the coach is in webinar with betsy buckley
DESCRIPTION
The Coach Is In Webinar Slides: Sell More, Sell Inside First: How to Turn Clients into Advocates and Employees into Ambassadors. Join us the first Friday of every month from 2-2:30 CT for a business development webinar made to help you rev up revenue. Learn more at: http://www.what-matters.com/home/the-coach-is-in/TRANSCRIPT
Increase revenue, not head-countJanuary 4, 2013
Increase revenue, not head-count
Isn’t that really what you want/need?
Then STOP asking for referrals. NOW.
Why?
We make it hard on ourselves…and, even harder on our clients and advocates.
There is a better way.
A SYSTEM.
SYSTEM A collection of parts.
If any of the parts get weak, the system makes the adjustment.
The What Matters Ambassador System™
1. Name your ideal
Ambassadors
2. Define your ideal clients
and what they want
3. Differentiate your services
4. Script out your
message, create your
checklist
5. Invite, and be clear
about WIIFT
6. Connect regularly.
Include FUN.
Start with them…A small group (5-12) of people who
Know you, like you Know what you do, how you do it and what’s different Know many people who fit your “ideal client” description See benefit to themselves in making introductions and
extending invitations Are willing to learn, use your “portfolio,” commit and be
accountable
Your IBS… please don’t BS
1. We work with… (professionals, executives, mid-sized businesses in the 17 county area)
2. When they want… (a rock solid contract, an experienced coach who drives for change, to stop being frustrated about billings)
3. How we do it… (using our systems and their strengths, we coach, consult and/or train them to…)
Avoid the disasters
“Of course, I’ll refer someone… I really like you and think you’re great.”
Keep reinforcing the messages
1. We work with
2. When they want
3. What sets us apart/how do we do that
Rehearse your script as you invite:
1. Be specific about why2. Show the balance--- give, get 3. Paint a picture of what they’ll do4. Share what they should listen for
5. Give a specific example of a person
Make sure you’re ready1. Have written objectives2. Establish your contact strategy and budget3. Commit to a specific timetable4. Follow your written accountability system5. Stay connected… about them, too (Google alerts)
6. Be reciprocal7. Have FUN!
Want results?
…create a system
Now, it’s your turn…
Next call: Feb 1, 2-3CT