non-membership income from the tab opportunity v. 4-20-2012
TRANSCRIPT
Non-Membership Income from the TAB Opportunityv. 4-20-2012
Initial Training Learning Objectives
Potential for non-membership income
Your vision for the membership/non-membership income you want to achieve
Selecting the areas of expertise you want to market
Potential For Non-Membership Income
Leveraging The TAB Opportunity To Develop Significant Additional Non-Membership Income
Potential for Non-Membership Income
TAB Facilitator Example #1:
• Teaches SBL primarily focused on strategies and tactics during annual and quarterly meetings for member’s business
• Conducts analysis of member’s financial data
• Recruits employees for members• Conducts DISC/PIAV analysis of current
and potential member’s employees• Earns $$ Extra each year/month (CT)
Potential for Non-Membership Income
TAB Facilitator Example #2
• Facilitates 3-hour team building workshops
• Conducts DISC/PIAV analysis of current and potential member’s employees
• Interviews candidates for hiring• Coaches member’s key executives• Participates on Compensation
Committee for a member’s business• Earns $$ Extra each year/month (MN)
Potential for Non-Membership Income
TAB Facilitator Example #3:
• Writes personal vision statements
• Coaches for women business owners (non-members)
• Consults through their church (without marketing)
• Earns $S Extra each year/month (CO)
Potential for Non-Membership Income
TAB Facilitator Example #4:
• Sales Training Models• Facilitates annual retreats using TABenos
for member’s business• Conflict resolution among family member
employees and co-owners• Bills $200/hr for non-TAB Members• Bills $150/hr for TAB Members• Earns over $40,000 extra each year
Potential for Non-Membership Income
TAB Facilitator Example #5:
• Only does consulting for TAB Board Members• Helps members with their bookkeeping using
QuickBooks• Does TTI• Does coaching with member’s Key Executives• Periodically during board meetings when a topic
ties in with an area in which he has expertise, subtly mentions availability for adding extra services in those areas.
• Does not aggressively market consulting services to members
• Earns $6,000-$7,000 extra each month
Potential for Non-Membership Income
TAB Facilitator Example #6:
• Strategic Planning Using SBL• Conducts exit interviews with
employees leaving• Earns $$ Extra each year/month
Potential for Non-Membership Income
Franchisee Example #7:• Expertise in Marketing/HR• Assists members with hiring new employees• Developed HR manuals and compensation plans
for members• Helped them create copy on presentations for
key customers• Created job descriptions for member's
employees• Has developed PR and Marketing campaigns for
members• Earns $$ Extra each year/month (CAN)
Potential for Non-Membership Income
One of our Facilitator/Coaches earned $670,000 in one year from
additional income!
Another Facilitator/Coach earned $313,000 in one year from
additional income!
One Facilitator/Coach only had 10 members but didn’t want to
market any more because he was making $140,000 a year from non-
membership consulting
Your Vision For Income You Want To Receive
Your Vision
What is the balance YOU want for your franchise model?
Membership income
Non-membership income
Selecting The Areas Of Expertise You Want To Market
Selecting Your Areas of Expertise
•When you joined TAB, you already had business expertise in one or more areas
•The more areas you claim expertise in, the less credible you may be to potential clients
•What is your greatest area of expertise?
•Three areas of expertise is the most you should claim to have a high level of credibility
Selecting Your Areas of Expertise
Areas of
Expertise
Marketing
Sales
Human Resourc
es
Finance
Selecting Your Areas of Expertise
Updating and keeping your field of knowledge
current as an expert• Use the web to update with new
trends, new ideas, new technologies and other developments
• Identify what you have to learn and your strategy for keeping updated in your areas of expertise
Advanced Training Objectives
Marketing your
expertise
Acquiring clients for your non-
membership services and
products
Marketing Your Expertise
Marketing Your Expertise
Only market the area(s) of expertise in
which you are truly an expert
Differentiate yourself from
the competition
• Don't refer to direct competition by name
• Stress your TAB Facilitation/Coaching experience as a unique edge
• Leverage TAB's proprietary tools, such as SBL and TAB Business Vantage
Marketing Your Expertise
• Offer your services to facilitate these meetings
Suggest members hold annual SBL retreats and/or
quarterly SBL updates as valuable
investments in their business
• Networking Group Meetings
• Rotary, Chamber of Commerce and other Events
• TAB GIMs and One on One meetings
• TAB Board Meetings
Make liberal use of handing out your TAB
Max Brochure
Marketing Your Expertise
Hold seminars/workshops on your area(s)
of expertiseOffer free speaking
services to local business
associations, Chambers and/or
Rotary clubsUtilize TAB’s white
papers and PowerPoint
presentations on business topics
• Focus your talk on one area of expertise
• Attendees are potential members and/or clients
• Slides Include Speaking Notes
Marketing Your ExpertiseContact
producers of talk radio
programs to offer your
services on call-in programs
Referrals•Be at the right place and
right time when seeking referrals
•Ask for referrals that include an introduction to prospective members and other clients
•Get testimonials from satisfied clients
Marketing Your Expertise
• Contact media sources such as reporters, editors, talk radio producers, etc. to let them know of your area(s) of expertise and your willingness to be a resource to their articles/programs
Media Relations
Follow up each quarter by calling them to remind them of your availability
Marketing Your ExpertiseTips from the Top
Newsletter• Contribute
advice on your area of expertise to the newsletter
• Send the newsletter to your members and member prospects
Website/Satellite Site
• Should include testimonials from some members who share their views about how outstanding you are in particular areas of expertise
TAB Board Meetings
• Develop awareness of your expertise
• Allow members to share their experiences working with you in their organizations
Acquiring Clients For Your Non-Membership Services and
Products
Selling Your Non-Membership Services
Some prospects you meet for membership may not be a fit to be
TAB members but can use your consulting services
One TAB Facilitator picked up monthly consulting projects from attending networking meetings
Some non-membership clients are met at TAB Group Informational
Meetings (GIMs)
Selling Your Non-Membership Services
Prepare carefully for face-to-face sales meetings for your consulting services
Do your research and know such key information as• Accurate name/title of person you are meeting• Size of revenues and number of employees in company• Distinguishing experiences or accomplishments of the
person you are meeting and the company• Is the person the decision maker? Don’t meet with
someone who isn’t authorized to make the decision
Selling Your Non-Membership Services
Offer your servicesIf you don't ask, you will
not receive the additional work
You need to understand the desired results of the project to complete an analysis of a project
Only provide your quote after completing the
analysis of the project
Premature quotes can result in fees that do not adequately compensate
you for your time
Don't give your services away
Your time has a value based upon alternative
use
Be sure to explore in detail
Selling Your Non-Membership Services•Get Attention create Interest generate Desire ask for Action
AIDA
Selling Your Non-Membership Services
Understand your prospect’s "hot buttons"
Understand your prospect’s fears• A sales manager may feel threatened if
your member wants you to help train the member's sales force
• Your member’s controller may resent your member’s interest in retaining you to help with the company's financial management
Selling Your Non-Membership Services
Ask :• Is there someone else I will need to reach or meet
with in the company before a decision can be made?
• Can you identify for me what you need in order to make the decision?
• How close are you to making a decision on a scale from 1 to 10?
• What do you see as the next step before you can make a decision?
• What is the problem costing your company annually?
• Does this problem frustrate you?
Selling Your Non-Membership Services
It’s Your Image!Your proposal must be
professional looking & include certain key elements
Guarantee or
warranty
Present one key idea at a
time
Keep paragraphs short
Use bulleted items to
make points
Use flow charts to understa
nd a process that you want to provide
Identify the
timing of your
progress reports
Summarize key points
Selling Your Non-Membership Services
Whether you like it or not, you need to
wear the salesperson hat to
maximize your additional income
from the TAB opportunity!
Selling Your Non-Membership Services
How do you compare to
competition - your
competitive advantages and disadvantages
Billing/Pricing
Most give a discount to TAB
members vs. other outside
consulting
Competition - who are they? What do they
charge?
Selling Your Non-Membership Services
Recommended for Projects
Minimum of 50% at acceptanc
e of contract
Additional 25% when project is
50% completed
Remaining 25% at day of
completion
Some franchisee
s give a 10%
discount for full
payment in advance
of the project
Selling Your Non-Membership Services
TAB Facilitator Billing Example:
• Checks prices of competition in the area
• Bills non-members $150/hr• Bills TAB members $125/hr• Bills TAB members $950 for an 8-
hour day project• Bills TAB members $4,500 for 8
hours/5 days per week• Sometimes determines a fixed rate
for projects that span multiple days
Selling Your Non-Membership Services
Turn down “bad” business
Bad business is worse than no consulting business• Its best to say "I don't do that" if you are not capable of providing quality services in an area
• It's best to say "I'm too busy" if there is any doubt about your ability to meet the timelines of the projectAsk yourself whether the project
or services fits with the professional image/brand you
want for yourself
Selling Your Non-Membership Services
Be ethical
Don't be one of those consultants who gets his/her foot in the door just to expand their services beyond their
agreed scope of the work
Avoid consultant incompetence
Consultant’s lack of available time
Role Play Selling Your Area of Expertise