Creating Value for Buyers

Enjoy Success Growing Your BusinessPeter Lawless – www.3r.ie

What Constitutes a Successful Company?

Producing an excellent product or service.

Selling and Supporting what they produce.

Having Great, Motivated People

Entrepreneurs Take Risks

What to do when it gets tough? Problems are

challenges

Challenges are opportunities

Opportunities reward those who take action!

What does Success mean to YOU

What will you OWN?

What will you DO?

Who will you Share it with?

The 5 Key Success Factors

Increasing Leads Converting Leads to Sales Lifetime Customer Value (annualised) Operating Costs (Margin) Reinvesting Profit to foster innovation

Lead Generation (Prospecting)

Commonly known as Marketing A lead can be defined as follows;

A person or company that has expressed an interest in you or your product

This could be either as a result of: You contacting them - outbound Or them contacting you - inbound

Converting Leads to Sales

What problem or desire does the product address?

What does addressing that issue enable the purchaser to do?

Can the buyer assign a value to that new capability?

When ideally do they need this by? What is the cost of doing nothing?

Converting Leads to Sales

Identifying – 10%

Valuing – 25%Qualifying – 50%Negotiating – 75%

Implementing / Supporting

Lead Generation

A good sales process ensures best sales practices get repeated

Sellers sell forward!

Close date key in all sales pipelines.

Close Date = Contract Signature.

After the close - someone else delivers!

Do you have a special pen for contract signatures?

Buyers Buy Backwards!

When do I get Ownership?

How do I get there?

Is the roadmap to value clearly defined?

What will this purchase enable me to do & When?

The Contract = Partnership!

Focus on when the customer gets value!

The contract is just one step in a joint journey!

A Foundation for Trust.

It is 5 times easier to sell to existing customers?

You lift me up, and I’ll bring it over

Converting Leads to SalesManual Pipeline analysis Enter appropriate number (1,2,3,4) when action done for each customer© 3R Consulting Ltd 1 1 1 2 2 2 3 3 3 4 4 4 5

Customer Next Action Revenue %age Yield Close Pro

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Sample 1 buying xyz product €100,000 50% €50,000 30/06/2004 yes 1 1 1 2 2 2 3 3 3 4Sample 2 blah €20,000 25% €5,000 30/06/2004 yes 1 1 1 2 2 2 3 3Sample 3 blah €12,000 10% €1,200 30/06/2004 yes 1 1 1 2 2Sample 4 blah €25,000 75% €18,750 30/06/2004 yes 1 1 1 2 2 2 3 3 3 4 4 4Sample 5 blah €120,000 0% €0 30/06/2004 yes 1 1Sample 6 blah €12,000 10% €1,200 30/06/2004 yes 1 1 1 2Sample 7 blah €111,000 50% €55,500 30/06/2004 yes 1 1 1 2 2 2 3 3 3 4 4

0% €00% €00% €00% €00% €00% €00% €00% €00% €00% €00% €00% €00% €00% €00% €0

Totals €400,000 €131,650

3R Definition:

Solution Payback Could be expressed in terms of:

Revenue Growth

Reduction in costs

Regulatory Requirements

Sales Cycle 1 – Identifying – 10%

Solution payback mapped to 3Rs

Champion Identified

Timeline to Purchase agreed

Sales Cycle 2 – Valuing – 25%

Champion Visualizes 3R payback with timescale

Agreement to meet Decision Maker/s

3R Stakeholders Identified

Sales Cycle 3 – Qualifying – 50%

Decision maker confirms 3R payback

Evaluation criteria and plan agreed

Method of Finance agreed

Sales Cycle 4 – Negotiating – 75%

Evaluation criteria met or exceeded

Verbal agreement from DM

Contracts with Legal and Purchasing

Success at Persuasion Ask;

The right Person AT the right Time The right Questions

Listen, then have; The right Answers IN the right Way With The right

Evidence

At all times have a great Attitude

Opening the Call Smile, as though

you really mean it!

Thank them for their time

Ask them how long they Have

Closing the Call Summarise all the

issues they have

Agree a value on solving their issues

Confirm the decision process

Agree an action plan

Set the date of the next meeting

You CAN do anything The Harder you

prepare the luckier you seem to get Doug Collins,

Chicago Bulls Coach, about Michael Jordan

“You become What you Think About”

Buddah – Circa 500BC

Thank you for participating

3R Your Business Growth Specialists Increasing Your Sales Delivering More leads Coaching Leaders for Success Motivating Teams and Groups

www.3r.ie