Transcript
Private & confidential@ ryanghall
Don’t Sell. Build Loyalty
Loyalty?
About Me
Private & confidential@ ryanghall
Erm … No.
!nice agency
?
How?
Private & confidential@ ryanghall
It’s about becoming a trusted partner.
Private & confidential@ ryanghall
It’s not about trickery. It’s about honesty
Private & confidential@ ryanghall
It’s about shifting the mindset from pushing for sale to adding value.
Private & confidential@ ryanghall
We want to come and tell you about our services.
“
”Private & confidential@ ryanghall
We would like to talk to you about the challenges you face
and see if we can help.
“
”Private & confidential@ ryanghall
Support the client by helping to educate them.
Private & confidential@ ryanghall
Staying consistent and constant, whether there is
work or not.
Private & confidential@ ryanghall
Sharing the risk and understanding what is needed to make the client successful.
Private & confidential@ ryanghall
what you doand let it show.
Private & confidential@ ryanghall
It’s the secret sauce for building accounts rather than selling
projects.
Private & confidential@ ryanghall
The Manifesto
Private & confidential@ ryanghall
Empathy.
1.
Private & confidential@ ryanghall
Sophisticated qualification criteria.
2.
Private & confidential@ ryanghall
Be passionate, be likeable and listen.
3.
Private & confidential@ ryanghall
Be specific in every way.
4.
Private & confidential@ ryanghall
Start small and earn trust on smaller projects.
5.
Private & confidential@ ryanghall
Offer your most valuable resource. Time.
6.
Private & confidential@ ryanghall
Acknowledging resistance.
7.
Private & confidential@ ryanghall
Provide advice and honest counsel.
8.
Private & confidential@ ryanghall
The 80/20 rule.
9.
Private & confidential@ ryanghall
You don’t need this job.
10.
Private & confidential@ ryanghall
The Effect.
Private & confidential@ ryanghall
Shift your mindset.
Private & confidential@ ryanghall
Stick to the manifesto.
Private & confidential@ ryanghall
Embrace better selling.
Private & confidential@ ryanghall
Accept this is a long-term sale approach.
Private & confidential@ ryanghall
Longer term relationships.
Private & confidential@ ryanghall
It means achieving success by comfortably grow revenue
in a stable way.
Private & confidential@ ryanghall
Thanks for listening. Any questions?
@ryanghall
Give Your Competitors Some Credit (Sort Of)
nice
!
!
!
!
it’s about being a partner !
!
!
nice
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