NEIS presentation 150714

The M&Ms of Sales and Marketing

NEIS 15 July 2014

Peter Gjersoe

Denglish

27 years in corporate and 7 contracting

Dominate Selling is my 2nd startup

Helping SMEs become profitable

Reference ABS 2013 statistics:

• 61% Sole traders

• Only 3% have more than 20 employees

• 61% $0 to $200,000

• 33% $200,000 to $2Mill

• 6% $2Mill+

My view on SMEs:

The lifeblood of our nation

A vital part of the community

We are Awesome!

Do you appreciate just how Awesome you are?

Some fellow awesome individuals:

Janine Allis Boost Juice

$65+Mill

Ruslan Kogan Kogan Technologies

$320Mill

Phillip Di Bella Di Bella Coffee

$83Mill

Carolyn Creswell Carmen’s Muesli

$50MillForbes $6.5 -$7Bill

The ONLY! thing that is going to stop you

Your beliefs

Your beliefsIn life, we need clarity

“Your mind is everything; what you think, you become”

If you think you have won, or lost, you are right

Home-play: Where do your beliefs come from?

Bethany Hamilton 2014 winner of Surf N Sea

Pipeline Woman’s Pro

& Nick Vujicic

No arms or legs: No problem

And we sometimes feel we have problems?

Nothing happens until somebody sells something

!

Vicky Magic

Publisher of ‘Busine$$ Matters’:

“If you are breathing: You are in sales”

Perception of selling

Selling has improved• 2008 changed everything, especially selling

• Selling today is commodity, from 3 to 16 touches

• Success in selling?

• Numbers game

• Trust and Authenticity

• Pitch

• 2 way dialogue, focus on Them! => Problem solver => Educate => Build trust => Clients => Fans

Your market niche:Start by identifying your Micro-niche

Look for: “Inch wide, but mile deep”

What do you love to do - What comes easy to you?

Who are the people you would like to serve?

Test for: Are there many emotional buyers?

Past willingness to spend $$$?

How can you be unique?

Unique example: Facebook

Your opportunity: W.W.W.2.7 Billion today (34%)

+ 600Million this year

“Think globally and start locally”

http://belostudio.com/en/

Is right message important?

Open a 2 way conversation:• You need 3 messages:

• (1) “So, what do you do?” 8-10 sec

• (2) “How do you do that?” 20 sec

• (3) “Why?”

• ‘Well, it’s complicated’

• (1) Its about the people/groups you serve; highlight the benefits you provide for them

• (2) “How? We have a proven 4-part program that …..

• (3) We strongly believe ……..

• - WE! -

The MeetUp ‘dance’• “So, what do you do?” • Message to open up 2 way communication • Only when asked do you provide a business card • Never, ever from a wallet • Business cards: Always have ‘call-to-action’ on the back • Exchange value for their details => Coffee meeting • First coffee; review: “Are we a good fit?”

Right media• Social networks all the rage

Facebook - Google+ - LinkedIn - AboutMe

• YouTube 3 personalities: See, Hear or Read

• Local papers and mail

• The more channels => The better

Beliefs, Niche, Message & Media

• Product/Service?

• Do you love your Product/Service, or do you love your Clients?

The issue

Your product/solution:• Do not try to take on the world

• “Same as, but better in that….”

• Cheaper, faster, easier to use

• Look for 15% improvement

Unicorn

Some suggestions:

You are employee number 1 in your new company!

Buddy up!

Books: Tony Robbins & Michael Gerber

Expect challenges:

Goal setting - critical

G: Glorious and destiny related O: Outrageous

A: Altruistic L: LOUD!

S: Schedule

S.M.A.R.T.

Keep in mind ‘Life is a stage’

Never compare your: To their:

And finally:

A lion does not lose sleep over the opinions of a zebra

How can I help you?• We met and had some interaction at NEIS today

• Monthly webinar “From wobbly to STRONG”

• 1:1 help

• Individually we are drops in the ocean. Together we are an unstoppable tsunami

Who’s awesome?

YOU ARE!

Thank you for your attantion

• If there is anything I can help you with, please do not hesate to contect me on:

• [email protected]

• www.dominateselling.com

• 0407 900 939