1	Information from Greg Bennett’s Training Program Slides will advance automatically after 10 seconds
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8	Deal Making Made Easy Simple: Approach new client, mention that you are working with an existing client who might be a good cross-promotional match – offer to introduce them. Of course you then ask the new client about their marketing. More Complex: Encourage new client to exchange their database with your existing client. Have them tie in somehow to the existing client’s existing marketing vehicles to their database – newsletter, follow-up letters, special events. Very Complex: Help both new and existing clients structure a deal that works for both of them where they are introducing each other to the other’s clients in exchange for some sort of percentage that they give to each other. DON’T offer to referee, or to make sure the sides are fair, etc. It’s up to them to set these things up.
9	Deal Making Made Easy Why Should You Even Get Involved? Most clients don’t know how to do this… For those that do, they don’t have the time… You become a great asset for both, even if the client’s can’t work out the deals You are introduced to several new client potentials you’d never find otherwise How Do You Make Money? By introducing yourself to several new people without having to cold call By having two or more clients tied together, the chances for their success are that much greater– if they succeed, you succeed They trust you as an adviser…with trust comes new business opportunities You have everyone participate in some form or fashion to an advertising buy – money, merchandise, location…explore the assets
10	Deal Making Made Easy How This Should Alter Your Client Needs Analysis We need to ask about the following as you’re questioning the business: Front end questions: How does your sales process work? (lead them) Out of 10 people who come in, how many people buy? What is the average first purchase? Do you capture the name of everyone who comes in? How? What about folks who don’t buy, what do you do with those names? Back end questions: Out of those that buy once, what percentage become long-term customers? What do they buy? Do they offer items from other companies? How much do good customers spend (Annually) ? How do you communicate with past customers?
11	Deal Making Made Easy Developing a Marketing Plan We want to help customers build bigger and better back ends The better the front end offer, the greater chance for success The objective is to GROW CUSTOMERS …NOT PUSH PRODUCT!
12	Brainstorming Client: Laser Surgery Center What assets (hidden or otherwise) might the client posses? Several locations Database of 3,000 customers Who else might want access to these assets? What other clients might the Laser Surgery Center want access to? To know this, we must know quite a bit about the center
13	Getting in the Door
14	Let’s Practice Using JV Marketing
15	More Advanced Listening Skills
16	Basic Non Verbal Strategies
17	Money and Decision – The Hidden Hammers In the Sales Process
18	Advanced Negative Sell…NO
19	Mini-Steps and Closing
20	Developing a CLOSING PLAN
21	Use The KKLA Example and Let’s Build a Closing Plan…Then Use It! What Steps Come Before the Sale? __________________________________________________________________________________________________________________________________________________________________ What Steps Come After the Sale? __________________________________________________________________________________________________________________________________________________________________ How can we tie in JV Marketing with the Mini-Steps? Example: Securing a JV Partner may be one of the mini-steps… __________________________________________________________________________________________________________________________________________________________________