Top Secrets of Multimillion Dollar Producersexpo.ppai.org/Sessions/handouts/Multimillion 2016.pdf · Master Lead Generation & Prospecting 3. Position Yourself for Success 4. ... 7.

Presented byDavid Blaise

author of

Getting Started

Sledgehammer Marketing

Top Secrets of Promotional Products Sales

co-author of

The Power of Promotional Products

http://www.SmartEQP.com

© 2016 David Blaise, Blaise Drake & Company.

All rights reserved. Reproduction in any form is unlawful

Top Secrets of

Multimillion Dollar Producers

A Free Gift Before We Begin…

Bring the Card to Booth #___________________________

Use the Password: _______________________________

Just be one of the first 100 people to stop by the


Tradeshow Booth and use the password below:

Million-13139

Get a Free Copy of the Audio CD

Training Program & Mini-Poster

“How to Compete with Websites,

Local Competitors and Price-Cutters”

1. Make Your Time Count for More

2. Master Lead Generation & Prospecting

3. Position Yourself for Success

4. Maintain Focus on Your Unique Strengths

5. Delegate Everything Else

6. Know Your Numbers

7. Communicate Clearly

Top Secrets of Multimillion Dollar Producers

1. Make Your Time Count for More• Know what your most important priorities are

each day.

• Categorize accounts according to how much they’re worth to you. Allocate your time accordingly.

• Get referrals from one department within a company to the others. Penetrate deeper.


2. Master Lead Generation & Prospecting• Be proactive about who you’re targeting. Choose who

you want to do business with and who you don’t

• Use existing accounts to refer you to manufacturers and vendors they use

• Focus on both horizontal and vertical marketing, targeting selected businesses in your area and the specific industries with the best capacity to buy


2. Master Lead Generation & Prospecting• Pick an area and become a specialist. Sell a safety

program or some other type of program geared toward getting a result. First sell it to one company, then another.


3. Position Yourself for Success• Educate your clients on how to use promotional

products correctly

• Get to your clients’ true needs with questions like:• What do you want this program to accomplish?

• Why do you think you need a promotional product?

• How are you going to use it?

• How will you distribute it?

• How will you determine if this program is a success?


3. Position Yourself for Success• Let people know if you are able to handle a

complete program from creative to fulfillment

• Sell projects and programs more than products


4. Maintain Focus on Your Unique Strengths• Determine your most powerful unique strengths

• Isolate the aspects of business at which you’re best (and most required.)

• Invest nearly all your time and energy in those areas on a daily basis


5. Delegate Everything Else• Start with low dollar/no dollar work

• Continue with important work that doesn’t suit you

• Utilize the “last time” method of delegation


6. Know Your Numbers• Know the key numbers in your business

• Big orders with small profit margins create a large element of risk if something goes wrong

• Send out more letters and more new business presentations than anyone else to attract new clients

• When it comes to new business, keep the pipeline full and the rest will take care of itself


7. Master Communication with Clients• Vary your approach• Frequency of contact depends on the needs of

the client• Create a new business development program to

stay in touch with prospects and clients• Practice what you preach. Use promotional

products whenever possible to communicate your message.

• How many times can you get your name across their desk, without asking for anything?


Some Additional Points:• Attitude is a great help, but it is not a

substitute for competent action• Building a Million Dollar Book of Business is

an ongoing process• You are not alone!


Questions?


“Most successful people have not achieved their distinction by having some new talent or opportunity presented to them. They have developed the opportunity that was at hand.”

-- Bruce Marton

A Final Thought…

Don’t Forget Your Free Gift…

Bring the Card to Booth #___________________________

Use the Password: _______________________________

Just be one of the first 100 people to stop by the


Tradeshow Booth and use the password below:

Million-13139

Get a Free Copy of the Audio CD

Training Program & Mini-Poster

“How to Compete with Websites,

Local Competitors and Price-Cutters”

Presented byDavid Blaise

author of

Getting Started

Sledgehammer Marketing


co-author of

The Power of Promotional Products

http://www.SmartEQP.com

© 2016 David Blaise, Blaise Drake & Company.

All rights reserved. Reproduction in any form is unlawful

Top Secrets of

Multimillion Dollar Producers

Top Secrets of Multimillion Dollar Producersexpo.ppai.org/Sessions/handouts/Multimillion 2016.pdf · Master Lead Generation & Prospecting 3. Position Yourself for Success 4. ... 7.

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