How To Get Clients & Sell Without Selling (Social Selling)

1. How To Get More Clients & Sell Without Selling ì

2. WELCOME!

3. 3 objectives for this webinar 1.  Add value by modernizing your lead genera4on and sales approach. 2.  Deliver breakthroughs in your lead genera4on and selling strategy. 3.  Invite you to join me in a work-‐from-‐home, online program that’ll update your lead genera4on and selling skills so you see consistent growth, make more money and be happier.

4. Stay till the end … … and get: A Step-‐by-‐Step Guide to Selling in the Digital Era, with an ac4on plan.

5. Introduction ì  How you can get more ideal clients and sell without selling. ì  A lead genera4on process, plus the tools you need to fulﬁll it: ì  Social media / social selling.

6. How I got into this “ﬁne mess”

7. Who am I? ì  I’m a 7-‐figure business builder. ì  I grew my 1st company to 7-‐ figures in record 4me -‐ 2 years (organically) and then did it a 2nd 4me 5 years later. ì  I’ve also recovered a 6-‐figure business and taken it to 7-‐ figures – much harder.

8. Enabling business ì  During the past 18 years I’ve sold to startups and exis4ng businesses – solo entrepreneurs, SMEs and mul4 na4onals. ì  I focus on 3 areas: 2.  Sales Marke4ng 3.  Opera4ons 1.  ì  I deliver consultancy, coaching and training (online and oﬄine).

9. Change your life

10. The trade

11. Eish…hakuna matata

12. Back to school

13. Investment $$$$ + ££££

14. Figured out my why

15. YOU!

16. I believe … ì  …in entrepreneurship. Never has there been a greater 4me than today (especially for women). ì  Dalai Lama said, “The world will be saved by the Western Woman.” So if you’re a woman, this is your 4me! This is a 4me to rise up and contribute.

17. I believe … ì  …in awakened souls, in following your passions and living your dreams. ì  …in healing the world through happiness and that when we all do this we’ll be happier and the impact on the world will be massive. ì  …it’s easier than ever RIGHT NOW to do this.

18. My mission HELP YOU TO BUILD A PROFITABLE 6 OR 7-‐FIGURE BUSINESS.

19. To help you bring your selling methods up-‐to-‐date; to INCREASE your sales, make you more money, make your business easier and your life more rewarding.

20. Agenda ì  What you’re going to get from this webinar is: 1.  Knowledge of how to create a lead genera4on plan to ahract more clients. 2.  A process to free yourself from cold calling, networking and to enable sales with speed plus, my social media quick 4p. 3.  How to build a social media funnel to shorten your sales cycle, support your business, gain an advantage over the compe44on and grow your list. 4.  How to create posts and tweets to sell your products and services.

21. 1. Evolution of Selling ì

22. What is selling? ì  Selling is: ì  all about having conversa4ons! ì  about helping people by matching their needs to their wants, or ﬁnding a solu4on to their problems. ì  about winning AND, ì  It’s the most fundamental aspect of your business!

23. Sales is a people business ì  People buy from people and prospects do business with people they know, like and trust. ì  Put eﬀort and thought into building good rela4onships but never loose sight of the real objec4ve -‐ to make a sale! ì  To achieve a sale you must: ì  Build a good, trus4ng rela4onship. ì  Be clear when you’re building this and when you’re making a sale. ì  Make the sale inside the rela4onship.

24. The ﬁrst rule of sales SWSWSW …NEXT!

25. What makes a good sales person?

26. Buyers are diﬀerent

27. Buyers now seek you out

28. Fact ì 50-‐70% of the buying process happens before you get the opportunity to sell (Source: Forrester)

29. Fact ì 90% of business owners and CEO’s say they NEVER respond to cold emails or calls (Source: InsideView)

30. Fact ì 89% of consumers begin searching for products and services using a search engine (Source: InsideView)

31. Savvy entrepreneurs ì  Savvy entrepreneurs are shiqing their spend away from ‘interrupLon adverLsing.’ i.e. trade shows and direct mail.

32. Better returns through social media ì  57% acquire clients and customers through blogging. ì  44% from Twiher. ì  77% of B2C companies and 43% of B2B companies from Facebook.

33. They’re listening

34. SOCIAL

35. Where to focus ì  To win in business now, you’ve got to be focusing on engagement, interacLon and conversaLons. ì  Recent ﬁgures suggest that 90% of us buy on recommendaLon – even from people we’ve never met. ì  The reason – we’re programmed this way. We follow the herd, keep up with the crowd and so on.

36. Which one? (A) Quiet restaurant (B) Busy restaurant

37. Social media works in the same way Studies show that the average conversion rate on a website shoots from 7% buying up to 71% when we’re recommended via social networks.

38. Social media shortens the sales cycle ì  When you ask for help or search for something through those you’re connected to, you’ll ﬁnd that you’ll end up on the recommended site knowing a lot more. You’ll be more focused and more ready to buy!

39. Key thing to note ì  Understand this and you’ll take traﬃc away from your compe4tors who may out rank you now in terms of SEO.

40. To succeed in business ì  You need to be taught how to use it eﬀec4vely – as a process. ì  You need to know your objec4ve and your market. Then plan, focus and take consistent ac4on.

41. It’s your choice You have a choice – whether to: ì LEAD the change. ì FOLLOW someone’s change. ì QUIT.

42. Consider this… ì If you choose not to, one thing’s certain – your prospects, clients and compe4tors are going to.

43. SO ASK YOURSELF, CAN YOU AFFORD NOT TO UNDERSTAND HOW TO DO THIS?

44. Clients access information

45. Decisions are made

46. Overwhelmed by sales messages

47. BUT … THEY STILL NEED SOLUTIONS (& NOW)

48. Outwit the competition

49. Out maneuver the competition

50. Stealth sell

51. CONNECT MORE DO MORE SELL MORE

52. EMBRACE SOCIAL SELLING

53. Those who get it win 31% greater team quota with social selling techniques (Aberdeen Group)

54. TWEET THAT STAT! 31% greater team quota with social selling #AberdeenGroup @JaneFrankland

55. 3 Levels of social selling LEVEL 3 – Managed Systems LEVEL 2 -‐ Strategy & Formal Training LEVEL 1 -‐ Individuals

56. To stop using outdated methods

57. Empower yourself or your team

58. Here are your new tools

59. Good News AND Bad News

60. Creating The Process ì

61. Prospecting ì Prospec4ng can be one of the less glamorous aspects of running a business but it’s also the most important. If you don’t have leads, you don’t have sales (= no money)!

62. Creating success ì  Using social media to grow your clients and enable sales has been on the radar for so many businesses but few achieve success. It’s usually because: ì  They don’t set objec4ves. ì  They get distracted. ì  Their content is focused on selling, not the client or customer. ì  They’re using “old school” sales and marke4ng mentality with new tools. ì  They provide no value.

63. A replacement for cold calling

64. This is key… ì  … because when you cold call normally, there’s no prior rela4onship established and your prospect has no sense of obliga4on, or interest to give you the 4me of day because they’ve got no idea who you are.

65. WRITE THAT DOWN “Every good conversaLon starts with good listening”

66. Good listening ì  If you want to get more clients you have to get to know your prospects and establish rela4onships—and social media can help you accomplish this quickly and easily.

67. Get good at conversations

68. Think great customer service

69. “Price is what you pay. Value is what you get” Warren Buﬀet

70. Know your VALUE-‐ADD

71. Client & Lead Generation Plan ì

72. Belief: work on it (continually) ì  Set the inten4on, create the vision and believe. ì  Create systems to support you, for example: ì  Create vision boards. ì  Use manifesta4ons, aﬃrma4ons or EFT. ì  Write gra4tude journals daily. ì  Create a business plan and ﬁrm up the numbers.

73. Research & prepare Your buyers Your compe4tors ì  Where do they hang out? ì  Where do they hang out? ì  What do they like to talk ì  What do they talk about about? ì  What are their pains and challenges? ì  What do they do outside of work? ì  Create a proﬁle (avatar) of your prospect ì  Assess their skills (and weaknesses)

74. Discover business opportunities ì  This is where you’re going to ﬁnd your clients and sales opportuni4es. ì  Find your prospects anywhere online -‐ wherever a relevant conversa4on is happening. ì  Find out where your market is having conversa4ons ﬁrst, and then go there.

75. Exercise •  List 5 places where they’re hanging out. By doing this you can get ideas for what to post or tweet about. Go find out what’s already working. •  List 5 topics that are entertaining and interesting to your target. •  List 5 topics that are entertaining and interesting but not necessarily related to your niche.

76. Groups/ CommuniLes/ Forums/Blogs Plagorm (Twiher, LinkedIn, Facebook, blog etc.) Niche Topics (entertaining & interesLng -‐ RELATED) Non-‐niche Topics (entertaining & interesLng – NOT RELATED)

77. Determine the best way to connect ì  Facebook’s best for B2C sales. LinkedIn is the appropriate pla{orm for sales of B2B products or services, and Twiher can be employed for all kinds of sales. ì  Blogs, live chats and comment sec4ons on websites are also great places to generate leads.

78. Remember the competition ì  Gaining compe44ve insight is useful because it enables you to know how to beher posi4on yourself and it can help you get more clients. ì  Listen to what they’re saying and what their clients are saying about them too! ì  Set up Google Alerts for compe4tor terms (brand names, products, business owners names). ì  Follow them on the social pla{orms and join groups where they may be AND listen to what they’re saying.

79. Strategy: set it ì  The strategy i.e. your mission contains the who, what, when, where and why. Everything else is about the tac4cs to accomplish the mission. ì  Your ac4vi4es (tac4cs) are the how and should contribute to the success of a strategy.

80. “Tactics without strategy is the noise before defeat.” – Sun Tzu

81. Image: look the part ì  Percep4on is everything and reality is nothing so it doesn’t maher how good your product or service is. If the prospect or client doesn’t perceive it to be – it’s not. ì  Success or failure so ojen comes down to percepLon and presentaLon. So start oﬀ on the right track by presen4ng yourself well.

82. Remember Google! ì  Your proﬁle has now become a tool and has to represent you well as it’s going to work for you 24/7. ì  Think of it as a door opener and invest in it accordingly. Start by reviewing: ì  Headshots & PR shots (for social pla{orms). ì  Website. ì  Collateral (brochures, business cards etc.).

83. Here’s an example Photos of “Jimmie” by Timothi Photography hhp://Timothi.com/

84. The moth to the lamp

85. Think Bridget Jones!

86. It works so well… ì  The strategy works so well because most of us are short on 4me, so we’ll home in and look at images that stand out. We’re bombarded with zillions of informa4on. ì  When you get a professional image out it makes people look. And, then they’ll spend more 4me diges4ng what your oﬀer or message is. ì  Then they’ll ask the right ques4ons and they’ll ﬁnd the right answers and end up understanding what you’re trying to do.

87. Create a persona ì  Without misrepresen4ng yourself, create a persona (proﬁle) that's likeable and trustworthy. ì  Show personality and don’t make it ALL business. ì  Buyer beware…Posi4on yourself as a jerk and loose business!

88. Gravatars ì  Your Gravatar is an image that follows you from site to site appearing beside your name when you do things like comment or post on a blog. ì  Avatars help identify your posts on blogs and web forums. Plus they can help to drive traffic organically to your website. ì  You can make one really easily at: https://en.gravatar.com/

89. Sell without selling

90. Join communities, groups & forums ì  Start by spending some 4me with the tool you plan to use. ì  Build up your personal account, have conversa4ons, and become acquainted with the norms and expecta4ons of the community.

91. Connect ì  Friend, follow or connect with individuals with proﬁles that match your prospects’ or your clients’. ì  Conduct a search on each social pla{orm or use a resource like hhp://socialmen4on.com to ﬁnd prospects who are talking about your industry or using related keywords.

92. Engage in conversations ì  Then comment on their posts, retweet them, answer a ques4on or share something they say. ì  By contribu4ng to their conversa4on you add value to their network. Then it becomes natural for you to follow them and for them to follow you back.

93. Show you care & add value ì  If you just write them a message with a pitch and a link to your website, they’ll be uninterested. ì  If you say, ‘Here are some solu4ons to your problem, maybe my product or service can help,’ they’ll know you care about them.

94. Keep listening ì  If you really listen to what they’re saying on social media, you can open doors and start a conversa4on without having to make a cold call. ì  Contribute to a conversa4on they’re already having with their social network and share content that they’ll ﬁnd useful.

95. No one-‐way conversations ì  You’ve been given two ears and one mouth for a reason. Don’t have a one-‐way conversa4ons. Don’t talk to your laptop, mobile or tablet. ì  Pay ahen4on to what your prospects and clients are saying, needing and even moaning about. ì  Ask ques4ons, listen for those who are asking for help.

96. Build relationships ì  Put the emphasis on developing rela4onships more than developing leads, because good relaLonships will turn into leads. ì  People share a lot of informa4on, and if you monitor and listen to what they’re saying, you’ll eventually be able to engage in a meaningful conversa4on with them.

97. Take your time & get to know them ì  Once you develop a rela4onship, you can tell the prospect how your product or service might be something they want or need. ì  NOTE rela4onships take 4me to build so don’t expect success overnight. ì  You don’t get married on the ﬁrst date!

98. Conversion ì  Now that you’ve laid the founda4ons – you’re visible, looking the part and built trust, it’s 4me to move the sale along and convert the prospect into a client. ì  Two things are important: 1.  Emails (your list) 2.  Mee4ngs (online and oﬄine)

99. The process Ahract & Promote Leads Convert Suspects Speaking & Events PublicaLons Blogs & Guest Blogs Social Media & PR SEO Prospects Landing Pages CTAs & Opt-‐ins Surveys & Forms QualiﬁcaLon MeeLngs Delight Close/Sell Clients Email QualiﬁcaLon MeeLngs Systems & Processes Loyalists Email Speaking & Events PublicaLons Social Media & PR MeeLngs

100. Social media quick tip The rules: 1.  Know your objec4ve. 2.  Create a process. 3.  Fulﬁll the mission. 4.  Get the BLEEP out of there! 5.  Analyze the results. 6.  Tweak and / rinse and repeat.

101. Walk in your buyer’s digital footsteps

102. Create digital bait (content)

103. BECOME SELLING CONSCIOUS MAKE IT A WAY OF LIFE

104. Summary ì  Knowledge of how to create a lead genera4on plan to ahract more clients. ì  A process to free yourself from cold calling, networking and to enable sales with speed plus, my social media quick 4p. ì  How to build a social media funnel to shorten your sales cycle, support your business, gain an advantage over the compe44on and grow your list. ì  How to create posts and tweets to sell your products and services.

105. Consider your results ì  If you’re not ge~ng the sales results you want it’s usually because: 1.  You don’t know how to sell 2.  You’ve got a block 3.  You’ve not got the resources 4.  You’re not taking enough ac4on ì  This is what we’re going to look at…

106. Perform at a higher level ì  You can choose to give yourself a pay rise. ì  By applying a proven system, you can predictably: ì  Get more leads. ì  Get more mee4ngs. ì  Get more sales . ì  Earn more money and, ì  Have more fun in your business and life!

107. 3 ways to perform at a higher level 1.  Inner game – Selling is 90% psychology so this is about the mental side of selling – belief systems, comfort zones , way you deal with rejec4on. 2.  Outer game – strategies, systems, methodologies – the ‘how you do it.’ 3.  AcLon – how many buyers you get in front of.

108. What’s the value? ì  What’s 1 sale worth to you? ì  What’s the life4me value of 1 of your clients or 1 of your partnerships, alliances or joint ventures? ì  How much more money can you earn per month if you improve your sales skills? ì  2k/month = 24k/year or 240k/10 years. ì  The stakes are high!

109. If I could wave a magic wand

110. What diﬀerence would it make to you or your family if you could bring in an extra 2,000/ month?

111. Study and implement

112. TheDailyWins ì  7 module membership that teaches you how to get more clients and sell: ì  En4re sales process – from ini4al contact through to the close and sale. ì  Delivering a value proposi4on, USP and key diﬀeren4ators so you can stand behind what you charge. ì  Value and pricing in a world of fast decisions. ì  Growing your prospects with tradi4onal and modern tools. ì  Processes and systems. ì  Closing without being icky, salezey or pushy. ì  Videos, PDFs, fun sheets and done for you sheets/scripts. ì  Weekly sales calls live for the 7-‐week program. ì  Access to a community and group.

113. LIMITED TO 40 MEMBERS

114. Program ì  Teach you my proven system for: ì  How to get unlimited leads. ì  How to get unlimited mee4ngs. ì  How to convert leads, deal with objec4ons and close. ì  How to track your progress and analyze your performance. ì  How to use social selling inc. Twiher, Facebook, and LinkedIn. ì  How to be a champion in conver4ng prospects into clients.

115. Close your eyes ì Imagine how it would feel to have: ì More clients ì More money ì Less stress

116. TheDailyWins Inner Game -‐  Founda4ons to selling -‐  Strategy & planning -‐  Posi4oning & USPs Outer Game -‐  Methodology & process -‐  Time management -‐  Selling with the phone & mee4ngs -‐  Social selling with Twiher, Facebook & LinkedIn AcLvity -‐  Repor4ng, analysis & performance Extras -‐  Weekly calls throughout the program -‐  Facebook Community

117. BONUSES

118. 5 Bonuses 1.  Selling with Colour training module and e-‐Book from a global leader in colour consultancy. 2.  How to Build a Personal Brand e-‐Book. 3.  An audio interview with an expert on iden4ty upgrading that covers self sabotage and money. 4.  An e-‐Book on Financial Educa4on. 5.  Email access to me during the program so you're supported throughout your journey and not leq alone.

119. SIGN UP AND GO TO: hhp://jane-‐frankland.com/ trainings/thedailywins-‐program

120. If this course was oﬀered free YES NO

121. FREE is not invested ì Congratula4ons if you answered NO. You’ve got a winning ins4nct. ì When you invest in yourself through others you take the commitment seriously.

122. Additional bonus Register in next 10 minutes: A step-‐by-‐step cheat sheet on how to grow your views and subscribers on YouTube. I'll be sharing how I grew mine as an unknown to over 100,000 views & 600 subscribers in a year.

123. AND… ì The ﬁrst 6 people who choose to move forward with this today (next 24 hours) get an addi4onal bonus – 1 hour private coaching session with me.

124. Early bird discount REGISTER TODAY FOR THE DISCOUNT

125. Still not sure…think about this ì  Whether you sign up today or not there’s a cost involved. ì  That could be tens of thousands of dollars or pounds -‐ if not more. ì  This is a well thought out program that’s backed by a 30-‐day, no ques4ons asked, money-‐back guarantee. ì  This is also tax deduc4ble if you’ve got a business.

126. Time to invest in yourself

127. SPEND MONEY TO MAKE MONEY

128. Questions & Answers ?

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