This document provides tips for growing a business by shifting from a focus on selling to a focus on serving clients. The key points are: 1) Business owners should change their attitude from selling to serving clients by thinking about sharing their talents and helping others rather than just making a sale. 2) Representatives should focus on listening to clients, understanding their needs, providing solutions even if it's not a direct sale, and putting the client's interests first over making a sale. 3) Representatives can become "rainmakers" by doing research on their target clients and industries, networking genuinely to help others rather than just make sales, and setting daily goals to have conversations and provide value to potential clients.

1. Stop Selling
+
Start Serving
A Radical Approach To Growing Your Business
with George Weyrauch II

2. How Many Here Believe That
You Are Pretty Good At What
You Do?

3. How Many Of You LOVE
Selling Your Services and/or
Products?

4. REJECTION!

5. If you really take a look at your
day, you are selling all the
time...your ideas, your
products all for the betterment
of a client!
...Your spouse, kids, friends.

6. Focus Today
• Change Of Attitude from Selling to Serving
• Refocus from thinking less about you, to
sharing the GOD given talents you have
and thinking more about others...and
getting paid
• How To Be a Rainmaker - Tactics

7. Attitude Adjustment

8. Attitude Adjustment
• Nobody likes negative people - Smile, Be
Positive, Be the Light in someones day
• Moody people don’t draw a lot of friends
or customers
• Be a solution, not a commodity or vendor
• Be That Person people call for help -
servants heart

9. Brand You
• Be confident in the GOD Given Gifts and
Talents you have
• Be Passionate Be Energetic - Your
prospects will feed off of it
• Provide the Right Solution - You may NOT
Be the Solution today - Be a Resource
• Be Real -Be Honest with who you are

10. Sell Yourself First
• You Are The Product - Why should I buy
from you?
• Do people listen to your opinions?
• Do people Trust you?
• Are you Knowledgeable about your
industry?
• Do You have your customers best interest
at Heart?

11. Most customers think all
salespeople want is to SELL
them something they don’t
need or want to get their
money...
How Do We Separate Ourselves From
This?

12. People Like To Buy,
They Don’t Like To Be
Sold!

13. Your Prospects and
Clients actually like
Salespeople - They want
us to call + rely on us
to help them.

14. Refocus

15. The Appointment
• Introduction and “brief” description of your
company
• Learning and understanding your prospect’s
company - do your homework
• Seeing if there may be a good fit - May Not
- Ask relevant questions
• Close the Sale or Schedule next step*

16. *Every Appointment Should
Have A Close. It May be a
Mini-Close - May Just Be A
Next Step.

17. It’s Not About You
• Ask Questions about your Customer’s
needs - You are there to Help them
• Listen, Listen, Listen
• Provide Ideas, Potential Solutions - Even if it
is not you

18. Whose Side Are You
ON?
• Don’t try to overcome prospect
Objections - Consider all options
• Be there for your prospect to review all
options - Considerations
• If your prospect is talking with you that
means you are on the Same Side Of The
Table

19. Sometimes,Your Product or
Service Is Not Going To Be The
Right Solution. This Time
They Will Remember You
Because Of Your Honesty And
Willingness To Help.

20. Be A Rainmaker
That Serves

21. Rainmaking - Target?
• Who is your Audience - Industry,
Company, Decision Maker
• Do your homework - Research your target
audience
• Why should they buy from you?
• Why do I want to help them? How can I
Serve them?

22. Rainmaking Tactics
• Dialing and Smiling - Never Cold Call
• Organic Growth - Ask your client how you
can help - Bring Ideas
• Referrals from clients
• Networking
• Social Media (LinkedIn, Blogging, POV)
• E-Mail Marketing

23. Rainmaking - The Hunt
• Set an appointment everyday to prospect
• Treat Yourself as a Client
• No excuses

24. Rainmaking Tools
• Keep a Database ACT (PC), FileMaker Pro
(Mac)
• Laptop, iPad with Portfolio
• Business Cards w/cell + office, e-mail
• Your Voice - ASK

25. Recommended Reading
• The Sales Professionals Playbook - Nathan
Jamail
• Sell Yourself First - Thomas Freese
• The Invisible Touch - Harry Beckwith
• How To Become A Rainmaker - Jeffrey Fox
• Little Red Book of Selling - Jeffrey Gitomer

26. Thank You...
Now Go Serve
Someone and Grow
Your Business
george@propaganda3.com