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Groups Grow Your Business Exponentially
November 12, 2018
Janice Jokkel, TrainerTainment
Garth Brophy, Palasad
Breakout Activity
• What causes sales?
A Numbers Game
What’s possible?
What’s my goal?
How will I get there?
Grow Your Sales
What’s Possible?
Calls per hour 3 calls
Hours per day 8 hours x 3 calls
Calls per day 24 calls x 5 days
Calls per week 120 calls
100 calls / 50 connections / 5-25 eventsCalls per week – 100 calls
Grow Your Sales
What’s my goal?
What is my target? $400,000
Average group event $800
How many events annually? 500 events
How many per week 10 events
Calls per week – 100 calls
Grow Your Sales
How will I get there?
Focusing on 25% of time dedicated to the sales process
Co-workers
Guests
The world
• But WHO will I call?
Prospecting
Vendors
Past Events
Referrals
In-house Referrals
Grow Your Sales with REFERRALS
Onsite – Public Thank You
72 hrs – Feedback Call
1 week – Thank You Card
2 weeks – Referral Request
Turn the Cold Call into a Hot Sale!
• You have worked with in the past• You want to work with• Networking Events• Chamber• Friends• Family Members
Build a
Company Profile
Build a
Personal Profile
In Action
Final Top TipLink with every outbound and inbound
connection!
More bang for your buck!
Expos · Family Events · Chamber
Community Events
Talking to the Right Person
The Gate Keeper
What is this in regards to?
Whom shall I say is calling?
Why don’t you leave me your information?
The Decision Maker
Influencer
Don’t let your information go to file 13!
PCQPC
Follow the Process
Follow the Process
P C Q P CProspect Connect Qualify Propose Close
Prospect
• Decide on your ideal client
• Keep a top 10 list all the time!
• Make this your 1st and TOP priority (8-10 hours per week)
P TOP 10 LIST
Connect
C
• No real sales/interaction/relationships happen without 1st
Connecting to another…
• EVEN yourself-until you get connected to “buying off on” whatever it is you want to do… it won’t get done!
Qualify
Be interested
NOT interesting…
Q
Propose
• Solutions based on them-
Not YOU and what you want to sell.
• It’s not about your stuff P
Close
C• Ask the person to “BUY”
from you
• People Buy From People
• Write down and prepare to share TYPES of clients to call on for Holiday Group Events/Parties!
• Create your Top 10 Businesses that you will target
• Call to Action!
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