Sales Lead Brokerage Profit Plan Bonus Document

Transcription

1 Sales Lead Brokerage Profit Plan Bonus Document

2 Introduction Hello and thanks for ordering the Sales Lead Brokerage Profit Plan through the Money Makers Reviewed website. As you ll know if you read my full review, my girlfriend and I have been using this for 6 months now and even though we haven t really pushed it very hard, the system has allowed my girlfriend to quit her job and work with me in my business part-time for more money than she was working full time I might add! So in this report I want share some of our experiences an give you a few tips about; Business to business sales and the sales process that I take ALL my clients through, plus my super-hot sales arguments Why NOT to just aim for high paying clients How to brand your business on the cheap One thing you can do just once to add 20% to your bottom line How to get a professional business address WITHOUT spending loads of money on an office So hopefully by then end of the report you ll have some extra knowledge and foundations to really build a strong Sales Lead Brokerage business. So let s do it! 1

3 My Super Slick-Sales Process Ok so we re going to start with the sales process that I use whenever I go to see a potential client. This is based on face to face selling which I like to do because the conversion rates tend to be much, much higher. I ALWAYS use a 2 visit system when I m selling business to business and I NEVER aim to sign anyone up on the first visit. This is very important. Why? Because by going in to our prospect and telling them that we re not here to sell them anything today will build trust and respect as your prospect will see that you re not in a rush to make money from them. This sounds like a long winded way of doing things I know but trust me, it WORKS! So are you ready to get started? Here we go The First Visit Step 1 The Compliment People buy from people and you could have the greatest product in the world, but if noone likes you, you ll never sell it. So whenever I go to meet a potential client, the first thing I look for is something that I can complement them on. People love to talk about themselves so find something that you can get them to talk about. This could be a photograph of your client s children, something on their office desk, their watch, anything! But be genuine. Don t just blurt out a complement for the sake of it, you have to mean it people can see a kiss arse from a mile away. Here s an example of how I have used it. I went to see a client to sell him my sales leads and after the greetings and handshakes I noticed a big photograph of a boat on his office wall. 2

4 So I said something like; That s an impressive piece of kit, do you sail? Then he was off, telling me all about his boat and the adventures he d had in it. It turned out that the picture of the boat on his wall was his old one he had just bought a brand new one. Before he knew it, half an hour had passed and he was much more open to my questioning him about his business. And I knew that if he could afford a boat like that, he could afford to buy my sales leads. Step 2 The Reason for Your Visit This is where I SHOCK my prospect. I tell them why I m visiting them and believe it or not, it ISN T to sell them something. No. I tell them that I m visiting to find out more about their business and make a decision about HOW my business can help theirs. If at all. I say that I m not there to discuss prices This visit is purely a fact finding mission. So I ask my prospect as many questions as possible about their business. Step 3 The Questionnaire Knowledge is power and when you ask loads of questions you can gather information to use against them should they have any objections about your service when you come to sell it to them later on. What types of marketing are they currently using? - Are they ALREADY spending money on marketing and advertising? How much money are they currently spending on marketing? Very important question! If your customer is spending 500 a month with the Yellow pages and they don t know how profitable their ad is, chances are you could go in at 400 for targeted leads. 3

5 How effective has their marketing been? If they are marketing their business, most don t measure how effective their marketing campaigns are or even if they are getting a return on their investment. But they re paying for it anyway. If you can show them a better way of doing it you have a high chance of getting a customer. How much money did they turn over last year and what was their net profit? This can be a tricky one. The only reason I ask this question is to give me an idea of how much I can charge. If a company s net profit is 300,000 a year, do you think they re going miss 15,000? Not really. Plus, it s 15,000 that s not going to get taxed! Some business owners might not want to share this information with you but the chances are that they re a Limited Company. If this is the case, tell them that you can find the information on the Companies House website anyway and they ll usually tell you. If they don t want to tell you, don t worry too much. Do you have the capacity to handle the extra business that could be generated using my qualified sales leads? I ask this question to get my customer excited about the possible influx in new sales. I love to ask this question because when a business owner loves what he/she does, they often get very giddy about the thought of all this new business and they will NEVER tell you that they couldn t handle it. Step 4 The Bombshell That s pretty much it for the questions but I always finish off by saying something like; The reason I ask all these questions is to get an understanding of you and your business and to see if we ll be a good fit. I only work with a very small percentage of the businesses I visit because I want to work with the best people and deliver the best value possible. Which I can t do by working with everyone Then I ll ask one more question; Is there any other information you d like to share that you think might be relevant to our conversation today? As you can see, I ve got my client really excited about all this new business that I could bring them and then I drop the bombshell of I only working with a very small percentage 4

6 of businesses. This makes my business sound exclusive and people naturally want what they don t think they can have. So when you ask the final question, Is there any other information you d like to share that you think might be relevant to our conversation today?, you ll usually find that your prospect tells you how great they are and what a great working relationship you ll have because the fear of losing out on this great opportunity is very raw. The reality is that you ll take their money anyway but by structuring your pitch in this way you ll be tapping into the 2 most powerful human emotions, FEAR and GREED. They will FEAR missing out because of their GREED for more business, more customers and more money. Try and finish off with a friendly chat about something completely unrelated to your business. I usually find that going back to beginning works. Talk about THEM not yourself. This will remind them that you re a genuinely nice person and when you leave they ll think about you and talk about you and say, He/she was nice! Coming Up With a Price If you know how much their net profit was last year, see how much 3% - 5% of that is, divide it by 12 and that s how much I d charge per month so going back to our 300,000 net profit example. 3% is 9,000 divided by 12 is 750 per month. 5% is 15,000 divided by 12 is 1,250 per month Remember though, this is just a quick example. It doesn t matter how much you charge as long as your customer is getting more money that they re spending. If they re spending 1,000 a month but your leads are only generating 1,500 a month, that s still 50% return on investment. That s pretty good! 5

7 The Second Visit This is when we close the deal. I try to leave a 2-3 day period between the first visit and my next contact. This gives me time to do a (very) little bit of research and come up with my price and get my sales arguments ready. It also lets my prospect stew for a little while. So once I m ready I ll call my prospect and arrange my second visit if your first visit went well your prospect will want to meet you as soon as possible. So this is how my second visit normally pans out Step 1 The Catch-Up Just like in the first visit, start off in a friendly manner. Ask your potential new client how he/she is. How s business? Refer back to your original conversation if you want. Just talk about them for a few minutes and re-affirm your niceness. Step 2 The Presentation Remember all those questions you asked in the last meeting? Now we re going to use it all that information as ammunition. So let s run through those questions again and go through our sales arguments for each question. What types of marketing are they currently using? So last time we talked we established that you are currently spending money marketing your products/services and you re currently using; Leaflet Drops Yellow Pages Ads Thompson Local Ads Newspaper Ads How much money are they currently spending on marketing? 6

8 And all this is costing approximately 800 per month How effective has their marketing been? The problem is that you re not sure where your sales are coming from because your campaigns aren t measurable and aren t targeted to the right people. Plus you don t know if you re losing business to all the other companies/businesses that are advertising their products/services on the same page as you. All the other businesses in the Yellow Pages for example are saying exactly the same thing, so how is a potential customer to choose between your business and the other businesses advertising the same products/ services around you? If you can, show your prospect a physical demonstration of what you re saying. In this case take in a copy of the Yellow Pages and show them all the ads around their own. The customer will normally agree with you and see the error of their ways. Do you have the capacity to handle the extra business that could be generated using my qualified sales leads? But, you said that you can handle more business and a bigger volume of sales if this which is good Once I have addressed these questions again I will then go on to explain how my business can help them. It is very important here to focus on the BENEFITS of your service, not so much the services itself. So I would say something along the lines of; Having done my research on your business and your industry, this is how I think I can help you The sales leads that I will provide are TARGETED sales leads. All the names and addresses you will receive are of people that have moved house in the last four weeks so there is a strong possibility that these people are already looking for what you re selling. By sending your marketing materials to these people directly you will be generating sales and making money before any of your competitors are even seen by them. I can provide the leads to you in one of 2 ways; 7

9 1. I can give you an Excel spread sheet so you mail merge the names and addresses into your marketing materials Or, 2. I can pre-print the mailing labels so you can just stick them onto your envelopes. There are other services that I can provide to make this whole process as quick and as painless and as profitable as possible for you Then I would show my prospect a menu of services that I can provide on a monthly basis (see manual for upsells) with all the associated costs. Step 3 Overcoming Objections Hopefully you re close to closing the deal now and the potential new customer is really excited. At this point I ask if they have any questions. Most say No at this point but some people will still have concerns most of the time you will have already addressed them and you just need to go over them again so just use the sales arguments that I ve shown you here and the ones that have been discussed in the Sales Lead Brokerage manual. Then just ask for the order. If they re still unsure, offer them one month s free trial but get them to sign up and sign a standing order mandate, this gets them to show some commitment too. Once they have used one month s worth of leads and it s been profitable, they will bite your hand off for more. And that s your deal closed! 8

10 Why You Shouldn t Just Aim for High Paying Clients I learned this early on and if I m being honest, I should have already known it. But sometimes something needs to happen before the lesson appears as obvious to you. So here s the story When I first set this up my aim was to only go for high paying clients. My though process was that it didn t matter if a client was paying me 100 per month or 1,000 per month, the amount of work involved remained the same. So I might as well only target the highest payers. But something happened My biggest payer went bust, taking 30% of my monthly income with them. This one client was paying me a third of my monthly income and although we didn t need the money, it still hurt losing such a portion of income. Now there is a lot to be said for high paying clients. They re usually better quality and don t ask so many questions. A lot of small business owners can, to put it bluntly, be a pain the arse. Some want to pay you nothing and want the earth in return But what would you rather lose if a business owner was to go bust or they just didn t want to deal anymore; 50 or 500? I thought so! There is a lot to be said for per month clients so don t discount them! But choose them carefully. If you think they re going to hard work, don t do business with them. And if you ve already got a customer that causes you grief, drop them like a hot stone. Some customers just aren t worth having. 9

11 How to Brand Your Business on the Cheap Even though you can run this business from home you will still need a professional image. That means coming up with a name for your business and getting a logo created to put on letter heads, business cards etc. This can sometimes be really expensive but if you know where to look you can get a professional logo created for around That s right, for less than a fiver you can have your logo created for you, sometimes in less than 24 hours. Want to know more? Then check out You can get all sorts of stuff done on Fiverr from the completely bizarre to professional services including logo design. All for just 5 US Dollars. If you haven t got an account you can sign up HERE. If you do have an account, my advice would be to create a new one for your business so you can keep a proper eye on your expenses. All you need to do is sign up and search for Logo Design and have a look at the Gigs that people are offering; 10

12 You can sort you search results too so if you only want to view the Top Rated Sellers you can do that. If you re in a rush can sort by Express. Once you find a Gig you like, go ahead and order it. That s your branding sorted! 11

13 One Thing You Can Do Just Once to Add 20% to Your Bottom Line This might scare a lot of people away but it s simple to do and doesn t cost you much money at all. It cost me around 35. Create a Limited Company and register for VAT. If you re a sole trader and you don t have a VAT number you have 2 disadvantages. 1. You look small 2. You will lose 20% of all your sales because you will need to pay tax on that income at a rate of 20%. By registering a Limited company you will look bigger in terms of the size of your business and by registering for VAT you add 20% to all your fees. As this Sales Lead Brokerage system is a business to business system, most companies you deal will be VAT registered and can claim the VAT back on their spending so the extra 20% won t matter to them. That extra 20% that you have charged will be the tax mans. So by VAT charging it up front you can protect your profits and keep that 20% in your pocket. Here s an example to illustrate my point. 12

14 If you re NOT VAT registered - You charge your customer 500 per month, that s 6,000 per year but you have to pay tax on that at a rate of 20% so your tax liability is 1,200 so your profit is 4,800. If you ARE VAT registered You charge your customer VAT per month, that s 7,200 per year. That extra 1,200 is what you pay your tax bill with. So your profit is 6,000. That s your profits increased by 20%! To read more about how to register a Limited company just visit To read more about registering for VAT you can visit the HMRC website at: Disclaimer: I am not an accountant or tax advisor and my advice should be taken lightly. It is best to seek advice from a professional accountant or tax advisor. How to Get a Professional Business Address without Spending Loads of Money on an Office When I first started working from home I didn t want my home address to be printed on my mailings. At the time I lived in a tiny house and the address looked like a residential address. And if one of my clients was to do a Google Earth search they would have seen that I was not the big player that I was making myself out to be. Not only that, what if I had a fall out or a dispute with a client? I didn t want them showing up at my home address. Don t get me wrong, this is very unlikely to happen with the Sales Leads that you ll be offering and at the time I had just started doing Search Engine Optimization for local business which can lead to all sorts of problems! I needed a business address but I didn t want to pay a fortune in rents and rates so I did a Google search for Virtual Offices + Your Town. A virtual office is a service that gives you a real business address. It s normally a block of real offices and you can use that address as your business address so all your business mail gets sent there instead of your home address, keeping it private. There are also different services that a virtual office offers. 13

15 Like meeting room rental and you can also have a receptionist answer the phone in your company name. I have the full service in here in Lincoln which includes the meeting room rental and receptionist and I pay 29+Vat per month for it which is very reasonable. Prices will vary depending on the city but either way, it s much easier and cheaper than renting the office itself. Now you DON T need to do this I would only advise that you do it once you re making money. Remember, the sales Lead Brokerage Business is something you can start on a shoestring, so don t get yourself bogged down in expenses right from the start. Conclusions I hope that this bonus report has helped in some way. The Sales Lead Brokerage Profit Plan is very sound business model and it making money for myself and my girlfriend who has quit her job and now works with me in my business. Genuinely, I hope you have the same sort of success that we have and I wish you all the best. If you have any questions, my address is support@moneymakersreviewed.co.uk To your success, 14