|Trevor Heisler Master Storyteller and Builder of Brands. PR, IR.|
Start by thinking about what the three or four main things you want potential investors to remember about your company or product after meeting with you.
Then explain those three or four things as clearly and concisely (the fewer words the better) as possible before even going to your computer.
Those three or four things have to include what makes you unique / different / better than everyone else in your defined space, and how that differentiation will lead to you making money for you and your investors.
Then you are ready to start mapping out your investor deck on your computer, preferably not with a generic template, but instead with a deck that is designed with your branding and messaging in mind.
Again, keep it clear and concise, not overly detailed. 12 to 15 slides is a good target. Much more than that and your messaging and your audience will tail off.
Feel free to check out some sample decks at www.heislercommunications.com/what-weve-done.html
Monday, May 15, 2017
Sunday, May 14, 2017
Great insites from sales coach Robert Durant
Generating new sales leads is an expensive activity for any size business.
The cost of marketing your brand and running lead generation campaigns takes time and also comes with a fair bit of risk.
FACT! Business Referrals are the MOST effective and fastest way to generate new business.
• Referrals come from reputable sources who know your business
• Referrals are personal and will fast-track responses or acknowledgements
• Referrals will remove any trust or brand recognition barriers
• Referrals also act as a thank you mechanism between parties.
Building AMAZING Referral Networks
1. Before you start: Ensure that you have the right tools in place and they are updated with the correct information e.g. LinkedIn and social media profiles, Business cards, Email signatures.
2. Build and practice your elevator pitch.
Use this format to create your 30-sec pitch.
My name is:
3. Create a personal story that will explain to people why you are so passionate about what you do and why you’re doing it. People connect much easier if they have a personal link.
4. Deliver on a promise:
• I will be in touch
• I will give you a call to talk through that idea
• I will refer you to XXX
• Let’s have a coffee next week and discuss this opportunity.
• Send a thank you (email, greeting card, handwritten note etc.)
• Connect via social media with a personal note attached
• Send a letter or information pack.
6. Grow and Nurture your network (don’t forget about them)
• Explain how you will continue to work together to promote referrals
• Keep up the communications (updates, newsletters, related articles and links etc.)
• Conduct one-on-one session regularly to keep each other’s business front of mind
• Invite them into your networking groups on LinkedIn or Facebook.
7. Celebrate the success with your referral partners. Try these techniques;
“Please let me know who referred you so I can personally thank them.”
“I’m glad we created this connection. This opportunity would not have come about if it wasn’t for XXX. I am sure you also feel more comfortable with providing more referrals moving forward.”
Things to Remember:
• Learn to ask for referrals – it highlights strength and confidence in your offer
• Make sure your referral partners recognise the value you provide. Having one-on-one meets will help.
• Treat your referrals with MAXIMUM importance. Let the referrer know their progress.
Additional Information and tools to help you:
How to use LinkedIn to Drive Business
Sales Coaching and Mentoring Service
The Art to Sales Qualification
How to Create a Successful Sales Team
Implementing a Sales Process & Framework
#BusinessDevelopment #Referrals #Networks #Partners #Sales #LeadGeneration #BusinessStrategy #SalesStrategy #SalesTraining
Wednesday, May 10, 2017
1. Be Authentic
You need to understand who you are . Your personal brand is about the real you. Look within. Create a compass based on who you are and the qualities that set you apart.
How might you leverage your strengths?
18. Recognizing others
25. “You Do” list
Sunday, April 30, 2017
Sunday, April 23, 2017
Bill Cates Presenting at Next Weeks BBG Gala Brea...: We are delighted to host Bill Cates at our BBG Gala Breakfast Forum's in Sydney, Melbourne and Brisbane next Week. There are only a...
Wednesday, April 12, 2017
We work with companies around the world to help them produce awesome customer service. Most companies are not only not awesome, they are pathetic.
There are two aspects to customer care, one is providing awesome service and the second is to ‘add value’ to every interaction with the customer. The key to the provision of exceptional service lies in the quality of your company’s people management.
A recent 10-year study by Sheffield University in England demonstrated that people management is three times as important as research and development in improving productivity and profitability, and six times more important than business strategy.
For successful management, a high EQ, (a measure of self-awareness, self-control, motivational ability, empathy and social skills) was more than twice as important as intellectual skills. These skills are also essential to creating a customer centric culture in a business.
The first step in developing an excellent customer service culture is to hire the right people. Many businesses believe the only people that need to have great customer skills are those on the front line. However, it is often surprising how many of your team actually deals with customers. Take our business as an example:
Our clients not only speak with me, they also speak with a number of other people in the company throughout the course of a project. These include receptionists, researchers, graphics people and so on. All members of our team, irrespective of their role, must project the same enthusiasm for the client that I do. And they do, because that is part of our company culture. If you look at your own business, you may be surprised at how many of your team come in contact with the customer. Do they all share your customer values? If not, your business is at risk.
One of the reasons Amazon.com has achieved exceptional brand equity is because it has empowered its customer service representatives to do anything to satisfy the customer. They can even buy books at the corner bookstore to satisfy a customer!
One of my favorite sayings is that “ it is easier to change people, than it is to change people.” Don’t employ your team on hard skills, qualifications and experience; hire them for their smile, customer skills and attitude. You can teach technical skills. If you have to teach people to smile and be nice to internal and external customers, you have chosen the wrong people. Hire people who like people, people who are empathetic.
The best customer service is delivered by people who see things as the customer sees it, not how the company sees it.
There are two types of customers in any organization, internal and external. It is important to remember that to maintain a highly cohesive and motivated work force, exceptional service is as important with internal customers it is with external ones. Coupled with a good environment and a shared vision, great internal customer relations in turn influences external customers. If any of your personnel do not have a great service attitude, replace them before the cancer spreads.
A customer centric company culture begins with leadership…It is important to realize that developing great customer service in your organization is not as simple as holding a seminar and saying this is how it is done. It is not about rote learning, it is not as simple as step 1. Smile, step 2. “Would you like fries with that”? Before you can begin training there must be a culture change. Training without culture change and a genuine example set by the executives will be met with cynicism and distrust.
The problem is that most people who go to a training session get hyped for a short period and then immediately revert back to their old ways. To be effective we must continue training and lead by example.
Employers need to set an example by doing whatever needs to be done. Effective leadership cannot be achieved by command or a thick rulebook, only by example and by building core values. Where these values mirror that of the employees, you will enjoy success.