Peter Gjersoe
Denglish
27 years in corporate and 7 contracting
Dominate Selling is my 2nd startup
Helping SMEs become profitable
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+
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
$50MillForbes $6.5 -$7Bill
Your beliefsIn 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?
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?
Nothing happens until somebody sells something
!
Vicky Magic
Publisher of ‘Busine$$ Matters’:
“If you are breathing: You are in sales”
Selling has improved• 2008 changed everything, especially selling
• Selling today is commodity, from 3 to 16 touches
• Success in selling?
• Numbers game
• Trust and Authenticity
• Pitch
• 2 way dialogue, focus on Them! => Problem solver => Educate => Build trust => Clients => Fans
Your market niche:Start by identifying your Micro-niche
Look for: “Inch wide, but mile deep”
What do you love to do - What comes easy to you?
Who are the people you would like to serve?
Test for: Are there many emotional buyers?
Past willingness to spend $$$?
How can you be unique?
Unique example: Facebook
Your opportunity: W.W.W.2.7 Billion today (34%)
+ 600Million this year
“Think globally and start locally”
http://belostudio.com/en/
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! -
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?”
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
Beliefs, Niche, Message & Media
• Product/Service?
• Do you love your Product/Service, or do you love your Clients?
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
Some suggestions:
You are employee number 1 in your new company!
Buddy up!
Books: Tony Robbins & Michael Gerber
Goal setting - critical
G: Glorious and destiny related O: Outrageous
A: Altruistic L: LOUD!
S: Schedule
S.M.A.R.T.
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
Thank you for your attantion
• If there is anything I can help you with, please do not hesate to contect me on:
• www.dominateselling.com
• 0407 900 939