How To Get A Meeting With C-Level Execs To Sell Consulting

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Unedited Video Text:

How To Get A Meeting With Anyone By Creating A Value Based Meeting - YouTube
https://www.youtube.com/watch?v=ujj2J-khBew

Transcript:
(00:02) well hello and welcome to stage six the expert meeting so what i'm gonna outline for you is a way of unlocking most of your long-term opportunities transitioning people who are potentially not that interested in meeting with you now or don't perceive that they have a problem or people who you really want to speak to but you just can't get your foot in the door you can't get to see them now so this concept that has handed millions to multiple multiple companies who have used it effectively to create a

(00:38) value-based relationship with their prospects so where does it fit and what is it so if you think back to the market metrics that i've shown you throughout um this program then you know concept that i've kind of described many many times is like yeah at any one time in the marketplace there's roughly say 10 of uh of companies who believe that they understand the problems that they have or the goals that they uh certainly understand the goals that they have and the limitations of the problems that they have in their

(01:11) organization and who have decided what that potential solution is and who are actively seeking the marketplace and that's you know where someone comes in for you via an inbound or they've asked someone in your network who said yeah well actually i know that consultant over there can can help you so you know they reasonably weigh down their their buying decision process and they've already potentially come to their own conclusion around what the best solution is and they have 30 when you do a more outbound approach

(01:42) it's about 30 percent of the marketplace who are relatively open to a meeting and all you have to do is give them a reason and that's it that's what this is about so the ten percent are generally when you've done your outbound you've done your linkedin prospecting you've done your outbound emails direct mail postcard whatever it is video email these are the guys that come back and say um you know what yeah that seems like a perfect fit or do you know what we're grappling with that issue at the moment can you

(02:12) give me a call and then you can run through into the consultative sales process however you know the consultative sales process doesn't always work because you don't have any implied trust credibility um not seen as a valuable resource yet in their eyes so this for you most of the people in this program this expert meeting will help you tap into that thirty percent you can also tap into the sixty percent of the marketplace and that's uh people who really don't see a fit in working with you now or speaking to you now they might have

(02:51) an existing vendor they may be going through a major restructure they may just be so busy you know it's not on their radar it's up to you how i i say aggressively and i don't mean that in a row way it just depends how much business you need you know for a lot of clients consultant clients it's enough to just do the steps that we've taken this program already to put a more proactive uh couple of initiatives in we'll give them more clients than they ever need and that's that ten percent of the

(03:20) marketplace so a stretch would be to go out and and talk to more of the people who reply back saying you know call me in 12 months you know that 30 um so you may never need to go past that but the same concepts can open up more of the marketplace for you as well so a lot of companies who need to hit the marketplace fast that i've worked with um you know they want to get major penetration into a marketplace as quickly as they possibly can and they want to speak to the whole of the market so the same strategy

(03:50) that i would suggest for you now is more applicable to the thirty percent could also engage that sixty percent of the marketplace for you as well okay so concept uh that we're gonna run through is this two levels of adding value in what we're gonna look at so we're gonna be looking at creating um what i call a compelling reason to meet now and i've been trying to phrase that with some some way where it can uh it can you know create a lovely sounding sentence or tony robbins has his urban and urban

(04:27) emotional reasons to buy now logical reasons to buy now but i just can't get my mind together but it's a compelling reason to meet now and there's two ways that you can create that value that value-based meeting structure so one at the top of the pyramid is tactical so tactical is is focusing in on what you actually do now your meeting structure that you do now but thinking about it more strategically about what value do you create in that meeting the same meeting structure that you run now and then pulling that back down into

(05:03) tactical articulation points of what you already give in that meeting and that's very very quick so generally always point one of what i get clients to do is to spend some time tactically articulating the value in the your current meeting structure what you do now so people can just see the value better so if you've got any meetings coming up you could be articulating that straightaway and then what underpins that is almost you know stage two of this is strategic which is redesigning your sales meeting

(05:37) to consciously add value to the people that you want to engage with so we're going to start with tactical transition through strategic and show you how they all tie in together and why would we do that you know for years and years and years i've been training tele sales people and it's always been very obvious why they're failing and one of the first things that i would do uh going in is saying okay so um if you think about the traditional tele sales model it was always uh internal teletales external sales people

(06:04) and they were internal telesales we were trying to create a meeting for the excellent sales people so going to you know companies all around the the country and the very first thing i'd say is okay so so you're trying to set up meetings with senior directors for your sales people to go in so what value is it for that person to have the meeting you know and that's like the very first question most people were stumped because they'd never been trained or shown how to articulate the value to the other person it was always either

(06:35) we'd like to come and see you about how we could place contracts with you or get your business which if the person is in that way inclined if it's not a pressing problem for him he's not going to consider or they were um trained around you know he would like to come and see you and find out a little bit about your business and ask questions to understand what you got going on and you know and that was fine pre-internet you know i remember a day selling when you know there was no internet and you know you had to go in and find out about

(07:05) the industry and what problems they had and uh you know and that was the whole point the first sales meeting but the reality is if you're a consultant if you're an expert in your field you know you that's not a position for you you know you are by nature you should know more about the industry what's going on than they do so what you've always had is a chasm you have a chasm of value you've got someone trying to call and set a meeting and they don't understand the value or even what happens in that meeting so

(07:36) that's the thing i've always worked on over the years is closing that chasm so having a clear reason to have that meeting so compelling that even if people say no call me back in 12 months you can say no there's a reason why we meet need to meet now so here's a question for you you know i really want you to consider this so um when i've read it i'll pause the video and then think about it so what value does a prospect get from a meeting with you now pause the video think about it okay welcome back so what did you get

(08:14) come and share that with your facebook group um you know before you you move into this course now and this section of the of the program so you know what value does a prospect get from a meeting with you now go share it with a facebook group and once you've done that also share how much would you comfortably charge for your first meeting to the extent that you would walk out of there your prospect's office charging them and being confident that you've given them value and i don't mean clients i mean prospects so you might

(08:52) jump in your car travel for three hours to go and see someone what value have you given them in that meeting [Music] you may need to pause the video and ponder that one for a little while okay okay so welcome back so how do you get on with that one it's quite a difficult concept for many consultants i'll speak to is well you know i've got to go meet them i've got to understand them before i can make recommendations but sometimes if you're trying to move a segment of the market that doesn't necessarily perceive a

(09:23) reason to meet with you you have to create that reason you have to give value value in advance okay so it's a couple of themes that we can look about how you do that and while i don't expressly sh in the structures i'm going to show you say right this is how you do it for a curiosity these are the themes that you can be thinking of so what is curiosity and if you've had any engagement with you in with me in terms of sales process and and you've been looked at my spur framework of conversation you'll see i preface

(09:59) a lot of things with curiosity yeah i do it from a sales perspective for an outbound are curious in the other people but also what can you be doing in your first meeting to get people curious about the content what can you be saying and positioning and structuring that meeting so that they are curious enough to want to hear that meeting to want to see what you have to say another major theme is contrarian and i'm sure i've covered this in you know in other sections well enough but just to reiterate that how can you position that meeting

(10:39) maybe as a contrarian point of view that everyone else in the market is zigging and you're saying no you should zag you're saying the exact opposite of everyone else therefore you created such a position of space that they have to listen to you how about fear and what i mean from this is not how they're meeting or i'm going to send the bully boys around it's you know the fear of missing out or i believe as the youngsters today call it which i am definitely not is is fomo fear of missing out

(11:08) now how can you create a meeting so valuable that they say look you know it sounds great but we need to speak to you in uh you know come come back to us in 12 months and you say no actually there's a reason why i think a real good reason why i think we need to meet now and here's it because i put together this uh this special workshop or presentation however you call it executive briefing um benchmarking study and it covers this this and this and the results are this this and this and you really need to know that

(11:39) how can you do in such a way that they they would actually be fearful of not knowing that information and of course how can you do it in a way that you are positioned as the experts at what you do and they would need to see that because you are the logical expert to provide that information so while i don't bring this out in the manual there'll be a section around how you could do those but you know think about these as themes to bring into your presentation structures look because i don't know if you've ever

(12:10) come across this it's the the value of the word because so one of the greatest kind of research-based sales books of all time is called influence the psychology of persuasion by robert sildini or childini um it's a great book but one of the things in that book is it demonstrates the power of because and in sales is called a reason why marketing or reason why selling um and it was demonstrated that the harvard psychologist ran ellen rang some tests and she set up was now be prior to it being known it was called behavioral economics

(12:49) you know now we know as uh behavioral uh economics is is kind of a new study but back then so she set up this experiment of what would happen so it shows you how old he was because it's a photocopier or a xerox machine and i think it was in a university and she got someone to push in to the front of the queue and then just say uh excuse me i have five pages may i use the the copy machine so about sixty percent of um people said yes which is still astounds me i i wouldn't have said it um so the next inc phase of that trial was to run the same

(13:35) experiment experiment but say look may i use the xerox machine because i'm in a rush so that 60 then jumped up to 94 but you could say well actually there's a there is a reason there the reason is i'm in a rush so they ran a third experiment and that says okay so what about if i use the because ie i want to do a and i have reason b but i don't have a valid read you know i want to do a because and the validity of the because is is weak so they brought up then and say like may i use a copier because

(14:18) i have to make some copies and what they saw there was only a one percent drop and i think because of their test you know i would say you know it makes no difference that's you know the numbers would mean that's exactly the same so what they're saying is not because of the reason that you give it's the fact that you give a reason and it's a reason why marketing reason why selling everything that you say should have a strong because however even if you can't get a strong because just giving a because

(14:46) will almost get you the same results so what that means is give someone the because of the reason why to meet with you now and i probably haven't especially said this below the reason why you want to meet someone now instead of 6 months or 12 months is you cannot position yourself as the logical choice or the experts or put them onto your drip marketing or your education-based marketing or network your way inside that organization unless you get a meeting now it's no good in six months 12 months 18 months time

(15:25) okay so it's a a concept that you may have seen me deliver before is that what is the level that you're you're selling at so i've covered levels you know you're selling a you know junior level middle level senior level so this is a research undertaken by keno flagler business school and ibm and it was into the buying process of the usa's top 500 organizations and the senior people within those organizations laid out in time and involvement and what it showed us the most senior people get heavily involved in the first three

(16:03) stages so the represented by these green graphs bars so they're looking to understand the current issues establish objectives and set long and short range business strategy you know establish long and short range uh business objectives they then jump out of the process and so those height is the amount of time they're involved in the process when it's handed down to more junior people to explore the options open to them to set supplier criteria and to examine alternatives and then they jump back in

(16:34) when they plan the implementation and evaluate the results um did the project deliver on what it said um so if i haven't if you haven't seen this and uh anywhere else you know i also do a concept called the value pool site which is you know engaging those senior people in evaluate the results phase where you go back and prove what you've actually done so what does that mean to us you know most inbound leads i believe come in in this exploring options phase so if you're a consultant what i might

(17:08) do is they've already have a strong belief of what they think their challenge is and what the right solution they believe it is and therefore they are looking for for ways of serving that there's some challenges with that with you in consulting that could be where they found you via your website or inbound marketing or they were looking for content on linkedin or you know looking for white papers to help them uh it could be where they've asked people in the network even and i had a referral but under the core of that is they

(17:41) already believe they know what has caused their problem and they already believe they know what the solution is and they come to you telling you the solution that they want you know i want you to come in and run a workshop to do xyz you know i want you to come in on a day rate to do 12 days to deliver this you know it may not be that you know that transparent but generally it's it's a challenge to work with those organizations it's a nice and easy sale however there may be a lot of limitations on what you can do with our

(18:10) organization whereas if we approach people the holy grail for for sales always has been um way before inbound marketing became uh you know well known and the only you know what everyone wants to do is is to get to people early to help them understand their current issues to help them understand the long and short range business objectives to be seen as a peer to help them set their long and short range uh business strategy uh and doing that is is where you will really open up the market move yourself if you're on a day rate to

(18:46) more consulting projects high value that been no relation to the amount of time that you put into it and to command higher fees and to create better clients for yourself and also avoiding the political nature of what we call the dmu so the dmu is what's called the decision making unit you know multiple people if you've ever struggled with lots of different people in a buying process sometimes it can be because you've gone into the process very late if you've worked with the most senior person or this

(19:23) couple of senior people right at the beginning you almost bypass this middle section however you know be open and honest with yourself who you're dealing with you know if you're not solving a strategic challenge then you know you've got to be honest with someone say it's unlikely that you're going to be engaging the senior people in that organization it could be more managerial level so you have to reflect your desires to network into an organization with the reality of the level of the challenge that you're

(19:52) solving again so if we know what's relevant and important for senior people i like to keep things simple if ibm target marketing and kenan-flagler business school have done this research for me why would i complicate it and try and flour it up with different language therefore for that tactical articulation of why someone would meet with you i very often break it down into the three so i just need to uh change out so understand current issues establish objectives set strategy so here the coloring has gone wrong i'll

(20:32) change that on the slide um so you know you can pull that out into ways of articulation so understanding current business issues he'll give you some insight into what other market leading organizations are doing to mitigate the risk of emerging disrupting technology for example business objectives can walk you through some of the ingenious ways our clients are restructuring their operations to benefit from maybe some new ideas some perspectives to influence their business objectives and then obviously the third

(21:03) one is set strategy so he can give you three direct ways you can take that information to set a hr strategy an it strategy a a new product launch strategy for your business that will impact the short and long range ability to deliver xyz so yeah all i've done is taken what i know the most senior people are looking for and put it in a way that references what we're doing and i hope that that makes sense here i'm going to flow through again keep it simple that's what they want give it to them so the text here is just turning what

(21:41) you already do potentially in a meeting and putting it in a way that's relevant for them so here's a few ones that you can use and i've given you these as what i call swipe and deploy so you know just copy and paste them and work on them so give you some very specific insights into what other companies in their industry are doing to mitigate reduce stop the risk of you know what's the biggest business risk to them at the moment and at a senior level it's your competitive positioning ability to create stakeholder value all

(22:15) of these higher common themes um he can walk you through some of the ingenious ways our clients are restructuring their um operational departments i.t departments their ex this financing their hr to benefit from cutting-edge technology to reduce the risk and unpredictability of the the prevailing risk they are facing and to be more competitive in the whatever marketplace that it he can walk you through some of the ingenious ways consulting companies are restructuring leveraging reducing innovating to reduce the risk and unpredictability

(22:54) of creating a go to market strategy or launching new products or you know and helping them become more competitive in the marketplace and create longer or higher returns on shareholder value he can walk you through some in innovative ways uh consulting companies are okay it's a slight deviation from the other one above so here if you notice they'll start with he and that's just because where i take these from where you know my other consulting parts where i'm showing a segmented sales process but i would

(23:26) you know as you go through this process think about how you can pull someone in to be selling these meetings for you um rather than you doing them themselves it's so highly scripted so highly structured that you can bring someone in to do this for you and if you're being positioned as the expert then that can actually help your positioning if someone is setting these meetings for you ask in the in the support group and you know i can give you some ideas about how you can do that and some resources about how you can do that

(23:57) okay so um so here's some examples that i've viewed an insight into how some of the world's fastest growing companies are innovative are using innovative cell structures and processes for predictable sales growth uh he can give you some examples in case studies is how some of those strategies can be used specifically in your business and where possible at least three things you can take away and quickly implement to address some of the challenges or goals you have in your business okay so they're reasonably generic

(24:23) but so essentially these are the things that you're probably doing in your first meetings anyway you're seeking to understand you're relating it back to case studies and your expertise you're giving them a couple of tips and pointers of things that you can do so what you are doing is making it more relevant for them and better articulating it then at the end you can then also add in what i call a section b which is so at the end he'll give you a minimum of three actionable things you can implement yourself

(24:57) to within a few days without any further help from us so this is promise of leaving something tangible if you like or you have a meeting with me it's going to be educational but i will give you something that you can walk away with so at the end you'll give you a minimum of three actual things you can implement yourself to stop the problem within a few days without any further help from us if you don't need it or if we both feel that you don't need it so it's helping them solve a perhaps a smaller or minor part is a

(25:27) trade-off to having that educational based meeting he'll also give you a one-page checklist of the 12 critical things you need to look at to determine your exposure risk potential to benefit from you provide you with hard copies of the research into the xyz title of the presentation that you can distribute around the company so i know i kind of say these and you know i try to emphasize and over stretch you know how important this is but you know one company that uh if you've been in my marketing material for

(25:58) any while you may have heard me tell this story it's not a direct client of mine it was when i was in a consulting company and we worked with quite a large it organization and they were really really struggling to get first meetings with very very senior global i.t directors uh predominately the ones that were based in the uk and they didn't want a meeting they didn't see the the value in knowing anything just you know come in and have a consultative sales meeting with us and it was at that turning point um many

(26:30) many years ago where you know information was more easily just available and sales skills weren't necessarily as good as they should have been and it was the position was you know i'd like to come in and have a meeting with you and that was it you know that was the transition of value and it just wasn't enough so what we did with our organization is we commissioned a third party research company two create a research report about the impact of new and emerging technology to i.

(27:03) t departments in large organizations we got my research company so i can't remember the figures they paid that research company say forty thousand pounds um we got that research company to then pay oh sorry we got our research company to sell that research on their website for say 2 000 pounds and that was part of our contract with them however we did never expect them to sell any of it that wasn't the point it was so we could then prove a value so what we could then do is when we were speaking to those i.

(27:39) t decision makers would say yeah we give you insight into where other market leading uh tech companies are doing uh to do xyz to mitigate the risk of abc but also if nothing else we will leave you with 10 copies of third-party research company who of course they knew independent research into the impact of new and emerging disruptive technology into the uk top you know 500 companies they're selling that on their website for two thousand pounds we will leave you 10 copies of that so if nothing else that's 20 000 pounds worth of third-party

(28:23) research that you can distribute around the company so we went from closing something like you know one in 15 meetings to 9 out of 10 overnight you know just by offering a value transaction and you don't have to go ahead and spend 40 000 on independent research however the same concepts applied to the people that you want to be speaking to okay so your action points so five bullet point reasons for every target prospect as to why they should have a meeting with you go back through some of the tactical points that i've done and just say okay

(28:58) so you know what are a couple of variations of the reasons why someone should have been meeting with you now based on the strength of the meeting that you have now what you deliver now the structure of your meeting now okay pause the video go and do that [Music] okay welcome back so now you've done that you've gone the tactical part i'm gonna run you through the strategic part this is where it gets exciting and fun it's hard work but one of these executed i was going to say perfectly executed but i don't want to

(29:36) kind of set you up like that one of these imperfectly executed just by creating one of these can be the foundation for all of the growth that you require in your business you know large companies are looking to scale and are not saying you are you may be a solo consultant you only want five ten clients over the next couple of years but large companies who are looking to scale understand the benefit of one value-based meeting like this that they put every effort into and make sure every prospect that they have in their marketplace sees

(30:13) this one meeting structure educational based meeting structure and one of the the people who who's a key uh a key creator of the structure if you like is a child called chet holmes and i absolutely strongly recommend you get his book uh called um the ultimate sales machine and it's a concept uh he created in there and some of the the bits from there taken and amended and made better um but you know there's examples of organizations have grown multi multi-million dollar companies based off one standard presentation

(30:50) and it's nothing that you can't do you have every ability to do this um so let's have a look here so a traditional content based marketing funnel is you know as i already allude to two no they perform research they they know there is a problem that needs to be solved you know they look for free tip sheets white papers videos kits you know what do i need to know then they establish buying criteria so they recognize a need for a solution then they're looking for webinars case studies free samples spec sheets catalog

(31:20) what do i need it for you know why do i need it from you sorry then evaluating vendors prospects solution uh sort of looking for trials demos consultations estimates codes limited times offers why should i buy now but if you believe my model that i've created off the back of significant research by you know ibm kian flagler's business school target market inc and the concepts i've shown you there the reality that funnel fits in there and it doesn't necessarily translate to what we need to be doing

(31:50) to bring on board more senior people and bring long-term change and involvement for our consulting projects so again what do they want so i've already given you an insight into this and made you uh also think about the be truthful about the level that you're targeting in an organization don't target higher uh than than your solution creates if you like a position however don't undersell yourself so one of the first things i do with most consultants i work with is get them to consider who they're

(32:28) positioning their their first prospecting into and their solutions into you know a great example is anyone involved in hr consulting hr consulting whether that be leadership development uh you know assessments behavioral style they're all comfortable going in at the hr manager level however very few have the the desire the belief and the will to want to go a higher level in an organization and it can be done it's just creating your message to make it more relevant because some of the things that you do

(33:07) absolutely have much higher value in an organization and relate to much more strategic positioning so you know a higher level senior executives are predominantly driven by their competitive positioning they need to understand the current market you know if you understand the current market better than they do then you know you are an expert they cannot see what the competition is doing they cannot see how the competition is setting themselves up to be number one player in the next two three years these type of things they're blinded by

(33:42) their inability to see what their competition is doing if you can unlock that for them they're fantastic you know they're looking at their business issues long and short-range business issues strategy shareholder value you know corporate reputation all of these things are more likely to engage more senior people in an organization however if you're looking at more managerial level be truthful and honest with yourself there's nothing wrong with them but i will question you why you're not going higher

(34:11) if it is relevant to do so uh but yeah at that managerial level we should be more looking at benefits led messages and you know if you are looking to use uh engage users you know talking about shareholder value corporate reputations short long range business objectives will not get them on your site so it's just knowing the the level of education as to where your entry point uh is into an organization because think about it you know most hard pitching sales people um or you know even some consultants this is how they generally start off you

(34:47) know i'd like to come and see you and find out about your business and what problems you are having to see if we can help solve them how do you think yeah i do notice this in in how you sell and what's your uh your belief about the ability to create business using this approach today unless you have a high degree of expert status they know you there's a lot of trust and rapport bill this isn't really going to get you far in today's modern world as i've shown you already this is just a slightly different facts of the

(35:23) uh the 10 30 60 i think this one comes from chet holmes he breaks it down a little differently so he said look there's 10 desperate buyers and this is why i've taken you through the 140 campaign through the outreach because it's that cherry picking you're looking for those desperate buyers yes there are some problems those desperate buyers sometimes because they may have already created their beliefs around what the ideal solution will look like and they're trying to squeeze you into their belief around what that existing

(35:56) solution is like and that is why if you go down that route and take the consultative sales process then i get you to question that and kind of open that back up again so you're not you know being pigeonholed uh with nowhere to go so they're saying uh there's 15 not so desperate buyers and these are you know within my 30 and he just calls it differently 60 and 15 are hard no no matter what you do um i'd say you may be great just working the ten percent um but certainly you know both chat and i believe you know i

(36:32) i call it the 15 sorry the 30 the next 30 he calls it 15. however you know you can develop enough trust and rapport to warm up the not so desperate and even lighter bit of fire to get moving today you can make yourself the natural choice when not yet already or accelerate their readiness you can educate art objections and reverse the risk for the soft nose which often turns them into yeses i i check myself i'm almost certain that's chat homes is quote i create so many uh resources based on things that i've read and studied

(37:06) that sometimes i miss the the right attribution so if you know that someone else just just let me know but i'm almost in that's chatrooms so where can you get ideas um you may have this nailed already you might be looking at thinking oh man that research i did on you know i did my mba i did my phd my research project that i did in xyz you know i've got this nailed already however sometimes if you're lacking in ideas it's a concept called chunking up so say you're your core expertise is sales training

(37:39) [Music] you can chunk up or chunk down to create different offers to the marketplace so and the more senior you go in an organization the more i would get you to think about chunking up i.e going to a higher level of abstraction so if my concept that i wanted to to sell if you like in an organization themselves training then one of the educational pieces that i might think about is actually while i'm not going to go and educate them on why sales training is the is an absolute necessity for your consulting business it's too

(38:21) direct if you like it's almost uh what we call a leading you know if you're in a conversation it's what's called a leading statement it's that if i could show you that sales training was essential for your consulting business you do business with me wouldn't you you know and and that works and it's great but sometimes it can become offers a little direct so one way of avoiding that is to to go to a higher level abstraction to chunk up so that could be how to recruit the best graduates

(38:50) so one of the things in there is here consulting companies are struggling to recruit the best global graduates at the moment and you could show that one of the points is they're not involved with the right uh right universities one of the points is they're not showing that their their recruitment and engagement process is too slow and then another point might be and actually the best graduates in consulting now want to be seen as rain makers therefore they don't they look for the ability to create sales because they recognize that

(39:25) rainmakers are the highest paid people in consulting or you know it's the fast track if or you know it's a way that they can then set their own businesses up so therefore you know just one of those segments is going to be creating the need for your solution if you like now after that i can even chunk up higher so here there's a there's another level abstraction which is field cells and not needed so here if it sells training actually this is a more process led uh approach now is you know most people have tele sales people

(40:02) internal sales or external sales and within modern tech this educational piece could be with the modern technologies that exist today you actually don't need external sales people you don't need to pay for their cars you don't need to pay for their salaries they're not that productive and you can replace them you know you can get five internal sales people for the cost of one external sales piece person and increase your your revenue by a factor of five uh you know with a you know with a uh with much lower

(40:33) overheads so therefore it's a different message but again within that there would be a need to how do you recruit these people how do you train them obviously the training requirements are very different it's a different structure and then you could even go more abstract about you know emerging technology will replace sales people all together yeah and that could be you know a high scare tactic you know if you're following traditional models of selling then in a couple of years time your competition will be replacing their

(41:02) sales people all together with artificial attack intelligence they'll be doing it this this and this however there's an opportunity for you to be different if you trained your if you restructured your sales model if you recruited the best people if you gave them the right training then you could be the leading advocate of you know personal relationships in the industry so what you've done now is you've taken your message about sales training and created a number of different abstractions of educational piece that you can use

(41:33) to sell your sales training and i hope that makes sense i hope i explain that okay because this is you know so powerful you know i don't know what to do you know sometimes i think you know i should be sitting here with you know a rattle and a you know one of those little whistles you get sports events and things and blow it so you know to really get across how vitally important this is in helping you create as much business as you want however it doesn't always need to be that complex sometimes you can chunk

(42:04) down and especially if you've never been to the market before because sometimes it's okay to make offers to the marketplace especially for if you've already spoken to people in the marketplace you don't need all these convoluted systems in fact you should shake it up a little so if it sells training look you could say okay every now and again you could go out with a message specifically around prospecting which is a core part of sales training or you could go out with a message that just focusing really in on prospecting

(42:36) with linkedin or even then specifically prospecting with linkedin groups or you know even an offer which is to get them to become a customer which is a 50 off linkedin group training and there's nothing wrong with those approaches as well probably the more junior you go in the organization the more those those chunking down are relevant and the more engagement you have with them over time so lots of different ideas you know it doesn't have to be these big educational ideas once you've got engagement you can have

(43:10) much more specific especially if you're trying to engage different departments in a in a large company you know at some levels you could be educating some of them on a higher chunk up and some of them you could be educating them on a much more lower chunk down so lots and lots of different ways you can do it you know where can you get the content where do you get the structures so first thing is benchmark studies uh one you can do yourself so with the technology and the skill set i've given you with the 140 campaign

(43:41) with the outbound emails and video emails and even the co-creation stuff and all of that you could be doing your own benchmark studies you know you could but and not only that you could be repurposing all that content as well so you could be doing benchmark in interviews uh which you could also be doing as podcasts which you could also be you know so you could create your own or you can go to third party organizations and pay and fund that depending on what size of business and your appetite for investment is or you could pull together other

(44:13) benchmark studies and that's a key one really where most people start out is you know the expert in an industry doesn't create the content what they do is they collate refine and look at distinctions between all the other benchmark studies and content they're out there and again case studies a great way of doing it people want to know what other people are doing in their industry however if you're going to take this approach it cannot be hey here's a bland case study here's why we're you

(44:45) know we're great it has to be around his problem that they were in here's what they've tried that's worked here's what they've tried that's failed yeah the thing about is the case that is almost a consultative sales approach here's the problem they were in use the same structure that i've given you here's a problem that they're in here's what they've tried its work is what they tried that failed his this was the financial impact um these were the things that they were

(45:10) thinking about that would get in their way and that would block them here's eventually why they broke out of their inertia and took this decisive action here's what they implemented here's the structure we use here's some of the ipr we created and here's the results that they've got you know two or three good ones of those are worth their weight in gold again interviewing the key prospects a little bit like the benchmark study one so that can be a more um you know personal insights what they believe is

(45:40) the future of the industry that type of approach which you could use to educate or other key experts if it's safe to do so and not devaluing your position as an expert you know that's the key thing i see many experts who want to do this engage with companies all of their content is sharing other experts and while look no one in presentations like this in your educational content draw on research absolutely you cannot do this alone the more you draw on research and and cite your studies and your resources

(46:14) actually the better you look you know the more you're seen as the expert but if all you're ever sharing is other people's stuff then ultimately you're devaluing your your position um piecing together multiple data sources again a little bit like the benchmark studies you're pulling together disparate bits of information that you found so vision future trends and predictions you know it's a big one what are your predictions for 2019 the future of the xyz industry in 2019. now everyone wants to see

(46:46) what's coming and very few people have the ability to do that and this is one you know i've never never done and i've not got any of my clients to do but i think it's a fantastic one if everyone did it and the reason i thought of this is through my own personal experience is fund an mba or a master's or a phd who has to create a dissertation so i created a dissertation and you know it's been for my for my mba and you know one of the things that i did was something like a 20 000 i can't remember 10 or 20 000 word

(47:14) dissertation i got a distinction on and it took me so much time so much research um pre-internet of christ it was hard work and it was about new product development you know i took some nuggets out of there they formulated my entire ethos and strategy going forward for the rest of my sales career however other than that you know i never used it it wasn't relevant to the business i was in really and i've had no commercial value out of it however we're in an age where information is transition and people

(47:44) want specific stuff so you know if you know a great university nearby you or you know you can find people online you know you could fund an mba or a masses or a phd if it's ethical to do so obviously and fund their research into their dissertation as long as it meets the criteria for both their degree and what you need for your educational content you know a couple of thousand a year to do that is good you know if they if it takes them a year to do it and they do something that you have ownership of with in-depth research

(48:20) you know with the research rigidity or structure of an mba or a masters or a phd in something for me i think that's a massive investment even if you split ownership of it afterwards they can come create their expert position off the back of it and you have the ability to use it to create sales for you so for me this is a very very undertapped approach and i'd love to bounce ideas off you about how you can do that now i think that one there is a massive massive opportunity for consulting companies okay so can you offer your prospect some

(48:56) value completely outside of your product or service that's the question something that is important to them not necessarily important to you to move away from maybe what their perspective is and what their experiences with other people so you know i want to come and talk to you about my service no thanks i'm happy with my current solution thank you very much so the solution is as i've shown is to create an educational piece that the prospect cannot say no to no matter what their perception and beliefs have shown a lot about

(49:35) beliefs are of their existing circumstances in fact i spoke to a client uh only yesterday and he worked out that they've got about a thousand companies that can ever do business for one of his solutions um so therefore you know it showed him this concept and though out of those thousand companies he helps them with specific projects those projects are not constant they come and go so even if he's got a great relationship with a small number of them they may not have projects for him to work on and then the new ones that he was

(50:11) approaching is how do they know whether he's good or not because there's an element of risk it was something to do with um you know had a legal impact as well so how do they know if he's good enough and i was kind of showing him this concept a lot you know you create this educational piece one you're engaging people now not when they have a project so therefore you then have all of the time that it takes you know for when the next project comes in to position yourself as the logical choice if your content in the way that you do

(50:41) this is so good you are removing any inherent belief of the risk that you are a safe pair of hands so when there was next product because his belief was one of the reasons they were waiting it was just for a small project that didn't have high visibility therefore if they gave it to him it was okay even if he does mess it up a little it's not going to fall back and kick us in there in the backside um whereas we showed him how to you know i showed him how to think like this and it's like oh yeah so i could i can

(51:12) meet all of those thousand companies now and by nature by the nature of this content i can get a meeting with them now and demonstrate to my expertise and then pulls out all the risk and it's like light bulb moment going off for him is oh wow and then you combine that with the ability to create a low front end offer to cash flow some of these initiatives um and to get creeping commitment and to uh navigate your way through those organizations and i've got a separate bonus training shows you how to do that then you know

(51:43) it all becomes pretty magical so i call it the crt m n and if you can think of a better way of making that sound sexy then come back to me and let me know and i'll change it so it's develop your compelling reason to meet now you know i must stress now not in six months not in twelve months your compelling reason to meet now okay so a couple of different kind of titles or approaches if you like that you could take um so some of these are heavily influenced by uh chet holmes's stuff and back then when

(52:22) chat was doing it there wasn't a lot of inbound marketing so in many ways although he was direct selling uh he was one of the masters of the inbound marketing movement as well because he called it the educational sales perspective um but you know this is you know how a traditional salesperson might have pitched uh things before so the before and the after so we'd like to come and talk to you about our healthcare benefits whereas after could be the five dangers facing all employers and how knowing what those

(52:49) dangers are can dramatically reduce costs and increase profits we'd like to come and talk to you about getting a new telephone system so how you're wasting money in five major areas your voice and data spending so we'd like to come and talk to you about emergency disaster recovery so the five most industry disruptive emerging technologies most most ctos don't know and how they can impact uk market effectiveness or competitiveness okay cool so and that's what we're going to be looking at doing in your

(53:20) educational content is that sexy results base you've done a lot of work if you think back to stage one you know where do you think this is all kind of coming from why did i get you to do all that work in stage one it's so you can create these things you understand the afters so this is all relating to their pain points and showing them the brighter future so some bad news that you can use as a theme so the market is shrinking competition is increasing failure rates are increasing billing and profit is reducing

(53:53) there's new entrants into the marketplace market entry time is extending for products or services however as much as i said give them value outside of what your core service is you have to have a link to setting up a need for your services so if you think about the sales training example that i gave you now or all level of of higher chunking up abstraction i made sure i was always looking at how i could bring that back to creating a need for my services as a if you believe that that information i've given you is right

(54:33) then by nature of that you also have to believe that you have to invest in sales training and that is what we're looking to do so what is the prospect number one current buying criteria because we've talked a lot about beliefs you know what do they believe their number one current buying criteria is and how can you deliver bad news that will help them transition away from that current belief how about some good news so there's a vision to move forward to that isn't just a solution pitch so it's

(55:04) not hey there's all that bad stuff however this is brighter future over here and the only way you can get it is to buy my stuff it's not necessary like that it's more subtle than that excuse me so what we're looking at is belief changes we've done a lot of work in the section and previously about belief changes so here's an example uh for you so a belief change if i want to create a belief change in a presentation i could look at this type of structure okay and this could be the content or one part of the content

(55:41) of my educational value based meeting so a market that you perceive i.e you as the consultant to be price driven can be educated to be expertise driven and you could do that by educational content around the cost of mis-buying the cost of doing things twice the cost of renewals fines downtime legislation missed opportunities missed opportunities to win clients to win deals to get investment to expand into other markets speed to market as it lengthened their time to market as opposed to decreasing their time to market

(56:21) and of course finds legal ramifications so they could be some simple belief changes i would need to address what about a market that believes you can't get easy access to senior decision makers so this may be you and this is kind of one of mine that i've you know worked on over the years for presentations so my belief change example that i want to create is you know i'm approaching consultants who believe that you cannot get easy access to senior decision makers so what steps would i need to go through

(56:53) to make that belief change so first of all confirm the old belief with old research there's no point saying look what you believe is shite and you're an idiot you cannot do that you know so you have to confirm their belief you have to show that you understand what they are currently thinking so it's called you know show me you know me it's called you know addressing the conversation going on in their mind but the key is it's their their old belief or it's their current belief that we want to make old so maybe i should

(57:30) change that to confirm current belief with old research you can show them how 10 years ago that may have been the case so you believe that you can't get access to senior decision makers yeah and that might have been the case because you needed a team of cold callers that was the only way to do it you know and you had to employ them the skills to learn how to cold call and the nuances were hard you know it goes against your personality style didn't want to do it here's the research that backs that up

(58:00) but then i could transition to new research that was the old stuff but look at this this is the new research you know and that could be around you know changing uh market place the way we communicate as a society as a society have changed you know the percentage of senior executives who have a corner office has almost decreased to zero you know the percentage of people now who have open plan offices you know so the ability to get to people i.

(58:32) e the structure of politics and and organizational structures change people don't have direct direct mobile so direct office based phones anymore it's all mobile move from landlines to uh linkedin to chat to email to those type no so i could use research to show there's actually no it's different and it's you know percentage of people getting through to senior executives now has changed then i could show maybe some third-party research not my own research to show that actually what senior executives want to be approached they

(59:11) want to be educated they want to be challenged and in fact they need contrarian points of views no one in their organization stands up and disagrees with them no one is saying you know you know we have to break out this blanket approach so actually they want you to do it not only is it you know a shift in communication preferences it's a shift in attitudes they want you to approach them therefore i can also then back that up with you know most researchers show you know most junior sales people don't contact senior people you know

(59:44) they're scared to do so they don't believe they have the skills they don't value their positioning enough and i've got you know lots of studies and research that can back that up um then i could show some tools to make it easy so i could show you know a tool to find any ceo's email address a simple tool about how you could create a video based email that shows your expertise um you know a simple script of how you structure or monitoring trigger events to find out when that person has just came into the company or when they're

(1:00:18) making a major purchase decision or a major upheaval therefore if i do that what's the logical conclusion it's easy to do they want it therefore you can and should do it yeah so i've gone in a couple of slides from okay their belief is a market that believes you can't get easy access to senior decision makers and say look that's an old belief replace it with this new belief based on research this other research says actually the people that you know that you believe that about actually want you to contact them

(1:00:54) um other people aren't doing it therefore there's an opportunity and look how easy it is to do so the conclusion is that it's easy to do they want you to do it you can do it and actually what i could do here is put another slide in and show examples of other consultants that have done it therefore if those other consultants can do it and every factor else is right you can do it and you should do it okay um and again you know the same type of thing for one of mine is a belief change around a market that believes you only need

(1:01:27) inbound lead generation so therefore i've got studies that show up look uh the makeup of inbound versus uh outbound lead generation best-in-class companies uh by third-party research companies show that you know some of the fastest uh most profitable companies in the us have a mix of 80 outbound and 20 um inbound lead generation so all the noise around inbound the most profitable and fastest growing companies still have 80 outbound lead generation third-party research um but i could you know following the previous one i could

(1:02:03) show research that would show them why they think that or even show them how much of the blog sphere and you know google news and all that is dominated by people creating content around why you need inbound lead generation as my first one to back up their existing belief but then also draw make them draw the conclusion that the reason they're doing all that is because that's what they do whereas you know other companies are quietly getting on with outbound lead gem and they're the ones that are winning the best in class

(1:02:37) fastest growing company stats you know most of the us fastest growing companies are using predominantly outbound sales processors show the buying processes as i've shown you um you know if you want to engage senior people you're going to be doing outbound if they're waiting for them to come to you they're going to pigeonhole you in this decision-making unit they're going to tell you exactly how you're going to work with them they're going to tell you what they want and therefore you're not

(1:03:04) accessing senior people you know look at the results of the percentage of your inbound leads to convert and what's the revenue potential profit margins on inbound are low because they already know what they want in their price shopping you know and then all of these can combine to how easy it is it's just a massive opportunity so that could be an educational piece in its own right there there's some bad news and the bad news is that it does take work you know i never said all of this is going to be easy but to think through

(1:03:34) this and create this it takes a little bit of work and time and effort but the results will pay back for you in in bucket loads so here's the chat homes model um yeah i don't think you necessarily need to this extent anymore uh and this was you know a lot a lot more detailed when the internet wasn't quite as as high impact as it is now but checked homes model as he outlines in the the ultimate sales machine is research your industry over a 30-year period identify bad news how can it tie in with your solution and identify

(1:04:14) patterns in all that data so you become an expert in your industry and that's why very early on in these processes that we've been working together so you know specialization work in one industry in one segment because it helps you become the expert so therefore you know a pattern could be you know everyone is citing that unemployment has gone down over the last 20 years in the united states however you're when you break that down and look at the numbers unemployment in over 30s white column men is up by

(1:04:47) 60 percent you know if your target is uh 30 something white collar men then that is why you do that you know don't be don't be listening to everyone else in the marketplace that's saying you know unemployment is down or if you're you know mid-20s say and you're i you know i've never kind of put this together why you would use this you know maybe if you're trying to sell an mba course you know it's like to mid 20s people um you know as a way of getting out of the fact that yeah everyone else is saying

(1:05:18) unemployment is going down you know it's a safe market however you're a fast approaching a 30s white collar male in america and unemployment has risen to over 60 transition out of that by doing this course by learning these skills by creating a business by buying a franchise you could use that for multiple different ways so chet actually started and grew a company that does this level of research if you think that you need someone to do this for you so i believe their minimum entry point is about twenty thousand dollars

(1:05:55) the the ones that i've seen i'm not that impressed with um i have to say since uh unfortunately uh a number of years back um you know sandler is a real uh great influence on the sales industry um but the company that is left that does that type of research personally i've not had i don't think a lot of the work that i've seen that they've done and one or two of my clients have had it done um if you want that then i can show you uh where to go you know they're very good at doing these type of

(1:06:29) research pieces and packaging it up as a sales piece bear in mind it's going to be an investment i would guess a minimum about 20 000. you know i get nothing you know i prefer you not to go there personally but if you do i can kind of put you in the right direction and and also speak offline about you know the relevancy of how that works with you or you can go to other resources so you'll have this slide you know and and start pulling this stuff together business.

(1:06:56) com forbes cnn abc news dole.gov bls.gov so census.gov um an easy one there's called buzzsumo so that brings content together so it's an aggregation of content feed stats uh keynotes mental you know there's just sensors market research euro monitor since one way you could start looking at this yourself however like if you're a you know a consultant that's either working on a day rate or high value consulting project consider outsourcing this and there's a website that i've shown you probably before called upwork and you

(1:07:33) will find amazing talent on there uh to do market research for you as long as you're very clear around what it is that you're looking for them to do so think about that you know sponsor a student or or maybe go out and get some market research so this one is called upwork there's also another one called people by the hour and here i'll have this in the manual for you can use something like this as a as a job advert i won't read it out but it's you know reasonably self-explanatory so you place the adverts you potentially
(

1:08:07) look uh for someone with experience in your industry or the industries that you're targeting um you let them come back to you to make a bid either based on hours or overall project interview three and probably what i would personally do as well is is potentially give two people the job but a small segment of the job and and look for which one is going to be a better fit so you're i always try and hire two people to do one job and if both do it brilliantly then you've got a great problem okay so uh just bear in mind so i've

(1:08:44) shown you this when we do outbound so how are we going to use this so when you boil it down to the tactical side when you do outbound prospecting people will come back with warm responses you know sounds great i need to meet you sounds perfect and then you have referrers people are referring you elsewhere in the organization i've shown you how to deal with that so this can be used in that section i call pipeline you know they have as an existing consulting company they're under contract to someone that they

(1:09:12) perceive or believe is the same as you uh it's not high priority for six months you know we're too big for this type of consulting project we're too small for this type of consulting program it's not on our radar you know we don't have any projects that we would use you with this type of approach is how you break through and eradicate those beliefs about why they don't need to meet you to create your compelling reason to meet now so what's the structure so your productized first meeting core

(1:09:43) message structure so i hope you see by now and i kind of take you through the process it's very different to how most consultants would do it in the first place because most consultants would naturally lend themselves to content you know i need to give them this content i need to give them this content i need to give them this content and that's how they would structure but the reality is if there isn't any belief that you're looking to change you shouldn't be putting that content in because our

(1:10:14) outcome here is more of a a stepped or a stage gate sales process to move you to the next stage so again i'm going to give you an example you know so outbound is too salesy not in keeping with brands so you know their current state their desired state that i want them to be thinking is you know when done properly my brand get uh great exposure and proactive business in fact i'm going to skip through that i want to get into um the the content so remember senior people if you're targeting them you know looking to understand current

(1:10:45) issues establish short long-range business objectives set long and short-range business strategy so always have that on your mind if you're dealing with senior people so i've created a presentation or an educational based structure for you so you have it as a as an image also a link to a solution called draw.

(1:11:08) io which is a free online service so you can change this it links with google drive if you're a google drive user so let's break down the core sections so the title so i've already given you title examples in this video so the title should allude to the problems and division potentially so how to you know you're in this problem here's the brightest solution so there's title examples in this presentation there's title examples in the manual and i'll be working with you in the facebook group

(1:11:44) to see how well you you create those titles you could then have a transition from the title slide to the core pain points and shock it's called in many instances it's called a pattern interrupt so here's the title and then the next slide is you know here's all the pain points here's all the impact of what's going on here's what i know about your business here is y z you've got this this and this you're struggling and you could obviously make that relevant if you've had a call

(1:12:15) so if you've run this after a consultative sales call make it relevant you know to really shock them but instead of being timid about them draw out will leave nothing to the imagination what the impact of that is going to be for their business then i would suggest three mini content segments depending on how much time you have if you have about 45 50 minutes then that will enable you to get three decent content segments in so what is a segment so it's going to be mentioned in the manual but they can be

(1:12:52) called different things um in the more the kind of internet marketing shock and all marketing world they call secrets you know the three secrets around this area you could call it pillars so the three pillars to achieve xyz you could call it the three challenges you could call them the three road blocks but whatever they are or whatever you call them you know pillars is a good one roadblocks or you know i think you can't go wrong with pillars if you like um it's uh you know a strong it cannot be misconstrued secrets if

(1:13:32) you're comfortable doing that you know the three secrets of how to create a high performance team um whichever feels comfortable with your style and your audience but the key thing below that is each one should address the core belief that you are looking to change so that the title you should have one belief and we've we've done this we've covered this in the belief video there should be one belief that you want to change as a result of the presentation and that belief is to get you to the next stage to get them to take action

(1:14:13) for the next stage then you have three supporting beliefs if i can knock down get them to think about these three things and transition from one belief to another that will logically mean that they then have to believe the overarching number one main belief so these then are the three sub beliefs so whether it's one slide or five slides or ten slides however you wanna present it um but it's showing the pain showing that transition that i just showed you in my example where i had image based slides each one taking from

(1:14:52) here's your existing belief here's some research and here is what the natural result of that belief is so you you contain each one you then break that down into three personally i would do your strongest one as your first one your second strongest one is your third one and maybe the not so strongest one is your second one you could even trial it with your strongest one as the third one and i'm sure if there's you know presentation consultants in here and people have studied this more than i but

(1:15:27) it's you know the um the recency and immediacy principle i think you know people remember the first and last and not so much the middle so think about how you're going to position that also what that also allows you to do is have a uh so if you think about this this structure so in timing you've got your your your front part which might be five minutes intro and you've got the clothes and you know everything else at the end of it which might be 10 minutes um and then your you know your middle section is is 30 minutes so that will

(1:15:58) give you 50 minutes if you go somewhere and they say look you know our plans have changed you've only got half an hour can you just cut it down to half an hour you now know you can cut a whole segment chunk out and in fact you know if you're depending if you do this a lot you can have versions of the same presentation just based off one or two segments so you can fire up one of those and you know how would you do that you would base it on what you know of the rank of importance of their you know their beliefs and what you need to change

(1:16:34) so you know if they said like you know you've only got a half an hour the first thing you ditch maybe is segment two which is you know the third uh least important belief to change i hope that makes sense so then what about the future so obviously you draw a picture of a brighter future and you know some potential ways that they could get there what are the restructuring they need to do what's the different things obviously your solution would be in there but maybe other solutions that they could be thinking of as well but you

(1:17:03) have to give an opinion so you know i've created this right at the beginning they are looking for you to be the expert they are looking for you to give them an opinion if you are bland and don't have an opinion whether they like it or not is irrelevant you have to give an opinion so what do you believe about the industry what's going to happen what the future trends our predictions what do you believe they should do then the next phase is pre-handle the objections and close for the next step and if you

(1:17:33) followed kind of my outline and you've created a lower value front end offer then obviously the close for the next step is to get agreement for that lower value front end offer and then you do all of that how can you make it come alive so it's living and breathing so in the the overall cell structure i showed you how to do a shock and all package in the power section about how to create a package that you send to them before the meeting how about making the actual meeting come alive about things like this

(1:18:08) so you know i there's no way i think these were ever real but they could become real so these were images that i took off a website you know and it was about a free opt-in i think that they were giving out or part of a webinar that they're running i can't really remember but how to run your first personalization campaign so these are images and they created these image to make it an a largely intangible webinar to appear like a product but man can you see the power if you created something like this

(1:18:38) to trade off between investments and you know everything else but if you're selling 50 000 200 300 you know half a million plus consulting arrangements and you can get something like this created for 20 pounds and when you go into an organization there's five people there's just cost you a hundred pounds and you know that every time you run one of these and you blow their socks off you're gonna close one out of three you know it comes back to knowing the metrics it's a cost of sale and it's front loading you know the

(1:19:09) value that you're providing them so how can you you take your presentation and back it up with fact sheets with implementation plans and all of these things to really wow them and turn that into a into a strategic educational piece here's a couple more you know it doesn't have to be kind of that boxes one you know this is a low level restaurant solutions forms that was a restaurant marketing guide i think so a guy that special i found most of these on the internet you know so that was a guy that specialized in restaurant marketing so

(1:19:42) that's what he would give them if he can do that and hand that out to restaurants why can't you do that as a consultant with a high value consulting deals you can get these done um so that's another one i i found that made me laugh terrorist use of internet assessment and responses you know so it's not quite that big old bulky package and you know but even you know other organizations are um are creating these things for in real life so how can you create those the resources i've given you upwork

(1:20:13) fiverr.com there's another 99 designs look you can get these designed pull your your data sheets your factories and pull all that together get them printed you don't need a lot of it you get something on a place like etsy which is like a craft place but you can get some really weird and wonderful stuff created there as well so how can you augment the messaging of your solution with something that's tangible that will just make it come alive for the organization that you're selling to so hey there you go we've reached the

(1:20:46) end it's one of the if not probably the lengthiest video in the program but what i've just given you will unlock any business that you want and actually you should now have a belief change that when someone says no to you about meeting you now they may be your best prospect for high revenue consulting income because it's the ones that are not engaging with people or don't believe that they have a problem or don't believe that they know the solution to their problem that will be your best consulting
(1:21:27) clients it takes a little bit of work but i guarantee you can do it follow the structures that i've given you and let me know the successes you get with this in the facebook group hey speak soon bye you