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* Discover the #1 mistake consultants / sellers make * Find out what the top–5% of rainmakers do * Learn a simple messaging "mind trick” * The “three pillars” of successful lead generation * Bringing in revenue
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Winning The Professional Services Sale
Aaron Ross@motoceo
Ago Cluytens@acluytens
• Discover the #1 mistake consultants /
sellers make
• Find out what the top–5% of rainmakers do
• Learn a simple messaging "mind trick”
• The “three pillars” of successful lead
generation
• Bringing in revenue
Today
Ago Cluytens
Love to sell, but not a
salesperson.Still bought more
than I sold. Selling ? Not love
at first sight.
#1 Bestseller
Aaron Ross
$100M @ Salesforce.com
Father of four six
25 hour workweek
1 Do great work and clients will just
find you
2 Word of mouth is enough
3 More clients are better
Hidden Professional Services Beliefs
1 Pick A Niche, Get Rich
Feel Like You’re Pushing
But Not Getting
Anywhere?
Maybe You’re Afraid To
Specialize
• “Boring”
• “Too small”
• “Not sexy”
• “Limiting”
_______ provides professional consulting
services to develop and support online
business solutions. From startup to
Fortune 500 companies, _________ assists
clients to maximize their return on
investment in the Cloud by providing
implementation, development, and
value-added software solutions.
Targeting Everyone => No One Cares
Who’s been your ideal customer?
Get SPECIFIC
Be a SPECIALIST
What are you the King/Queen
of?
Industry Function
Geography
Sweet Spot
2 Sell Ideas, Not Stuff
We provide a leading, next generation
scalable, social platform for crowdfunded
glazed-eye jargonation
Sell Ideas, Not Stuff
3. feature
2. benefit
1. idea
• Create with a passion for Customer
Success
• “Need nothing”
• Truth is the best form of marketing
• Best “ideas” are independent of your
“stuff”
Sell Ideas, Not Stuff
www.PredictableRevenue.com/matrix
3 Messaging
People don’t care what you do. They care about what you can do for them.
1. “How do you help customers /
people?”
2. “So what?”
3. “What’s so great about that?”
(WISGAT)
If ideal clients don’t “get it” quickly…change
it
Simple Messaging Mind Tricks
“Indefinite claims leave indefinite
impressions. Definite claims get full
credit and value.”(“My Life In Advertising”, Claude Hopkins, 1927)
4 3 Pillars Of Lead Generation
58% of marketers now use inbound marketing.(Hubspot, “2013 State Of Inbound Marketing)
When everyone else zigs, zag.
3 Pillars Of Lead Generation
Partner Marketing
• Much Easier • More Effective• Partners Push
You• More Fun
5 Bringing In Revenue
Key metrics / steps:• Suspect to prospect• Prospect to conversation• Conversation to proposal• Proposal to win• Proposal to loss/postponed• By lead source
Know How To Help The Right Clients Buy
Design A High-Priced Package (Think 10x)
Design A High-Priced Package
#INBOUND2013
Want more ?
#INBOUND2013
www.PredictableRevenue.com
www.winthecomplexsale.com
QU
ES
TIO
NS
?
Aaron Ross@motoceo
www.LinkedIn.com/in/[email protected]
Contact
Ago Cluytens@acluytens
Linkedin.com/in/[email protected]
