success summit 2015 bottom line - Bitly

5/16/15

www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]

SUCCESS SUMMIT 2015 STRATEGIES TO TRIPLE YOUR BOTTOM LINE Steve Black Chuck Douglas

[email protected] (800) 806 1232

www.BusinessSuccessTraining.com (800) 806-‐1232 [email protected]

3

STEVE BLACK

Business Consultant & Speaker

www.SteveBlack.biz He is regarded to be one of the nations best Marketing Consultants, Sales Trainers and Public Speakers. Having worked with Tom Hopkins and Brian Tracy for over 17 years, and having spoken to over 500,000 business people … he really knows his stuff. He has developed extensive online and offline marketing that are used by business owners and entrepreneurs across the country. His clients love his enthusiasm, and ability to motivate the veteran or the rookie. In addition to Sales Training, he specializes in Social Media and Internet Marketing Strategies. Whether he is hired as a Speaker, or as a Marketing Consultant, his clients love working with him because he businesssuccesstraining.com/steve (800) 806 1232 gets results!

CHUCK DOUGLAS “America’s #1 Sales Trainer” CHUCK DOUGLAS is a leading authority on Corporate Business Strategy, Options Investment Strategies, Training the Trainer, Personal Achievement, Sales & Communication Mastery, Leadership & Team Building, Time Mastery and Wealth Building. His career began in the private sector as a Field Manager for Thorn EMI, the International Conglomerate. Because of his consistent role as top producer and his department’s dramatic profitability, senior executives took notice. Mr. Douglas’ success was based on strategies he began to develop during his Junior Olympic Championship and while at Georgia State University to attain his Summa Cum Laude 4.0 average in Finance & Accounting. Realizing these techniques could be duplicated through training, Thorn EMI promoted him to Senior Corporate Trainer. Mr. Douglas’ mother, a prominent human resources leadership speaker and trainer; overwhelmed with speaking engagements, turned to her son, who was now a successful trainer and speaker himself, for support Not only has he toured with renowned success coaches Anthony Robbins, Brian Tracy, Tom Hopkins, and Bob Proctor, he is also in demand as a National Keynote Speaker. Mr. Douglas has conducted over 5,000 speaking engagements and training sessions nationally and internationally. Utilizing his “High Performance Selling”& “Lead the Way” programs, Mr. Douglas’ style and presence can be defined as dynamic and passionate with an uncanny ability to move audiences to action. He is the author of the upcoming book “Wake-Up, You’re a Sales Champion” and his 6hour “Recipes for Results” & “Lead the Way” Video Systems and 10 hour “Douglas Drive” businesssuccesstraining.com/chuck (310) 283 7032 Audio System are sold nationwide

Text "Success" to 71441 to receive Mobile Biz Card You will be entered into today's grand prize Drawing!

5/16/15

CONNECT WITH

Steve Black

SteveBlack.biz Contest sponsored by Bizness Transitions, LLC

CONNECT WITH

Chuck Douglas

WIN YOUR own mBizCard! Contest sponsored by Bizness Transitions, LLC


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DOWNLOAD THESE @ www.BusinessSuccessTraining.com/123




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Page 4 of workbook


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Page 7 of workbook


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23

OUTGOING

RESERVED

3

P E O P L E

T A S K

OUTGOING Outgoing – Task-Oriented

Outgoing – People-Oriented

P E O P L E

T A S K

Reserved – Task-Oriented

Reserved – People-Oriented

RESERVED

4

OUTGOING T A S K

D Dominant D Direct D Demanding D Decisive D Determined Doer D D Defiant

OUTGOING P E O P L E

I Inspiring I Influencing I Impressionable I Interactive Impressive I I Involved I Illogical

5

P E O P L E RESERVED

S Supportive S Steady S Stable S Sweet S Status Quo S Shy S Sucker

T A S K

C Cautious C Calculating RESERVED

C Competent C Conscientious C Contemplative C Careful C Cold

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win • I like to ___________________

!

future • I like to plan for the ___________ . ideas • I like new ___________________ . results • I like _______________________ . boss • I like to be my own ___________ . fast • I like to move ________________. challenge • I like a _____________________.

liked • I like to be ________________ ! ideas • I like to express my __________ feelings and ______________________ . group • I like being in front of a _______ . surprises • I like _____________________ . activities • I like lots of fun _____________ . recognition • I like _____________________ .

7

accepted • I like to be________________ ! teamwork • I like ____________________ cooperation  and ____________________ . works . • I like sticking with what _____ harmony • I like ___________________ . same . • I like things to stay the _____ appreciation • I like ____________________ .

right • I like to be __________________ !

• I like to know what is expected __________of me. pattern • I like an established ___________ . instructions • I like clear __________________ . finishing • I like _____________ what I start . organizing • I like _________________ things.

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Secret Tip

Secret Tip

Before you can be IN authority, you must learn to be UNDER authority!

OUTGOING

It’s NICE to be important, but it’s more IMPORTANT to be nice.

Percentage of Population:

10 %

Percentage of Population:

P E O P L E

T A S K

20 – 25 % Percentage of Population:

Secret Tip People don’t CARE how much you know, until they KNOW how much you care.

RESERVED

25 – 30 %

30 – 35 % Percentage of Population:

Secret Tip Don’t be afraid to say, “What part of NO don’t you understand?”

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What Personality Type?

10



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http://bit.ly/SteveBlackVideoGirlScout

www.BusinessSucces sTraining.com (800) 806-1232 businesssuccesstraini [email protected]

www.BusinessSucces sTraining.com (800) 806-1232 businesssuccesstraini [email protected]

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SEE PAGE 10 FOR “What You Should Scan” as well as “How To Configure Work Flow”

On MAC or IOS – SCANNABLE works integrates with EVERNOTE For a DESKTOP SCANNER invest in the FUJITSU SCAN SNAP On Droid – use Evernote scanner or CAMSCAN and manage there www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]




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Evernote – Webclipper One Of My Favorite Features


Don’t have `me to deal with your Email? Forward it to your Evernote via email This is also a great technique to forward an ar`cle or share via gmail to your evernote email

NINJA TIP – Set up [email protected] to have people forward stuff direct totour Evernote Account (you will also set up an emal forwarder from this address to your evernote email – either way add to your contact list so you can remember)



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Inside Evernote – Set Evernote Up As Your Default Folder


Evernote – Set Up An Evernote To Do List



PAGE 11

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Inside Evernote – Set Evernote Up As Your Default Folder


Snagit – I like the ease of use with the built in image editor There are various web extensions as well



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Canva.com – This is our top choice


Our New Favorite Photo Tool – Canva.com



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Canva.com – This is our top choice Others are Picmonkey.com, as well as tons of apps for phone and computer Wordswag -‐ $2.99 for IPHONE/IPAD is terrific – but there are plenty of free ones for phone too!



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Animoto.com Camtasia (from techsmith.com) Jing.com – quick videos


Made with Animoto.com



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Page 33 in workbook

Tools To Be Effec`ve – Free Trial hjp://BusinessSuccessTraining.com/hootsuite



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OTHER TOOLS/ACCOUNTS TO OPEN

Rappor`ve.com (With Gmail and Chrome) WiseStamp -‐ Create Customized Signatures




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Rappor`ve.com (With Gmail and Chrome) WiseStamp -‐ Create Customized Signatures

Serious prospectors -‐ Also take a look at CONNECT6.com www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]

NEW NINJA TOOL www.CONNECT6.com



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NEW NINJA TOOL www.CONNECT6.com


Paypal.com Link Shortner – like Bitly.com Callfire.com IFTTT.com – Total automaòn – ie. – received a “starred email” with words “Payment Declined” … automaOcally added to your “reminder” list www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]


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Install Facebook Messenger


Top of Page 11 of workbook



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SUCCESS SUMMIT 2015 STRATEGIES TO TRIPLE YOUR BOTTOM LINE Steve Black Chuck Douglas

[email protected] (800) 806 1232


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(PAGE 12 OF WORKBOOK)

ONLY Three Ways To Increase Your Sales & Income

1

•  Get More Prospects -‐ From Sales Efforts & Online

2

•  Sell More To Your Exis`ng Customer Base

3

•  Improve Conversion (Close More Sales) www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]

ONLY THREE WAYS TO INCREASE YOUR SALES (REVENUE) & INCOME (PAGE 12 OF WORKBOOK)

Get More Prospects -‐ Sales Efforts & Online • Make more calls, Get More Referrals, Expand your Network • Adver`se, Social Media Efforts, Newslejer Subscribers, etc. • Online – Drive more traffic to your websites

Sell More To Your Exis`ng Customer Base • Sell Value instead of Price • Maximize opportuniès, cross selling into other divisions, etc. • Sell more products – either yours or other peoples

Improve Conversion (Close More Sales) •  Improve your verbiage, scripts and ability to “handle objecòns” both over the telephone and face to face •  Online – Bejer webpages , Sales Lejers & Opt-‐in in forms •  Correspondence – Offline & Online (more emails opened, etc.)



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(Bojom page 12)

ONLY THREE WAYS TO INCREASE

YOUR SALES (REVENUE) & INCOME

What are your goals for each of these three areas? a. I would like to see qualified prospects a month. Right now I probably see __________. b. I would like my average sale to be worth $ . Right now they are probably worth___________. c. I would like to close %________ of the qualified prospects I am in front of. Right now I probably close % ________. www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]

(page 13)

MeetUp.com on Sunday and find different groups BNIOrl.com NETWORKING OUT OF THE BOX CHAMBER GROUPS -‐ Hispanic Chamber ABC Networking Women’s Groups


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Corporate Celebrity Package Normally $1000 – Any Seminar Ajendees $700 •  Ajorneys •  Accountants •  Real Estate Agents •  Network Marke`ng/Direct Sales •  Financial Advisors •  Coaches •  Insurance People •  Franchisees If interested just see Steve Black – We guarantee media placement on minimum of 4 networks within 7 days and will also provide customized pic for your use on LinkedIn, and marke`ng pieces.cLink to citaòns and screenshots www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]


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OYen Barter Customers turn into cash paying customers as well as referral sources



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(See page 56 for Mind Map of Online Marke`ng)


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(Bo[om Page 14 of workbook)


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(Page 15)


Social Networks We Already Know •  Ourselves •  Success Summit •  City\Country Clubs •  Chambers •  Industry Clubs •  Organizaòns •  Chariès •  Religious\Health •  Network Groups •  LinkedIn Groups


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(Page 16 of workbook) www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]


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Top of page 17 Social Media Simple Five Step Approach By Steve Black

Look Great

Add Connecòns

Automate 75% -‐ 85% of Social Tasks

Monitor and Engage

Take Online Relaònship Offline



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Bojom op of page 18 Social Media Simple Five Step Approach By Steve Black

Write This down at bojom of page 18 Social Media Simple Five Step Approach By Steve Black

Look Great Picture/graphics Keywords Contact Info All The Bells And Whistles


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Where Should You Have A Presence?


Look Great


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FACEBOOK:

What is a Facebook Page? (page 19 of workbook)

1. Cover Image 2. Profile Picture 3. Timeline 4. About Sec\on 5. Apps 6. Highlights 7. Composer 8. Pinned Post 9. Friend Ac\vity


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Our Facebook Page


Business Page -‐ Features


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(Workbook – Page 20)




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Look Great! Build the Story of WHO YOU ARE and WHAT YOU WILL DO FOR PEOPLE THAT FIND YOU! ü  ü  ü  ü  ü  ü  ü 

A current position Two past positions Education Profile summary A profile photo Specialties At least three recommendations

Get Found = Keywords



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#1 Lets Make Sure – Look GREAT

Look Great – Add Video’s & Media



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Look GREAT -‐ Tes`monials


Look GREAT – Add Video, etc.



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(workbook page 22 & 23)

(workbook page 22)





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(Workbook page 57 – 59)


(Workbook page 57 -‐ 59)



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(Workbook page 57 -‐59)


Draw this at top of page 24 Social Media Simple Five Step Approach By Steve Black


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Draw this at top of page 24 Social Media Simple Five Step Approach By Steve Black

Social Media Simple Five Step Approach By Steve Black

Add Connecòns Upload Your Email Lists At events use apps – Facebook, LinkedIn (Scan cards with CardScan or Evernote Hello) Advanced apps like Rappor`ve.com or Connect6.com Advanced Search Features Remember: Use Steve Black’s Seven Step Process To Add Contacts

Write This down at top of page 21


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Add Connecòns



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7 Step Process To Add Contacts Iden`fy Prospect LinkediIn

Face to Face

Facebook

MeetUp.com

Networking

Send a Connecòn Request Customize Invite

Send Thank You Message Ask about THEM!

How can you add value to their network

Send Relaònship Building Message With Value Add Giz

E-‐book

Audio

Checklist

Engage With Them on Shared LinkedIn or Facebook Groups Connect On Other Social Networks Move Relaònships Offline Phone Call

Skype Video Call

Coffee

Invite to your leads group

bojom of page 26

Page 28 of workbook



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Page 20




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AUTOMATE 75 – 80 % OF SOCIAL TASKS

Hootsuite or Buffer to Auto Post content Find the right content through Hootsuite or BusinessSuccessTraining.com/Pos`ngTool


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How Could YOU leverage the success of that video?




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Video UPLOADED TO FB inside an event



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Tools To Be Effec`ve – Free Trial hjp://www.businesssuccesstraining.com/pos`ngtool



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What to Post


Ideas for Growing Your Fans on Facebook Use photos in your posts You can prejy much bet that photo posts receive a higher-‐than-‐average Share rate because Facebook’s infamous algorithm, Edgerank, allocates more shares. It seems to do this based on both cause and effect – it “observed” this trend, so takes steps to make sure it perpetuates it. But in case you want proof, the infographic in our previous `p quotes the share rate for photos specifically as “39% higher than average”. And now Facebook has redesigned Timelines to showcase and expand photo shares. Remember you can make these quickly at www.quozio.com www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected] www.BusinessSuccessTraining.com (800)

806-‐1232 [email protected]

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How To Turn Words Into A Graphic


How To Turn Words Into A Graphic



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How To Turn Words Into A Graphic Another tool -‐ Shareasimage.com


Ideas for Growing Your Fans on Facebook Think like a magazine editor



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Send a thank you card


hjps://www.facebook.com/thanks



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Ideas for Growing Your Fans on Facebook – Leverage Pinterest



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(workbook top of page 55)

Tweet: When you post or write your 140 characters on Twijer and hit send it’s called a tweet or twee`ng. Handle: That’s your Twijer name @BizSuccessTrain—balance short with descrip`ve and no majer what your business handle is get your personal name if you can even if you don’t plan to use it right now. It’s like your URL and will have value someday. Follow: This is simply the act of adding someone to your list of people you are following— this makes their tweets show up on your home page. Replies: This is what it is called when someone writes a tweet directly at your handle— @BizSuccessTrain cool post today blah blah—this is ozen an invite to engage with a follower. Retweet: This is a tac`c of republishing someone else’s tweet—the original tweet along with author stays intact, but you are basically showing someone’s tweet to your followers— many people find this a great way to add content and acknowledge good stuff from the folks they follow. dM: This is a message that is sent directly to another user. They must be following you for you to DM them, but this is a very useful tool for private messages and generally a good choice when you start going back and forth with someone on something your en`re base of followers might not find interes`ng. Hashtag: This is a way people categorize tweets so that others might use the same tag and effec`vely create a way for people to view related tweets—it will look something like #marke`ng—more on this in search.


DM gone wrong!!!! www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]


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AUTOMATE 75 – 80 % OF SOCIAL TASKS 1. Gather your content that can/should be automated •  •  •  • 

Engaging quesòns Pictures Meme’s Ar`cles/Content

2. Choose Tools for Automaòns

Hootsuite, BusinessSuccessTraining.com/pos`ngtool (PostPlanner), Buffer, etc. 3. Find ideal automaòn schedule

Will differ depending upon whether your audience is on LinkediN, Facebook, etc. The tools we recommended will help you establish this

4. Create ways to stay tuned in to the conversaòn Hootsuite streams, en.Menòn.com, Google alerts, etc.



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Be aware of `me of day/week you post


Page 33




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Schedule Your Future Posts


Bufferapp.com



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Monitor and Engage


Monitor and Engage

Hootsuite – Set up Streams for clients, prospects and keyywords Other tools like menòn and Google alerts 15 – 30 minutes a day liking posts, shout outs, thank yous, and messaging Take pictures and azer connec`ng – tag people in photos


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Monitor and Engage


LISTEN to conversaòn



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Easily share from any page you are at with Hootlet installed in your CHROME browser



Easily share from any page you are at with Hootlet installed in your CHROME browser



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Other Important Stuff


Interacòn 2 Exchanges Maximum then Transfer them Offline!


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(Workbook Page 35)

THE SECRET! -‐ Take Online -‐> Offline

(Workbook Page 35)



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(Workbook Page 36)


(Workbook Page 36)



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Other Important Stuff



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Page 38 of workbook

NINE STEP PROCESS TO APPOINTMENT SETTING

1. Call Prepara\on -‐ Be organized, have your emails, .pdfs, etc. ready to go 2. Do your homework – Look them up on Internet and Social networks 3. Value Proposi\on not Elevator Speech -‐ “I have an idea that will save/ make you `me/money 4. Aben\on – Use colloquiums – “Can I bend your ear for 32 seconds” 5. Interest – “If I could show you a way to (benefit) .. Would you be interested?” 6. Desire – “We have (proven/guaranteed/cu_ng edge/new)…” 7. Ac\on Step – “Grab your calendar …. Are mornings or aYernoons be[er for you?” 8. Closure – Thank them for `me, confirm date & acòn steps 9. Evalua\on – Posi`ve or nega`ve – log results in CRM or notebook



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NINE STEP PROCESS TO APPOINTMENT SETTING

Voicemails A.  State your name CLEARLY B.  Your number right away – SLOWLY C.  “Call bait” – Peak their curiosity D.  Thank them in advance for calling you back TODAY E.  Your name & number again -‐ SLOWLY www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]

Page 39 of workbook

RAPPORT, AND CREDIBILITY WITH PROSPECTS TRUST, Find common ground Ø  Ø Do your homework in advance Ø Check them out online before you visit them Ø Do what you say you will do Ø Remember people’s names



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(Bojom Page 39)


PLEASE TURN TO PAGE 40 WORKBOOK


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(Bojom page 41)

Remembering Names

1. Stop-‐Clear-‐An`cipate 2. Observe a Facial Feature 3. Repeat name a minimum of 2-‐5 `mes 4. Ajach a Picture 5. Acòn-‐Emoòn 6. Repeat Name 7. Hourly-‐Daily-‐Weekly www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]

Page 42 of workbook

IDENTIFYING NEEDS Ø Ask quesòns -‐ Control the conversaòn Ø Listen twice as much as you talk Ø Probing, Open ended quesòns Ø Never say it when you can ask it Ø "If I am I understanding you correctly?"



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NOW -‐ What are you doing …. ENJOY – What do like most …. ALTER – What would you change …. DECISION – If I showed you something you like

… is there anyone else involved in the decision?

SOLUTIONS – ASK THE RIGHT QUESTIONS

AND PROPECT WILL BE LEAD HERE!


“What is most important to you …” “Were you involved in the decision? “ “Why did you do that in the past?” “Did you buy new or used?” “Hindsight is 20/20 .. What would you have done differently?” “If I showed you something you liked …. Who other than yourself would be involved in the decision”



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Page 43 of workbook

PRESENTATION SKILLS

Ø Focus on crea`ng posi`ve momentum

Ø Avoid fear inducing words like "contract" Ø Gain momentum through minor agreements Ø Mirror and match your prospects body language Ø Create value on non -‐price issues


Page 44 of workbook

Cost Amount or Investment Monthly Payment Monthly Amount Credit App Gather Info Contract Paperwork, Agreement, Start Order Sign OK, Approve, Authorize, Endorse Problem Challenge Appointment Visit Presenta\on Share Some ideas Commission Fee For Service May I be honest with you …? May I be direct with you…? Deal Opportunity www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]


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Page 43 of workbook

PRESENTATION SKILLS

Ø Focus on crea`ng posi`ve momentum

Ø Avoid fear inducing words like "contract" Ø Gain momentum through minor agreements Ø Mirror and match your prospects body language Ø Create value on non -‐price issues * Present to THE PROPER PERSONALITY TYPE (D I S C)


What areas of your presenta\on need improvement?

1. 2. 3. 4.



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(Workbook page 45 top)



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(Workbook page 45 bojom )



Ninja Tip

D – “What’s our next step ? (NOT “the next step is..”) Remember they are “in charge” (or at least we will let them think that –lol) I -‐ Keep them involved -‐ Use s`ckers on paperwork -‐ help with paperwork S – Chat it up! …ie “How was trip? How are the kids?” (slow it down) C – Just “F” words Facts Figures – don’t sell



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(Workbook page 47)


(Workbook page 48)

1. I understand that price is important to you. 2. What would you expect something like this to be? 3. Is price your only concern? 4. I can certainly appreciate why you would feel that way . 5. I will be the first to admit, there are less expensive opOons out there .. If you want to take the risk. Did you know this product was rated #1 by …. 6. If you don’t have any other quesOons … the next step is….



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(Workbook page 48)

I want to think about it …..

“You should think about it. It’s a big decision. I don’t want you to be under any pressure. Just to make sure I have answered all your quesOons . Do you have any quesOons about the (product/service), the (terms), there different opOons … is it that you want to (shop around/see if it fits in your budget)?


(Workbook page 48)

It costs too much …..

“I appreciate you expressing that to me… How much too much do you feel it is/what would you expect something like this to cost/be?.



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(Workbook page 48)

Your price is too high…..

“Your right it is a lot of money. How much too much do you feel it is?” “I appreciate you being direct with me. How much would you expect something like this to be?”


(Workbook page 48)

It’s not in the budget…..

“Thank you for being direct with me. That’s ok. Most companies we work with either make their decision based upon budget or ROI – since you don’t have a budget set aside, lets examine the ROI shall we?”



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(Workbook page 48)

It’s too much hassle to change ….

“I appreciate you saying that. Obviously you have a good reason for feeling that way … may I ask what it is?”


(Workbook page 48)

I don’t believe in …. (leasing/financing/ network marke\ng, etc.) …

“I can appreciate that. Obviously you have a good reason for saying that, would you mind elabora\ng/telling me what it is?”



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(Workbook page 48)

We want to shop around ….

“I understand. Before you go, may I do a quick review? Do you have any quesMons regarding (quanMty/term/opMons)? I know you liked the (benefit) correct? May I ask .. Is it the money?”


(Workbook page 48)

Feel, Felt Found “I understand how you feel. Some of my happiest customers felt the way you do, and here is what they found……” DON”T EVER USE THIS – RECOGNIZABLE TECHNIQUE Steve Black’s Version …. “I can appreciate where you are AT, many others have been in the same SPOT, but here is what they DISCOVERED”



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(Workbook page 49)

NEGOTIATING THE DETAILS Ø  Think Win-‐Win Ø  Be soluòn oriented Ø  Use "we" statements Ø  "Give up" to get Ø  Understand their primary mo`ve www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]



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Page 50 of workbook

1.  Delight your Customers! This means you must UNDER promise and OVER deliver. Customers are much more likely to refer you to someone else if you have exceeded their expectaòns, rather than just met their expectaòns. You must earn the right first before you can expect a referral. So evaluate your process from sale to service and see what you can do to improve even more. 2. Make it easy for them to refer -‐ might be a 8 x 11 form, or a 5 x 7 card – but make it part of “your process”


Page 50 of workbook

3. Incent to Refer -‐ Whether its a financial reward or a thank you giz, the best referral programs provide an incen`ve to refer. If considering a financial reward, connect it back to your product/service. For example, offer a discount for future services or product purchases...or a credit for an add-‐on to an exis`ng product/ service already purchased. Don't think of this as discoun`ng in the tradiònal sense. Instead, treat it as a sales and marke`ng cost, account for it that way, and make sure the referrer understands the value they are ge•ng for the referral they've made.



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4. Promote the incen\ve If you don't ask, you'll never know. But be respec‚ul here. Promote…but do not PUSH. Some promoònal ideas might include: 1)announce the referral program 2) mail out a reminder (i.e. every 90-‐days), 3) add it to your email sig and invoice, and/or 4) organize an event that is compelling with a “bring a colleague” requirement. Remember, it is not a one-‐`me deal. Systemize and make it a part of your regular rou`ne.


Page 50 of workbook

5.  Recognize those who refer Let people know you appreciate their referral. Not only by gran`ng your incen`ve from step 2, but also by personally showing your gra`tude—whether by phone or handwrijen note. The key here is to make it personal! Also, consider acknowledging them in your newslejer with a “thanks to XXX for referring a new customer to our company this month…” 6. Be a Referrer Yourself You may not believe in karma, but in truth…the more you give, the more you get. Always look to how you can help your customers and prospects through referrals within your own network. Doing so will keep you "top of mind" when its their turn to refer you!



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Page 28 of workbook


Page 51 of workbook

Ø  Turn off the nega`ve news, TV Ø  Get around winners! Ø  Make a decision to be the best! Read, Listen and Watch personal development two hours per week. Ø  Invest 3% of your income back in your mind Ø  Exercise three `mes a week Ø  Develop “1%” a day! www.BusinessSuccessTraining.com (800) 806-‐1232 -‐ [email protected]


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(workbook page 52)

1. 

2.  3.  4.  5.  6.  7.  8.  9. 

CONNECT with Steve Black @ hjp://www.linkedin.com/in/steveblackspeaker Connect with Chuck Douglas @ hjp://www.linedin.com/chuckdouglasspeaker “Like US’ at hjp://www.facebook.com/BusinessSuccessTraining Follow us on Twijer @BizSuccessTrain Study this workbook at least once a week for six weeks For next 21 days do 15 – 30 minutes of personal development EVERY DAY – reward yourself with dinner/movie/recreaòn/spa. Within two weeks have your profile on four major Social Media service op`mized including you Facebook Business Page. Connect with your customers, and referral partners. Establish your blog within next seven days and blog a minimum of three `mes a week for next 12 weeks. Within next 36 hours have iden`fied over 100 sources of potenàl referral sources, and reach out to them all within next three weeks. Order your new business cards and customized thank you notes – if necessary – get new headshot. Be sure to list your social networks on card. Write thank you notes habitually. Get coach or accountability partner and prac`ce the sales process from rapport to negoàòns. Write down three good things that happen every day and pray about them. WE COULD GO ON – BUT THIS WILL KEEP YOU BY FOR NEXT 90 DAYS :>



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TAKE ACTION NOW – YOU WILL BE GLAD YOU DID THIS IS A SHOW SPECIAL -‐ ONE NEW CUSTOMER PROBABLY PAYS FOR THIS



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