Upload
gabrielle-zigi
View
41
Download
3
Tags:
Embed Size (px)
Citation preview
GABRIELLEZigi
Digital Marketing Director & PartnerFIREBRAND GROUP
DAVIDFischerPresident
CHARTWELL SEVENTEEN ADVISORY GROUP, INC.AN AUTHORIZED LICENSEE OF SANDLER TRAINING
SXSW 2016 WORKSHOP
You walk into a room
for a networking event-
say SXSW for example.
Immediately, one
question comes to mind:
What’s next?
Three years ago, despite my hatred of selling things, I started my digital marketing firm. I jumped right in and tried my hand at old school door-to-door sales.
Through observing people in business development or sales roles,
I noticed that they loved chatting and loved making friends.
However, they were focused on making the clients like them,
not the “technical” stuff.
There has to be a way for the people in sales positions
to set companies up for stronger success.
There also has to be a way for those of us who aren’t
doing sales to be stronger advocates for what we do.
In August 2015 my company merged with Firebrand Group. Shortly
thereafter we were introduced to David Fischer and Mark Duval.
Together, we developed
a unique way to
approach clients and
networking. No matter
what your role is, from
entrepreneur to a
manager to a developer,
your purpose is to add value.
To control the conversation, you must
get behind the Pendulum and choose the
direction in which it swings. Do not act too
eager. Remember, you are the expert.
By the end of this workshop, you will have the
confidence to go into any event here at SXSW and
know what to say, and you will learn how to
translate that confidence into client-facing interactions.
This methodology will help you to build your relationship with prospective clients and investors, and it will help you internally as well. Let’s call this the “what to say after hello” method.
PART 1 | E S TA B L I S H C O N T R O L
We will discuss how you can take control of the conversation and set an environment of trust, comfort and equal business stature by using pattern interrupts and up-front agreementsWe will then break into teams of four to test this in a real world scenario.
PART 2 | M A K E A C O N T R A C T W O R K F O R Y O U : D E F I N E R O I
We will discuss how to get to the root of the deliverables to determine the true KPI (and therefore ROI).We will use the analogy of doctors diagnosing a patient. As a patient, the client communicates symptoms and the ROI they believe they should see.
PART 3 | N E T W O R K I N G P I T C H
In this final segment of the presentation, we will tie it all together.You now have a new system for working with clients and also for brainstorming with teammates and yourself. But this all has to start with an intro to what you do. To even get to Part 1 & Part 2, you need to have that solid, confident pitch explaining what you do and why you are memorable. Together, we will create your 30-second pitch, which you can then immediately share here. If you make just one good lead at SXSW, this conference was worth it.
Let’s get you that lead!
In summary, if you’re not leading the direction of your client-
facing conversations then you’re leaving success up to chance.
If you give people a reason to listen to you in the first place, they
will want to continue to do so. But you need to take that first
step and open yourself up to the learning process. Stop missing
out. This workshop will teach you what you need to know.
No interaction you have will ever be the same again.