THE POINTY END [CLIENT ACQUISITION & SALES SYSTEMS FOR B2B]
Close better clients faster:
- Reduce the barriers to commitment.
- Boost lifetime value of clients.
- Engineer demand in your business.
- Chunk down to build up value.
- Get paid to pitch prospects.
Accelerate sales at the ‘pointy end’ using systems and automation.
The closer you get to closing the deal, the harder everything gets.
That’s because far too many new and established business owners unintentionally self-sabotage in one of three painfully common ways…
#1 YOU LOSE YOUR WAY… AND THEN YOUR HEAD.
Have you ever found yourself second-guessing your actions?
Have you allowed self-doubt and uncertainty to get in the way of a new client relationship?
“Should I follow up… again? I don’t want to be a pest. But I only followed up last week. I wonder if I can come up with a new way to follow up? Will they notice that I’ve been checking out their LinkedIn profile? Why won’t they answer my email!s Aaaaaaaargh!!”
The more effort you have put in, the more emotionally attached you become to the outcome.
This is something that happens to almost all business owners and sellers.
And how do we solve this constant and self-destructive inner-dialogue?
That comes from SYSTEMS. (Keep reading.)
#2 YOU HAVE NO SYSTEMS… AND BECOME A BOTTLENECK.
Let’s say that you have three prospective clients ‘on the hook’.
If it’s just three, you’re probably painfully aware of the stage that each prospect is at in your sales process… and all you want to do is accelerate the process.
But what happens if you have five? Or 15? Or 50!!!
Our feeble human brains just can’t keep on top of all that.
And, chances are, you’re more likely to offend a potential client by failing to follow up, rather than scare them off with your friendly, persistent pestering.
Here’s one solution…
SYSTEMS = SANITY (Say it out loud… “Systems equal sanity!!!”)
If you have a repeatable system in place to manage these relationships, you can avoid the second-guessing AND implement processes to accelerate the sale.
And the best systems usually can be coordinated and managed with less effort than you might think.
It’s not actually that hard!!! (When you know how)
#3 YOU IGNORE THE BIG PICTURE… THEN FAIL TO SCALE.
Your future customers and clients are very good at finding reasons to say ‘No’.
And, while your primary sales goal is to help them say ‘Yes!’, most complex products and services are structured in ways that actually create barriers. Don’t create barriers!
Or, worse, you fail to articulate the actual value to the buyer in terms that meaningfully articulate ROI and COI to the buyer specifically. You sell the service and not the outcome.
And, unfortunately, a lot of the time when this happens blame is attributed to the seller.
“You just weren’t persuasive enough! You didn’t follow up frequently enough! You followed up too often and you scared them away! You just don’t have what it takes!”
Seriously. This drives us nuts.
What’s the solution?
Package up the product or service in ways that make it easier to ‘get started’, priced to reflect the needs of the client (rather than the cost to you).
We call this ‘chunking‘. It’s about ‘unpacking‘ your value and reassembling it in the form of products and services, often delivered in a sequence.
THESE ARE ALL SKILLS YOU WILL LEARN IN THE POINTY END.
- Lectures 82
- Quizzes 0
- Duration 50 hours
- Skill level All levels
- Language English
- Students 130
- Assessments Yes
MODULE 1 – THE 3Ps OF PACKAGING UP
MODULE 2 – SYSTEMS = SANITY
MODULE 2 – TACTICAL LESSON: WORKFLOWS 101
MODULE 3 – GUESSING MACHINES
MODULE 3 – TACTICAL LESSON: SETTING UP YOUR CHECKLIST
MODULE 4 – DEMAND ENGINEERING
MODULE 4 - TACTICAL LESSON: GETTING THE MEETING
MODULE 6 – CHUNKING
MODULE 7 – EMAIL REACTIVATION
MODULE 7 – TACTICAL LESSON: EMAIL TEMPLATE & BATCHING
MODULE 8 – STRATEGIC PARTNERSHIPS
- Objectives & Terminology
- How to Identify Potential Partners [inc BEFORE/AFTER game]
- Assets & Weaknesses [Causes of Self-Sabotage]
- How to Find Potential Partners
- How to Reach Out [Templates]
- What to Say at the ‘Sit’ [Questions]
- 6 Killer Concepts [inc Content Leverage Calendar]
- Case Study [inc the Importance of CRMs]
MODULE 9 – SOFT SKILLS (AT THE MEETING)
MODULE 10 – READING MINDS