sales trainer | writer | speaker
in 4 steps
It was the 80's. Mum (a single parent) and I walked out of the Italian Cafe in Bondi.
The chairs and tablecloths were plastic. It didn't matter though, because the gelato, pasta and conversations were authentic.
As we were strolling along, a local homeless man (Larry) asked mum for 10 cents. He got $10. I thought his head was going to explode with excitement.
Mum didn't flinch, she was cool like that.
We kept walking, mum leaned in a little and said, “always give."
The first 2 banks turned mum down for a home loan. The next bank said the same thing “but where’s your husband!?” But this time mum was ready and replied,“here are my payslips, I can service this loan, you’ll give me this loan.” We got the loan
How i help
Individuals find their 'niche' and sell it.
Businesses dramatically increase sales
using the phone, email and events
Supply your written and spoken words
'Package' your service so you're quickly understood
Our first session is free - no pressure to continue
I can train you
1 session $250. 4 sessions $800
or do it for you
contact James for pricing
Point of View
Marketing for small businesses
always starts with your voice because even with digital marketing,
your customer is imagining you 'talking' to them
Sales and Marketing
your website should do 80% of the 'talking' / heavy-lifting
this is the other 20% is you actually talking
to give freely within limits, with questions - you mostly win
popular because salespeople like the sound of their own voice
Persistence is good and happens over time
Pushy is bad and happens quickly
The right mindset
It's called curiosity, you were born with it, just remove the 'adult stuff'
Don't say dumb stuff
It's not about great (great varies). Start with 'consistently good' and don't say...
You either have it or you don't. If you don't - get more support systems to bounce back
No need. Just ask questions and you'll both learn
If they say,"it's too expensive." Reply,"compared to what?" and keep learning
Different customer, personality types
So what?! Just solve their problem
"Have you got lots of money?!" Not a very romantic first date
Only happens if you try to 'persuade'. Just ask questions instead
'Helpful' is never annoying. Call until you connect. Secretly they like being chased
The first date/sale
Don't be pushy, cold or clinical. Be curious, let them talk and follow-up
They're not robotic, just guides that free-up more time to ask questions and listen
They 'followed' you, don't blow-it. Educate and entertain. And sell - a little bit
SEO and Social Media
require a substantial investment of your time/money
Websites, blogs and videos
are all great tools
Ask for 5 minutes at their staff meeting, they're there anyway
Reviews and Referrals
If they're stoked, ask for one, they can't wait to get 'famous for 15 seconds'.
see articles below for more
Targeted B2B cold-calling
It's like asking for a date
It's not being pushy or tricky. It's just an introduction with follow-up
Phone's good, in-person delivery is better (don't do email) and follow-up is the key.
Look in your neighborhood and industry. Inviting them to your event makes you really stand-out.
Why do it? Because if they haven't heard of you they cannot buy from you.
And they more they hear the more chance they will buy
Let's bust 6 myths about cold-calling
"It's about convincing people."
Never convince people. Just 'offer'. It's ok if they say "no".
"But it's too much talking."
Most calls won't be answered. And when they are, it's for 2 minutes
"But it annoys people."
Not if you're relaxed and helpful.
"What if they're not interested?"
So what, you're not interested in groceries, but you buy them weekly.
"They won't answer."
Great - leave a voicemail, it's still a free ad.
"Most won't buy."
So what, do you buy pizza every time you see an ad for it?
B2C businesses can't call B2B
Yes they can, see 5 examples in step 4.
Selling by helping and following-up in 4 steps
Be easy to understand and buy
The next steps are about customers
Repeats, Reviews & Referrals
No customers yet? Skip to 3
Stay-in-touch for repeat sales
Feedback helps you improve
Reviews - 1 quirky thing
Case Studies are 'social proof'
Referrals, then reward both
Strangers contact you
No inquiries yet? Skip to 4
Research and reply to all contacts
Call-back until you connect
Don't be an 'order taker'
Be curious, not cold & clinical
'Social' for conversation (not ads)
Result - Convert 80% over time
You contact strangers
Targeted Calls and Events
The D.T.E.R.M. method
Deliver by hand - Stand Out
Telephone - Introductions only
Email - Read 'in their own time'
Repeat - Help. Trust takes time
Meet - Events; a safe soft-sell
Guaranteed same/next day reply
Replies are not automated
Text - 0412 377 309
Meet - 200 Adelaide Street
We'll have a friendly chat, without intrusive questions.
You'll get a fresh perspective with new solutions