NEIS presentation 150714
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Slides from the “The M&Ms of Sales and Marketing” presentation to NEIS participants 15 July 2014
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NEIS presentation 150714
- 1. The M&Ms of Sales and Marketing NEIS 15 July 2014
- 2. Peter Gjersoe Denglish 27 years in corporate and 7 contracting Dominate Selling is my 2nd startup Helping SMEs become profitable
- 3. Reference ABS 2013 statistics: • 61% Sole traders • Only 3% have more than 20 employees • 61% $0 to $200,000 • 33% $200,000 to $2Mill • 6% $2Mill+
- 4. My view on SMEs: The lifeblood of our nation A vital part of the community We are Awesome!
- 5. Do you appreciate just how Awesome you are?
- 6. Some fellow awesome individuals: Janine Allis Boost Juice $65+Mill Ruslan Kogan Kogan Technologies $320Mill Phillip Di Bella Di Bella Coffee $83Mill Carolyn Creswell Carmen’s Muesli $50Mill Forbes $6.5 -$7Bill
- 7. The ONLY! thing that is going to stop you Your beliefs
- 8. Your beliefs In life, we need clarity “Your mind is everything; what you think, you become” If you think you have won, or lost, you are right Home-play: Where do your beliefs come from?
- 9. Bethany Hamilton 2014 winner of Surf N Sea Pipeline Woman’s Pro & Nick Vujicic No arms or legs: No problem And we sometimes feel we have problems?
- 10. Nothing happens until somebody sells something ! Vicky Magic Publisher of ‘Busine$$ Matters’: “If you are breathing: You are in sales”
- 12. Selling has improved • 2008 changed everything, especially selling • Selling today is commodity, from 3 to 16 touches • Success in selling? • Numbers game • Trust and Authenticity • Pitch • 2 way dialogue, focus on Them! => Problem solver => Educate => Build trust => Clients => Fans
- 13. Your market niche: Start by identifying your Micro-niche Look for: “Inch wide, but mile deep” What do you love to do - What comes easy to you? Who are the people you would like to serve? Test for: Are there many emotional buyers? Past willingness to spend $$$? How can you be unique? Unique example: Facebook
- 14. Your opportunity: W.W.W. 2.7 Billion today (34%) + 600Million this year “Think globally and start locally” http://belostudio.com/en/
- 15. Is right message important?
- 16. Open a 2 way conversation: • You need 3 messages: • (1) “So, what do you do?” 8-10 sec • (2) “How do you do that?” 20 sec • (3) “Why?” • ‘Well, it’s complicated’ • (1) Its about the people/groups you serve; highlight the benefits you provide for them • (2) “How? We have a proven 4-part program that ….. • (3) We strongly believe …….. • - WE! -
- 17. The MeetUp ‘dance’ • “So, what do you do?” • Message to open up 2 way communication • Only when asked do you provide a business card • Never, ever from a wallet • Business cards: Always have ‘call-to-action’ on the back • Exchange value for their details => Coffee meeting • First coffee; review: “Are we a good fit?”
- 18. Right media • Social networks all the rage Facebook - Google+ - LinkedIn - AboutMe • YouTube 3 personalities: See, Hear or Read • Local papers and mail • The more channels => The better
- 19. Beliefs, Niche, Message & Media • Product/Service? • Do you love your Product/Service, or do you love your Clients?
- 20. The issue
- 21. Your product/solution: • Do not try to take on the world • “Same as, but better in that….” • Cheaper, faster, easier to use • Look for 15% improvement Unicorn
- 22. Some suggestions: You are employee number 1 in your new company! Buddy up! Books: Tony Robbins & Michael Gerber
- 24. Goal setting - critical G: Glorious and destiny related O: Outrageous A: Altruistic L: LOUD! S: Schedule S.M.A.R.T.
- 25. Keep in mind ‘Life is a stage’ Never compare your: To their:
- 26. And finally: A lion does not lose sleep over the opinions of a zebra
- 27. How can I help you? • We met and had some interaction at NEIS today • Monthly webinar “From wobbly to STRONG” • 1:1 help • Individually we are drops in the ocean. Together we are an unstoppable tsunami
- 29. Thank you for your attantion • If there is anything I can help you with, please do not hesate to contect me on: • peterg@gjenesys.com • www.dominateselling.com • 0407 900 939