How to Use Business Systems to Find More Buyers

Speaker Launcher

This month at The Wealthy Speaker School, we are focusing on the topic of finding more buyers. So, today I want to take a look at how we can use business systems to find more buyers for your speaking business.

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A Quick Guide to Buyer Personas

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What is a Buyer Persona in Marketing? HubSpot provides a succinct definition: A buyer persona is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. How to Create a Buyer Persona: 5 Key Data Collection Steps.

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It's Come to Even This: New York Magazine Looking for Buyer

Jane Genova: Speechwriter - Ghostwriter

  If New York Magazine finds a buyer that means editorial types will find themselves on the street. Those of a certain age remember when New York Magazine was red hot. It was  the read to find out about trends such as the Me Generation.

Buyer 52

Are You a Pusher or Attractor?

Speaker Launcher

Emerging Speaker Rising Superstar Speaker Seasoned Speaker Speaking Business Strategy becoming a keynote speaker becoming a speaker build your speaking business helping speakers grow mapping out your content prospective buyers Wealthy Speaker School

2020 86

Writers - Trapped in Buyers' Market, Pivoting to Sellers' Influencer Market

Jane Genova: Speechwriter - Ghostwriter

The world of leadership communications has split in two. There are those with full-time jobs with benefits. They work very hard to earn their money. But that compensation tends to be more-than-enough. If not, shame of you. Find another job. Then there are those who are independent executive ghostwriters and speechwriters. A percentage of them earn as much or, given the way taxes are calculated, as do full-timers.

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How to sell in a “buyer’s market”

SpeakerSue Says...

There’s a lot of talk these days about this being a “buyer’s market” with sellers constantly being reminded they’ll be expected to provide additional “concessions” to win the business. Most buyers just want to feel certain they got a great deal, and the best value. Whether it’s a buyers or sellers market, when you know you have a great product or service and convey that confidence to your buyers, you can change your world.

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Real Estate Industry - Millennials Represent 30% of Buyers & Their Purchases Are in Midwest

Jane Genova: Speechwriter - Ghostwriter

Athens, Ohio. That location is the number-one place where older Millennials (24-34) are purchasing houses, reports Ellie Mae. The other top 9 are also based in the midwest. Along with OH, the Dakotas have become popular. The real estate industry better pay attention. Here is the detailed coverage in USA Today. The reasons why youth purchasing of houses has shifted from the coasts are obvious.

Buyer 40

How Our Thinking Impacts the Bottom Line with Kris Plachy

Speaker Launcher

The Wealthy Speaker Podcast Building your speaking Business business foundation find more buyers finding prospects marketing processing sales funnels supporting business growth systemsWhat does it take to create a positive mindset?

2020 70

"Dallas Buyers Club" - Illness as Platform for Being All We Can Be

Jane Genova: Speechwriter - Ghostwriter

The new film "Dallas Buyers Club" is set in a very different time - 1985.  HIV, which usually led to then-fatal disease AIDS, had emerged as a global epidemic.  Unlike other nasty fatal diseases such as ALS, HIV and AIDS carried enormous stigma.  It was usually transmitted through homosexual sex and IV drug use.  In addition, fear of catching it through the victims' bodily fluids isolated them.

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Tips to Better Prospecting with Hosted Buyer Appointments

SpeakerSue Says...

We go to these hosted buyer things and come back with a boat load of new prospects. Hosted buyer appointments can be an awesome way to start a trusting relationship with a new customer. From talking to buyers, many sales people start the appointment by asking questions and then quickly go into their feature dump. “We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business.

Buyer 43

Product Management: 6 Solid Best Practices For Newbie PMs

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Here are some pointers: Each story should be aligned with a specific buyer (user) persona. Buyer Persona Deliverables Kano Model Analysis KJ Technique Noriaki Kano Priority Buckets Product Development Product Life Cycle Product Management Product Requirements DocumentA product manager ensures that the product a company releases aligns with customers’ needs and expectations.

2020 62

How to best convert YouTube video viewers into buyers | Media Training

TJ Walker Interactive

Uncategorized Media Training youtube

Buyer 40

Are you insulting your buyers without knowing…

SpeakerSue Says...

When Nielson contacted me a few years ago to ask if I’d participate in rating TV programs, I was quite excited. I had heard about the Nielson ratings since I was a little girl and I was delighted to let them know what I watched and didn’t. I understood that it required keeping detailed notes on my viewing habits and that it was a significant time commitment. But then I received the materials. It wasn’t the paperwork that bothered me.

Buyer 40

When the Audience Isn't the Most Important Factor

Speak and Deliver

If you don't please the buyer, what the audience thinks doesn't matter. Your buyer's agenda beats the audience's need, and you need to keep in mind 'who's boss'. As a speaker, you should have their best interests at heart, and help them acquire the information and/or reach the conclusion the buyer needs them to reach - quickly, easily, and positively. But if you aren't speaking the language of your buyer, you may quickly find yourself without buyers altogether.

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The Focused Hustle 5 | March 2020

Speaker Launcher

MARCH 2020 MUST LISTEN PODCASTS Here are this month’s must-listen podcasts: How to Land Speaking Sponsorships with Julie Austin The Keys to Closing More Business with Ron Karr How our Thinking Impacts the Bottom Line with Kris Plachy Get your Speaking Business Off the Ground as a Side Gig with Alex Swire-Clark LISTEN NOW MASTERCLASS: FINDING THE BUYERS Need help finding more buyers for your speaking business?

2020 46

The Importance of Daily Habits to Become a Successful Speaker

Speaker Launcher

Because developing the daily habits that put you in front of buyers on a regular basis, fearlessly planting seeds, or asking for business from past clients cannot be overstated. Daily habits. Not the most glamorous topic, but an important one for anyone building a speaking business. So, let’s look at the importance of daily […]. The post The Importance of Daily Habits to Become a Successful Speaker appeared first on Jane Atkinson.

2019 72

Odds Are PR/Marcom Firm Owners Want to Sell

Jane Genova: Speechwriter - Ghostwriter

Of the firms surveyed, 92% indicated they had been approached in the past two years by an interested buyer.  To sellers, the most attractive kind of buyer was the large independent public relations firm.

2018 52

From Down Low To Up High

Thoughts On Presenting And Design

As I had been thinking that the ideal buyer for a bike like this would be a commuter, I just had a moment of questioning my decision to go without a chain guard. Good progress today. Yesterday, the crank set and the shifters came in. As I mentioned at the start of this, I’m modernizing the drive train. It’s for good reason, though: safety.

2019 109

3 Reasons Sales People Have NEVER Been More Important – Indispensable Really!

SpeakerSue Says...

Excellent sales people collaborate with their buyers to create customized solutions that ensure the buyer’s success. “Diagnose the pain” is so insulting implying that the buyer needs a sales person to uncover what is really important to him. They ask questions based on their insights because they manage the situation that the buyer is in day in and day out for other buyers. A long time ago in a galaxy far away…. sales people held all the power.

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Using Your Selling Systems to Convert Sales

Speaker Launcher

From the moment I connected with a prospective client, I documented the process and often, after a number of communications via phone, email, and mail, I would convert the prospect into a buyer. Many moons ago when I was working as an agent for speakers, I developed my own customized system for selling.

2018 56

Stop making these two common HUGE proposal mistakes

SpeakerSue Says...

persuade buyers you’re the best choice and why. Knock it off and instead tell the story that matters to the buyer! What did you and your buyer talk about as key drivers? What do you know, from your knowledge base, is critical to this type of buyer? What is a proposal? Is it a communication tool to: A. provide specific rates, inclusions, availability.

What is a Storyboard And How to Use it in Product Design

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So every customer map has a journey (scenario) and a hero ( ideal buyer persona ). With the help of a storyboard app, you can translate that journey into a step-by-step story, built around the particular needs, woes, and concerns of your ideal buyer.

2020 76

How to Set Up a Winning Customer Success Program

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Customer Experience (CX) is the new battlefield for brands as it has overtaken price as a key factor impacting purchase decisions both among B2B and B2C buyers. Determine What “Success” Means for Your Ideal Buyers. your ideal buyer persona ? Now if you didn’t formalize your ideal buyer personas, get back to your drawing board. Here are several helpful templates for that: Target Buyer Persona Template. Editable Buyer Persona PowerPoint template.

The Executive?s Guide to Marketing Automation

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With marketing automation software companies can devise more comprehensive campaigns, featuring personalized workflows for different buyer personas. Review, revise and update your target buyer personas .

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

You show up at one of the stores unannounced, track down the buyer and say, "So when are you going to buy my cookies?" The buyer responds, "Have you sent me samples?" The buyer hands you her card and says, "When you're ready, call me to make an appointment so we can sit down with samples and pricing information." His audience (the buyer, and by extension, the potential customer) said, "Make an appointment." The salesperson failed to let the buyer sample the product.

This surprising negotiation tactic will put you in the driver’s seat

SpeakerSue Says...

The price you mention anchors the value in the buyer’s mind. Your buyer isn’t likely to just cut off the negotiation with a return email that says, “That is too high. ^&%( you.”. You can always choose to lower the rate but once the first price is on the table and in the email, your buyer will orient to that value. But whether wedding couple, meeting planner, corporate decision maker… your buyer will hear only the lowest price.

2019 40

Super power your email sales

SpeakerSue Says...

You built rapport and trust, engaged your buyer with your awesome facilitation skills and asked smart questions. Even though your product and service may be almost identical, your buyers’ needs have changed. Your zoom calls were remarkable this week. They want more! <Insert <Insert woo-hoo here!> > So what happens next? (It’s It’s not a trick question! What do you do next?). You follow-up. Maybe with a proposal. Always with an email.

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Why Customer Centricity Will Win You More Business (in 2020)

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The bottom line: it’s important to have a deep understanding of your ideal buyer personas and anticipate the slightest changes in their preferences. They secured loads of reviews and positive WOM from “micro-influencers” — social media personalities with 50,000 followers or less to mass-appeal to their millennial buyers. Customer centricity is a buzzword you can hardly escape these days.

2020 61

The American Dream - Class Action Lawsuit Positions and Packages It as Vast Conspiracy

Jane Genova: Speechwriter - Ghostwriter

For example, brokers representing buyers tend to not show residential property listed at a commission rate below 6%. The real victim, argues the plaintiff class, is the buyer. That buyer will have to absorb the commission through the selling price.  Sure, homeowners have the option to sell their homes themselves, without any middleman - that is, the licensed real estate broker who charges a commission of about 6%.

2019 40

They want a proposal. Now what?

SpeakerSue Says...

Buyers want to know if you, your team and your product that can make their vision/dream/objectives come true. Buyers want to trust you, feel appreciated and special and feel right about choosing you. It’s about taking the time to create a proposal that is real, specific and impressive because it fully resonates for the buyer. Buyers need to be persuaded that you and your solution are trustworthy. “Send me a proposal,” they say. Why do they want you to send information?

National Enquirer SOLD! - End of an Era

Jane Genova: Speechwriter - Ghostwriter

Well, it found a buyer. James Cohen, a friend of the current owner David Pecker, is the buyer. The National Enquirer used to be  the  gossip tabloid. King of gossip about naughty rich people and criminals Dominick Dunne used to make it his business to get to the supermarket on Thursdays. That's when it was on newsstands.    In addition, it was the National Enquirer which broke the story about presidential hopeful John Edwards' having a mistress. 

2019 43

The Game Has Changed: Have you?

SpeakerSue Says...

More: •leads •engaged prospects •buyers who are happy to say, “Yes, please!” You’ll discover how YOU can create distinction, build trust and engage buyers in a new, meaningful, authentic way. Rain Group says, “Email is one of the top ways to break through and secure meetings with targeted buyers. In fact, 80% of buyers say they prefer to be contacted by sellers via email. What are your goals and dreams?

2020 40

The Game Has Changed: Have you?

SpeakerSue Says...

More: •leads •engaged prospects •buyers who are happy to say, “Yes, please!” You’ll discover how YOU can create distinction, build trust and engage buyers in a new, meaningful, authentic way. Rain Group says, “Email is one of the top ways to break through and secure meetings with targeted buyers. In fact, 80% of buyers say they prefer to be contacted by sellers via email. What are your goals and dreams?

2020 40

An Executive’s Guide to OKRs (Objectives and Key Results) Framework

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Key Activities: Perform market target buyer research. Setting ambitious goals is easy. Reaching them is 10X harder. When that goal is divided across multiple people, the track to success can get even longer.

2020 58

Your Sales Cycle Has Changed. Have You?

SpeakerSue Says...

67% of the buyer’s journey is now done digitally.” 74% of business buyers say they conduct more than half of their research online before making an offline purchase.” Regardless of the research you read, it’s clear your buyer has at least half the information she needs to make a decision before she contacts you. It’s all about what you say to ensure the buyer feels cared about, experiences a sense of excitement and has a simple, thoughtful next step.

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5 Presentation Skills Every Entrepreneur Needs

SketchBubble

Being an entrepreneur is not just about being your own boss; it’s about believing in your product or service to the extent that you are able to convince buyers you have the right solution for them. In other words, you must be able to present valuable information and persuade your audience that buying from you […]. The post 5 Presentation Skills Every Entrepreneur Needs appeared first on SketchBubble Official Blog. Presentation Tips

2016 47

3 strategies to create a proposal that wins the business

SpeakerSue Says...

Proposals (and buyers) that win: 1. Align with the buyer’s key drivers. Don’t flip off buyers with non-responses like: “Information to be provided once we are a consideration.”. According to Hubspot, 80-90% of business is lost at the proposal stage. I couldn’t find actual research to support this and it’s reasonable it’s just the odds. If a planner sends an RFP to five (or more) companies with the intent of saying yes to only one, the math is simple.

Marketing Plan Development: The Start to Finish Guide For Executives

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Target buyer personas analysis and insights. That’s why you should continuously research your target market and refine buyer/user personas. Helpful template: Buyer persona PowerPoint Template. You can get more tips from our dedicated guide to buyer personas. When should you start thinking about your next marketing plan? Some see this as a year-end task.

Are you committing the second worst email etiquette mistake?

SpeakerSue Says...

Many buyers don’t like to let a nice seller down. And some buyers purposefully delay responding to an email. The buyer needs to check with others, is busy with other priorities. “No response is the new no.”. Is that true? Maybe. Or maybe it’s just an etiquette faux pas.

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Product-Led Growth (PLG): The Ultimate SaaS Business Growth Strategy To Pursue

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As we highlighted in our previous post on customer-centricity , most buyers are no longer interested in the product itself. A feedback collection mechanism described above also helps you gain more data for your target buyer personas. Again, rather than second-guessing, you can fill in your buyer persona template with actual user data and then use it to refine: Your key messaging. The competition today, both in the product and services space, is tougher than ever.

2020 40

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

You show up at one of the stores unannounced, track down the buyer and say, "So when are you going to buy my cookies?" The buyer responds, "Have you sent me samples?" The buyer hands you her card and says, "When you're ready, call me to make an appointment so we can sit down with samples and pricing information." His audience (the buyer, and by extension, the potential customer) said, "Make an appointment." The salesperson failed to let the buyer sample the product.

How to use email to handle “objections”

SpeakerSue Says...

The question the buyer expresses may not be the real question. Write an email that piques their interest enough, provides so much care and vision and value that your buyer will want to accept or even make the call. Instead of second guessing the buyer, set up a call to discuss options. You know this. You know email is a rotten communication tool for answering questions because: 1. Too much effort – friction! – is required answering questions.

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Sense-making selling

SpeakerSue Says...

If it causes buyer friction, don’t do it. – are the virtual bridge between the information buyers have when they approach you, and their skepticism. Words! Words to explain what I’ve been teaching for years. It’s a good day! Friction-less. Stanford’s “friction-less” replaced years of saying, easy, effortless, simple. Create a friction-less customer experience. Perfection. And now a new one. Sense making. Sellers – you!