Are you a small business owner? An entrepreneur? or even an independent services provider?
Although you may not be a "salesperson", are you the person who is ultimately responsible for finding new sales opportunities for your products and services?
If so….What if you could spend less time and effort trying prospect for new sales and you were able to spend more of your time each day working with actual paying customers?
Think about what your business would look like if more people knew about you, liked what you had to offer, and either through word of mouth referrals or other social channels proactively started to seek you out in order to do business with you?
What would that mean to you?
What would that do for your business?
This is why I have created this program. This course is designed to help you to uncover more sales opportunities, to be more recognized by your target audience, and as a trusted resource to grow your business through referrals and repeat customer sales.
The course is broken into 3 main sections that follow the natural evolution of business relationships.
Know - Before anything will ever happen in your business, people need to get to know you, and the value that you have to offer. Simply put…customers cannot buy from you until then know about you!
Like - Let's face it…people buy from people…so in this section we focus on discussing a number of best practices and tips that you can use to build a solid reputation and following within communities where your ideal customers spend their time AND money.
Trust - This is where the true velocity kicks in for both you and your business. As someone who is viewed as a trusted advisor to your customers and your audience you not only get more repeat business, you also begin to have people coming to you in order to experience your products, services, and the full value of what you have to offer.
Throughout this course, we will:
The goal of this course is not only to give you the key sales and marketing insights that will help you to ultimately make more sales, it is also to give you the road map on how to build a more profitable and repeatable business by tapping into the ability to get more referrals and repeat business. It gives you the foundation that you need to break free from the selling vs. delivery trap!
Included in the course are a number of downloadable materials including a set of follow along guides that you can use to take notes and reference whenever you want. With the Udemy course you can also download the full course on your tablet or phone so that you can access the full course anytime from anywhere even if you do not have access to the internet.
So, if you are ready to stop chasing business...want your business to be more predictable...and to begin spending more of your time delighting and delivering value to more paying customers, then open up the opportunity to build your business around incoming referrals and repeat business from customers who know you, like you, and trust you.
This is an overview of the course. It discusses who will get the most by enrolling in this course and also reviews the topics covered along with the main challenges that can be solved by following this program.
Welcome message. Review of how the program is laid out, what you can expect to get from the program, and the resources that we have made available to help you succeed in uncovering new opportunities, selling more, and to build lasting trust based relationships with your customers
Overview of the Introduction section and what will be covered in the modules of the Know section.
Recognizing that it is human instinct to put labels on things including people. Using this recognition to determine what label you want to have put on you and your business.
This topic is about the importance of knowing what your ideal customer looks like.
Key questions that you can ask to begin to get clear on what YOUR ideal customer looks like.
In every sale there are always 3 stakeholder roles that are involved in the decision process. Learn what these 3 stakeholders are and how to recognize them.
Discussion on how to begin doing research to identify and better understand your ideal customer.
What is a UVP (Unique Value Proposition), and why it is important to have. The first step is getting clear on what you offer.
How to define YOUR unique value and the value that you offer from your customers perspective.
Articulating the unique value that you provide compared to others who may be providing similar products and/or services.
Bringing all 3 components together to assemble your UVP. Ways to test and validate your UVP.
Some core fundamentals on how to begin getting customers to know you and what you offer.
Recognizing the importance of having a central focal point where you want to have your customers to gather and engage with you.
Some best practices to keep in mind when starting to engage with potential customers.
Overview of the 5 main communication channels that you can use to begin engaging with potential customers.
Discussion on how best to use the phone to engage with potential customers.
Understanding 3 different types of events where you can meet and begin to engage with potential customers.
How to use direct mail, email, and even social media mail to contact and begin conversations with your customers.
Overview of main social media tools that you can use to engage and begin connecting with customers.
Continuation of the previous lecture. Additional social media sites and channels to use to attract and connect you with potential customers.
Overview of more reactive connections to potential customers. Discussion on Referrals and incoming leads. Some best practices to get the most out of these opportunities.
Introduction to the Like section and overview of topics.
Discussion on why it is important and how to relate to customers, along with how to get them to relate to you.
A story and discussion on the reason for why you do what you do.
An overview and understanding of the law of reciprocity. How to embrace this to build lasting relationships.
The importance of being responsive to your customers and potential customers. Best practices and some guidelines to follow.
Some best practices and tips for each of the 5 communication channels.
Introduction and overview of what will be covered within the Trust section.
An understanding around the importance of questions and the role that they play in building trust. Some insights into the types of questions to use (open ended and closed ended).
Recognition and an understanding of transparency in building trust. Guidance on how to build transparency into your sales and engagement process.
How consistency plays a vital role in building and maintaining trust.
The 8 destroyers of trust to be recognized and avoided. Final wrap up to the course.
LinkedIn is a fantastic resource for you to research your ideal customers, to engage with them, and to keep in touch. In this lecture I give a tour of LinkedIn and highlight some of the main areas to focus your efforts in order to get the most from LinkedIn.
One of the tools covered in the Like Section was Data.com Connect tool. This a great resource for you to research your ideal customers, to build targeted lists, and to also get information about your ideal customer including their email address and direct phone number. In this lecture I give a tour of Data.com and highlight how the system works and how to use it to start building a B2B prospecting list.
Paper.li (Free version is fine to get started) is a great tool to create awareness for you and your offerings. It automatically gathers information from across the internet (blogs, websites, twitter, etc.) based upon key words and assembles this into a newspaper type format that you is then sent out and helps to create exposure and a following for you. The key to Paper.li is to be clear on your ideal customer. In this lecture give a quick tour of how to get started with Paper.li and also show some of the key things to keep in mind.
Hi! My name is Randy Whitcroft and I wanted to take a moment just to give you a bit more information about me and the background that has led me to become an instructor here on Udemy.
First off, I have over 25 years of hands-on sales, management, and customer engagement experience. The majority of my experience is in selling technology solutions within the B2B marketplace. Throughout my career, I have engaged and sold to many of the Fortune 500 companies as well as government agencies right across North America. I spent the early part of my career with several technology companies including Corel Corporation and Rational Software which was ultimately acquired by IBM. I left IBM in 2003 start my own company (Ideas2Revenue), since this point myself and my team have had the privilege of assisting over 55 organizations right across North America to increase their revenues through the building of lasting customer relationships.
I am a published author and I remain actively involved within our local business community. I am often called upon as a regular speaker and instructor at the Carleton University Lead To Win program, I am a member of the Invest Ottawa mentorship program, and a very active member of the Sales Professionals of Ottawa association where I have just completed a 2 year term as the President of the association.
The bottom line is that I love selling! My success has been in B2B sales predominantly within the technology sector, and my ultimate passion is to help organizations to build lasting mutually beneficial relationships by aligning themselves with their customers and supporters.
I hope that you get as much value out of my training as I have had enjoyment in creating it for you!