotional budget of respondents was...
4.6%Don’t know
30.3%Greater than $100,00013.4%$50,001 – 100,000
8.7%$30,001 – 50,00014.9%$10,001 - 30,000
21.2%$2501 - 10,000**7%$2500 or less
%%Budget RangeBudget Range
**This means 1 out of 5 businesses have budgets averaging**This means 1 out of 5 businesses have budgets averaging$2,501$2,501 -- $10,000 per year for promotional products purchases.$10,000 per year for promotional products purchases.
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Marketing & ProspectingMarketing & Prospecting FocusFocus
Where to beginWhere to begin……
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Marketing & ProspectingMarketing & Prospecting FocusFocus
Types of MarketsTypes of Markets……
Warm Reciprocal Referral Cold Calling
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Marketing & ProspectingMarketing & Prospecting FocusFocus
Reciprocal MarketsReciprocal Markets……
I do business with you… You do business with me…
FAIR ENOUGH?FAIR ENOUGH?
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Your Reciprocal MarketsYour Reciprocal Markets
•Insurance (all agents)•Barber/Beauty Shop•Car Repair•Florist•Pharmacy•Gas Station•Grocer•Baker•Veterinarian•Doctor•Dentist•Chiropractor
•Nail Salon•Attorney•Accountant•Computer Retailer•Computer Repair•Brake Shop•Muffler Shop•Body Shop•Auto Parts House•Heating & AC•Auto Dealer•Favorite Bar/Tavern
•Restaurants•Bike Shop•Boat Dealer•Home Security Co.•Banks•Credit Unions•Finance Company•Pizza Delivery Company•Office Supply Store•Furniture Store•Appliance & ElectronicStore…
Who do you give your $$ to?Who do you give your $$ to?
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Your Reciprocal MarketsYour Reciprocal Markets
TacticsTactics
Make your list Contact all Language
RESULT: Your first 25 - 40 clients GUARANTEED!
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Marketing & ProspectingMarketing & Prospecting FocusFocus
Referral MarketsReferral Markets……
Those who know you / love youand would be happy to refer you
Relationship Basedand Relationship Driven
Trust is theTrust is the KEYKEY
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Marketing & ProspectingMarketing & Prospecting FocusFocus
Connecting The DOTSConnecting The DOTS……
Warm Markets Reciprocal Markets Referral Markets
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Resources To Help YouResources To Help You
The Referral ofa Lifetime
The Networking Systemthat Produces Bottom-Line
Results . . . Every Day!
BY: Tim Templeton
Little Red Bookof Selling
12.5 Principles ofSales Greatness
BY: Jeffrey Gitomer
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REMEMBERREMEMBER……
NothingNothing happens untilhappens untilsomebodysomebody sells something!sells something!
EveryoneEveryone’’ss happyhappy whenwhenyour business isyour business is growinggrowing!!
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New and Novice Distributor Training - The Basics of Marketing & Building Your Business
Vince Whaley
208-206-9920
©2010 – DFI/PPP All Rights Reserved