Tonight, I went to an amazing Marketing Meet-Up! It was the best meet-up I’ve ever been to! I even signed up for some additional training and consulting for my business!
Here is what I learned tonight:
1. Quattrospace.com is a great place to network!
2. Sales People are actually problem solvers.
3. Problems are defined as a difference between your present state and desired state.
4. Closing a sale is our ability to create an environment where the client comes to the conclusion that our services solve their problems.
5. It’s all about the “opener” not the “close” when it comes to selling.
6. Set up a dialogue with your potential client in advance, lay out the conversation guidelines, tell them what you will be asking them and expecting of them:
a) Set your Mutually Beneficial Agreements to Qualify or Disqualify them quickly.
b) Uncover the problem
c) What is the client’s investment (time and money) that will solve their problem
d) Is the client the decision maker, the one who can decide to spend money to solve the problem? If not, who is? Set a new appt up with the decision maker(s).
e) Determine how the client believes you can solve their problem.
7. Ask open ended questions
8. Show respect and gain report
9. Be curious, authentic, and neutral
If you are the top of your industry, an industry leader:
1. You need to defend your spot
2. Keep up with technology and industry changes
3. Attack: yourself! Innovate, innovate, innovate – make your product obsolete and start over!
4. Have the courage, conviction and cash to innovate
5. Keep your strategy constant, but change your tactics often
6. You are a leader of people perceive you as one (they assume you have the most clients and success).
If you are not at the top, but are trying to get there:
1. Create your strategy to get there!
2. Planning: strategize, create your marketing tactics, then implement your plan
3. Your strategy should be based on your competition, not your internal thoughts about how great you are!
a) Figure out what sets you apart
b) Being the best in quality, experience, and service does NOT make you unique! Everyone thinks they are these things!
The guest speaker was Ike Krieger. He was amazing! He really changed the way I think about sales and clients. I signed up for a consulting session with him. I think I can really benefit from his guidance!
This Marketing Boot-Camp is in Woodland Hills on the 3rd Wednesday of every month from now on. The host, Andrew Sokol is a marketing / branding genius; and, i am really excited to work with him on my strategy!
Recommended Authors: Al Reese and Jack Trout’s marketing books
I can bring a guest for free on March 18th. Who wants to go with me?