1. Copyright 2009 Joanne Black. All rights reserved. Nine “Killer Steps” to Propel Your Sales July 29, 2009

2. How Do You Feel? Copyright 2009 Joanne Black. All rights reserved. 2

3. CAN Everyone CAN land great clients…even in a lagging economy! CAN Everyone CAN make more money…even in a lagging economy!

4. Your Biggest Business Challenges Getting a meeting with a prospect Converting prospects to clients Selling additional services to existing clients Cut or trimmed budgets No decisions now--paralysis Copyright 2009 Joanne Black. All rights reserved. 4

5. Program Outcomes Recognize and utilize the most powerful sales tool you have Discover why price is not an effective weapon Become the “go-to” expert in your field Uncover ways to sell more with higher margins Accelerate your “win” ratio Learn to prioritize high-payoff activities Copyright 2009 Joanne Black. All rights reserved. 5

6. #1 Killer Step: Broaden Your Perspective and Narrow Your Focus Copyright 2009 Joanne Black. All rights reserved. 6

7. #2 Killer Step: Stay Connected Connect with your network Copyright 2009 Joanne Black. All rights reserved. 7

8. Connections Count Talk! © Copyright 2009. All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 8

9. Eighty percent of success is showing up. -- Woody Allen US movie actor, comedian, & director Copyright 2009 Joanne Black. All rights reserved. 9

10. What is the next great thing? Where is your next bright idea? #3 Killer Step: Be Nimble and Innovative Copyright 2009 Joanne Black. All rights reserved. 10

11. Don’t Slow Down Keep building Communicate intensively Evaluate your customers Just say no to across-the-board cuts Companies that take charge and compete will win Copyright 2009 Joanne Black. All rights reserved. 11 Ram Charan Fortune Magazine, February 12, 2008

12. #4 Killer Step: Dazzle Your Current Customers Copyright 2009 Joanne Black. All rights reserved. 12

13. #5 Killer Step: Prioritize Wisely Familiar? Copyright 2009 Joanne Black. All rights reserved. 13

14. #6 Killer Step: Be the Expert Copyright 2009 Joanne Black. All rights reserved. 14

15. #6 Killer Step: Be the Expert Counter-intuitive Copyright 2009 Joanne Black. All rights reserved. 15

16. #7 Killer Step: Don’t Cut Price 16

17. #8 Killer Step: Talk Return on Investment (ROI) Copyright 2009 Joanne Black. All rights reserved. 17

18. #9 Killer Step: Build Your Referral Business Copyright 2009 Joanne Black. All rights reserved. 18

19. Why We Love Referrals Pre-sold Credibility and trust Sales process shortens Competition diminishes No hard costs You get a new client… Copyright 2009 Joanne Black. All rights reserved. 19

20. Why Referrals Work What percent of the time do you get a new client? 30% 50% 70% 90% 100% © Copyright 2009. All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 20

21. Referral Results  Less than 30% of ALL salespeople ask for referrals  A high quality referred prospect is more than 40 times more likely to buy than a cold-called prospect  Salespeople who actively seek and exploit referrals earn 4 to 5 times more than salespeople who don’t

22. You Need a Targeted Strategy Written referral plan Weekly referral goals Methods to track and measure referrals Copyright 2009 Joanne Black. All rights reserved. 22

23. Do You Have a Targeted Strategy? Copyright 2009 Joanne Black. All rights reserved. 23

24. Targeted Referral Strategy It’s But it’s not Copyright 2009 Joanne Black. All rights reserved. 24

25. What it Takes to Build Referral Business 1. Priority 2. Sales Process 3. Metrics 4. Skill 5. Comfort Copyright 2009 Joanne Black. All rights reserved. 25

26. Copyright 2009 Joanne Black. All rights reserved. 26 Nine Killer Steps Broaden perspective/narrow focus Stay connected Be nimble & innovative Dazzle your current customers Prioritize wisely Become the expert Don’t cut price Deliver ROI Build your referral business

27. CAN Everyone CAN land great clients…even in a lagging economy! CAN Everyone CAN make more money…even in a lagging economy!

28. More Resources joanne@nomorecoldcalling.com 415-461-8763 www.NoMoreColdCalling.com © Copyright 2009. All rights reserved. Joanne Black : www.NoMoreColdCalling.com : 415-461-8763 28