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Learn MoreSeal the Deal: Win Business and Influence Leadership
Rating: 3.2 out of 53.2(10 ratings)
786 students
Seal the Deal: Win Business and Influence Leadership
Your coach for how to market your business and easily get the right clients without cold calling!
Created bySuzi Pomerantz
Last updated 1/2016
English
What you'll learn
- By the end of the course, you will be able to seal the deal with new clients and leaders because you will know the 10 core steps and essential mindsets for getting new business and influencing leaders!
- You will learn how to simultaneously manage networking, marketing and sales to get the clients you want
Explore related topics
Course content
5 sections • 32 lectures • 6h 32m total length
- Introduction: Setting the Context2:12Welcome to the Seal the Deal self study online course!
So glad you're here! This course is about creating your own authentic business development approach and giving yourself permission to do what works best for you, but you have to first understand that business development is a system so that you can manipulate the system to suit your natural style and approach.
This video clip will take just a couple of minutes to set the context for why it's important to have a business development system for your efforts to get new clients. This video in particular is speaking to coaches, but it equally applies to consultants or any professional services provider, and it takes into account the current economy. Do you have a repeatable, systematic approach to getting in new clients? Are you doing things the hard way? Figuring it out and making it up as you go along? You were not taught a system for business development...that's where this course comes in!In this video clip, our instructor, author and executive coach Suzi Pomerantz, explains why this course was developed: mainly because there wasn't any decent business development system being taught to coaches. When she developed the Seal the Deal course, it very quickly expanded its relevance beyond business coaches to include any professional service provider. Here's the scoop... - Business Development Defined1:45Still kind of setting the stage here. I was interviewed on a television show called Forward Motion and this clip is from that show. It it, I define the terms of business development. This will be useful to you as you move through the rest of this course. You can also find a ton more content in the form of free articles, videos, and podcasts at http://www.suzipomerantz.com.
If you are a coach or consultant working with leaders or in organizations, you must know the nuances of business development. Do you know the critical trinity of getting clients? Suzi Pomerantz, CEO of Innovative Leadership, Author of Seal the Deal and executive coach defines business development as the successful simultaneous integration between networking, marketing and sales in this short clip that is part of being interviewed about her book, Seal the Deal. Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/ - Seal The Deal (Full Book By Suzi Pomerantz in Digital Format)5:56:00Okay, so this is really the heart of the course, and you can use it as a guide as you move through the other elements of the course, but this book is jam packed with all the charts, checklists, and mindsets required to succeed in growing your client base, and it's organized for you in ten steps, since it was written from a live ten-week course on the subject of Sealing the Deal.Some people use it as a workbook within a book to integrate your core materials as you move through the course.
..Forget about marketing… Forget about sales… Forget about networking… Because unless you are using these three business building efforts in concert, you simply can’t Seal the Deal.
You’re good at what you do. You have built it; they will come. Right? Unfortunately, it just doesn’t work that way. You have built it, and built it well. But so have a lot of other very competent professionals. In a crowded marketplace, how will you sell your service without selling your soul? Find out in Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business where leading executive coach Suzi Pomerantz reveals how successful coaches, consultants and other professional service providers create more money, more free time, and more fulfillment. Learn how the top 1% of coaches, consultants and other professionals get it done (and how you can too) in this bestselling book!
- The Sweet Spot Model1:00Alright, so if you haven't yet watched the video in Lecture 2, go back and take two minutes to do that now, so that this model will make sense. :)
This model is the core of the way we think and talk about business development throughout this course. The idea is that business development is an umbrella term. Business development is comprised of three distinct domains, like a three-legged stool that you'll see depicted in this document: Networking, Marketing and Sales. Let's distinguish these first, then look at how you get all three to work in strategic concert to get business.
Business development or rainmaking, means simply creating opportunities for you to serve/ coach qualified clients.- Networking is the relational aspect of your business. It is connecting with others for the purpose of sharing resources, information, leads, referrals, ideas, etc. Cultivating a working network of relationships is crucial to your business development system, but in and of itself will not be the way you build or expand your client base. It is about creating a GENUINE, HUMAN Connection with no agenda. Introverts and extroverts alike can excel here. You can refer back to the 9 mindsets of networking in the Seal the Deal book (lecture 3) p. 266.
- Marketing is how you will prepare yourself to take your unique identity package, your irresistible offer, and your message to market. Marketing is preparing your message and outreach strategy. This involves a lot of strategy, design work, writing, and outreach, but those things alone will not get you the clients you want. Branding is part of marketing. Marketing is about increasing your visibility, and social media plays an important role in that.
- Sales activities are about implementing your business development strategies. Simply put, Sales is an exchange of commitments. It involves making appointments, seeking to be of service, making fabulous and bold offers, and asking for the business. The definition of sales is “creating an equal exchange of value”.
Bottom line: Networking is connecting, Marketing is messaging, Sales is a conversation or series of conversations to create an equal exchange of value
What’s possible if you challenge yourself to question your current truths, beliefs, assumptions, mindsets about networking, marketing, or sales? What’s possible?
If you are active in all three domains, you will find the sweet spot where networking, marketing and sales intersect. When you are hitting your stride in terms of your networking, when your marketing materials and message are clear, and when you understand how to leverage your coaching strengths in sales, you will reach that tipping point where it all comes together to yield results in terms of clients, dollars, contracts, business. That sweet spot is the place where you most effortlessly Seal the Deal.
HOMEWORK ASSIGNMENT:
Individual Self-Assessment: Causing Your Own Sweet Spot -- How do you balance your business development activities across all three? What are you missing? What do you need more of?
The domain in which I have the most skill, success, and activity is: (pick one) Networking, Marketing or Sales?
The domain in which I have the least skill, success and activity is: (pick one) Networking, Marketing or Sales?
Therefore, I plan to consciously take action in the domain of:
Here's how I plan to do that:
Here are the expected outcomes of my doing that:
Here's how I'll know that I accomplished what I wanted to accomplish in that domain:
In order to integrate activity in all three domains in a way that leverages my strengths and suits my personal style, I will take the following actions:
Debrief: How do you balance your business development activities across all three? What are you missing? What do you need more of?
Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/ - Networking is the relational aspect of your business. It is connecting with others for the purpose of sharing resources, information, leads, referrals, ideas, etc. Cultivating a working network of relationships is crucial to your business development system, but in and of itself will not be the way you build or expand your client base. It is about creating a GENUINE, HUMAN Connection with no agenda. Introverts and extroverts alike can excel here. You can refer back to the 9 mindsets of networking in the Seal the Deal book (lecture 3) p. 266.
- Seal the Deal 01 Creating Your 30 Second Commercial18:21This audio program allows you to learn on the go about how to create your elevator pitch in a modular format called "Creating Your 30 Second Commercial". It makes it easy to think about the key bullet points so that you are not forced to memorize a pitch that nobody wants to hear anyway. It lets you be conversational and natural. Just download the mp3 into your favorite portable player and you're good to go. This also corresponds to the Seal the Deal book starting on page 16 from back in Lecture 3.
Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/ - 02 Creating Your 30 Second Commercial Pt225:37Seal the Deal audio part 2: Creating your 30-second commercial continued from previous audio...Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/
- 03 Dealing With Resistance12:55Seal the Deal audio part 3: dealing with resistance you might come upon in your business development efforts. Like all the audios in this program, you can download it to your favorite mp3 player and take it with you on the go for ultimate flexibility. This Lecture deals with the objections you are likely to hear from prospective buyers and how you can prepare your responses to these objections so you are prepared when you encounter it in real life.
Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/ - 04 Preparing For The Meeting18:38Seal the Deal audio part 4: preparing for a live meeting with a prospective buyer
- 05 The Sales Process17:53Seal the Deal audio part 5: The Sales Process with Suzi Pomerantz, Executive Coach and CEO of Innovative Leadership International LLC. http://www.SuziPomerantz.com
As you listen to this mp3 of explaining the Sales Process, it will help if you have the Bowtie Model in front of you, which you can find below at Lecture 10. - Sales Cycle Bowtie Model1:00The Bowtie Model depicts the system of the sales cycle and how it interacts with the service cycle. This is the core system that helps you see the big picture so you can determine your actions and scale your actions accordingly based on the results you want to produce.
Make sure you have this with you when you listen to Lecture 9 which walks you through the sales process, and this model is explained in that mp3. - 06 Following Up31:07Seal the Deal audio part 6: Following up! - with Suzi Pomerantz, Executive Coach and CEO of Innovative Leadership International LLC. http://www.SuziPomerantz.com
- 07 Proposals38:48Seal the Deal audio part 7: Creating Winning Proposals with Suzi Pomerantz, Executive Coach and CEO of Innovative Leadership International LLC. http://www.SuziPomerantz.com
- 08 Lessons Learned Meetings21:43Seal the Deal audio part 8: Lessons Learned Meetings with Suzi Pomerantz, Executive Coach and CEO of Innovative Leadership International LLC. http://www.SuziPomerantz.com
- Distinguishing Networking Marketing Sales 1:00A handy chart distinguishing activities in each domain.
- Distinctions of Business Development2:27
Suzi Pomerantz teaches a group of women law firm partners the distinctions of business development as part of a full day training session. This quick video reviews the three distinct components of business development: Networking (which you'll have a whole section of this course on below in Section 3), Marketing, and Sales. This clip helps reinforce the core concepts we've covered thus far.
- 10 Referrals15:28Don't worry, we didn't skip audio part 9! You'll get it below in Section 3. We moved it there because it is about Networking, which is such an important component of your business development system, it deserves it's own section in this course. So, rest assured, the bit on Networking is coming up, but for now, let's continue with the audio clip about how you go about getting referrals and why they are so important.
Seal the Deal audio part 10: The Art of Referrals with Suzi Pomerantz, Executive Coach and CEO of Innovative Leadership International LLC. http://www.SuziPomerantz.com - Referral Masterclass1:02:15The Referral Masterclass webinar aired live to an international executive coaching audience about how to grow your business through referral mindsets. It was a collaboration between Ben Croft, Ian Brodie and Suzi Pomerantz. Below are the top 12 strategies for referral mastery that are relevant no matter what your industry!
They are explained in the video recording of the webinar.
Enjoy!Top 12 Strategies for Referral Mastery:
1. Be Referable
2. Check motives
3. Plant seeds
4. Set Expectations
5. They want to help
6. Give referrals
7. Timing
8. Ask
9. Acknowledge referrals
10. Be authentic
11. Nurture relationships
12. Detach - Leverage Your Strengths to Seal the Deal1:55
Anyone can integrate networking, marketing, and sales to seal the deal. How to create the shift to what you're passionate about. http://www.suzipomerantz.com Everyone has the ability to seal the deal in a way that feels easy for them. You don't have to feel yucky about sales. Suzi Pomerantz, CEO of Innovative Leadership, Author of Seal the Deal and executive coach coaches Karen Allyn, host of Forward Motion, about leveraging strengths while promoting her book: Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business. Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/
- Networking is: creating a genuine human connection0:48
http://www.suzipomerantz.com, Networking is critical to your business development. Do you know what networking really is? Suzi Pomerantz, CEO of Innovative Leadership, Author of Seal the Deal and executive coach talks about and defines Networking in this mini-lesson. Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/
- 09 Networking31:17Seal the Deal audio part 9: Networking (including the Nine Mindsets of Networking) with Suzi Pomerantz, Executive Coach and CEO of Innovative Leadership International LLC. http://www.SuziPomerantz.com
- Networking in the Age of Social Media29:58What are today's rules in the space of 'virtual' networking? How can you leverage Social Media for relationship building and business growth? Suzi Discusses the Nine Mindsets of Networking in the Age of Social Media...interview aired on We Mean Biz TV with hosts Steve Dorfman and Tony Marciante.
- Informational Interviews: Key Networking Strategy3:05Informational Interviews
The most powerful vehicle for networking is the one-on-one genuine human connection you create when conducting informational interviews. It is based on relationship-building and introduces the keys to networking for influence and visibility.
Who’s brain would you like to pick about their career path or their business model? Informational interviews allow you to request small doses of mentoring from others who are always flattered and willing to help. Continuous improvement and professional growth (not to mention business development) relies on key learnings garnered from informational interviews.
1. Design your interview questions based on your goals and the specific person you are interviewing
2. Select your interview candidates based on your goals
3. Conduct informational interviews with those who are doing what you want to do or whom you admire.
4. Remember the 80/20 rule and get them talking 80% of the time…focus on them and their perspective, not your stuff.
5. Send a thank you note
About the video clip:http://www.suzipomerantz.com Do you know how to use informational interviews to advance your career and business? Informational interviews are a powerful tool for women in business. Suzi Pomerantz explains Informational Interviews in a tv interview about her book, Seal the Deal. Interviewer is Carolyn Bruna on a TV show called It's A Woman's World. - Informational Interviews part 2: Increasing Visibility0:45http://www.suzipomerantz.com Internally, if you want to be more successful in your organization and self promote appropriately, conduct informational interviews. Suzi Pomerantz, CEO of Innovative Leadership and author of Seal the Deal, explains how informational interviews can be a powerful vehicle for increasing visibility inside your organization, or anywhere!
- Informational Interviews part 3: The Questions1:14General interview questions to jump-start your brainstorming:
1. What matters to you most?
2. How did you get to where you currently are in your career -what was your path? Was it intentional and strategic, or organic?
3. What lessons have you learned that you could share with me about success?
4. What skills or best practices are required for success in what you are doing?
5. What do you recommend I read?
6. Whom do you recommend I talk to about this?
This video clip includes the how to:http://www.suzipomerantz.com Here's how to do informational interviews and what to ask. Suzi Pomerantz, CEO of Innovative Leadership, Author of Seal the Deal and executive coach shares her formula for what to ask during informational interviews and how to best use them in your career.
- Wrapping it up!2:22Networking by itself will get you results, but not as fast as when combined with marketing and sales. In this talk with coaches as part of the Business Mentoring for Coaches series. Suzi Pomerantz, author of Seal the Deal, speaks to the audience at the Fearless Living Institute about business development, mindsets of networking, marketing and sales.
- Template worksheets3:00These worksheets are the templates from the book, Seal the Deal, designed to make it easy for you to print out and work on your action plan for how you'll seal your own deals! Rock on and may your success be abundant! Thank you for taking this course, and if you want more, you can always access the Seal the Deal Success Kit here: http://sealthedealsuccesskit.com/
- The Sweet Spot for Selling Services4:00Integrated action seals the deal. The secret to impacting your success in sealing multiple deals lies in your ability to take integrated action in each of four key domains simultaneously.
- The Ten Keys to Building Your Services Business Beyond the Next Level 6:32Are you creating the opportunities you want? Explore ten keys to tweak your business development efforts to get what you want for your business and for yourself. 1. Networking: The Speed of Business ”Business moves at the speed of relationships” is a great networking strategy. Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/
- Five Tips to Seal the Deal with Your Ideal Clients2:22To succeed in finding your ideal clients: 1. Integrate your networking, marketing, and sales activities. Learn the distinctions between these three domains and organize your actions in each area simultaneously. Business development is not a linear, sequential process! Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/
- How to make more money as a service provider6:20It’s hard enough to generate new business when the economy is thriving; the current global economic climate raises the bar in ways that can cause anxiety, fear, and despair. Is your practice recession-proof? Is your firm? It’s time to think differently about networking, marketing and sales. Want to learn more? Keep going in this Udemy course, or learn about the Seal the Deal Success Kit: http://sealthedealsuccesskit.com/
- Innovative Influence Webinar Slide Deck15:00
Innovative Influence: How to get Buy In!
Integrating Leadership with Business Development to create Influence...How to Influence Leadership
- BONUS Material: My Gift to You!0:21As a subscriber to my udemy course, I'm delighted to share with you 19 more free podcasts of various interviews and radio shows where I talk about the core concepts of Seal the Deal. All of them are downloadable, so you can take them with you in your favorite mp3 player! Access the full collection h…
Requirements
- There is no pre-requisite knowledge for this course, so dive right in!
- Bring with you a natural curiosity and your desire to learn how to easily market your business, whether it's a coaching practice, a law practice, IT consulting, web services, or any professional services business!
Description
Everything you need to know to grow your business and effective leadership without ever having to make a cold call again! Course password you need to enter is GetClients. Executive Coach, CEO, and bestselling author Suzi Pomerantz give you the core tools, skills, attitudes, and insights win business and create a sustainable professional service.
Seal the Deal makes marketing services simple. Learn the ten core steps in a proven process, including the Essential Mindsets for Selling Services and a road-tested system for how to simultaneously manage networking, marketing and sales to get the clients you want.
Suzi Pomerantz takes a coach approach to sales and shows you how to:
• Never make a cold call again
• Build your business while billing time
• Reframe how you think about sales and selling
• Eliminate phone fear and fill your schedule with prospective clients
• Handle objections at every stage of the sales process
• Think about sales meetings as a chess match
• Master networking so you can manage your relational assets
• Ask for what you want
• Track your progress and utilize the sales and service cycles synergistically
• Integrate her proven selling system with your natural style and personality to take actions that feel comfortable and sustainable
• Build your business your way
• Take the mystery out of how to get the clients you want
• Take the struggle out of selling your services to executives and organizations
• Find the sweet spot where networking, marketing and sales intersect so you can successfully Seal the Deal!
Take this ultimate Seal the Deal course right now and learn effective leadership technique to win your business.
Who this course is for:
- Coaches, consultants, counselors, and self-employed professionals of any industry will find practical, proven, powerful strategies to build your business beyond bountiful.