Building Better Engagement With Referral Sources

Transcription

1 Building Better Engagement With Referral Sources Selling Better in a 21 st Century World Barrett Presentation Series, 2016 Presented by Sue Barrett, CEO & Founder of Barrett Consulting Group &

2 Business Strategy the vision and long term plan; life span 3, 5, 10 years into the future Sales Strategies the short term plan; life span approx months

3 You can t do strategy without input from sales Frank Cespedes, Senior Lecturer at Harvard Business School and Faculty Chair 27 August 2014

4

5 1. What are we? 2. Who is our target market(s)? 3. What is our philosophy? 4. What do we do? 5. How will people benefit from working with us? 1. Description of the business 2. The right types of buyers 3. Philosophical statement 4. Business of the business 5. Value Proposition

6 1. Full service sales consulting, advisory and education firm (established 1995) 2. B2B & complex B2C Sales Teams & Operations with sales teams of 20+ sales people CEOs/MDs/COOs/Sales Leaders/HR/L&D in Corporate & Medium Sized Businesses across all industry sectors: technical, medical, building, professional services, banking & finance, engineering, media, education, design, government, N4P, private and publically listed companies 3. Everybody lives by selling something 4. Helping people and businesses sell better 5. By partnering with Barrett you will be able to Sell better, at healthier margins with less risk of failure Make more informed decisions about how to lead and manage your sales team and operations

7 1. What are we? 2. Who is our target market(s)? 3. What is our philosophy? 4. What do we do? 5. How will people benefit from working with us? 1. Description of the business 2. Employers, Job Active, Schools 3. Philosophical statement 4. Business of the business 5. Value Proposition for: Employers, Job Active, Schools, etc.

8 2. Employers (types and level of contact) Job Active (types and level of contact) Schools (types and level of contact) 5. By partnering/working with TAFE (your org. name) you will be able to??? Employers Job Active Schools

9 Hmmmm

10 Networking Marketing Selling Talks to Individuals Initiates relationships based around core propositions Establishes and develops business relationships with other people Is mutually beneficial Takes time to build the real picture Seeks to help others build connections to other relevant networks or people Creates a web of connections that makes it easier to realise opportunity Talks to Groups Tells the stories (company, product, etc.) to many people Looks after the brand s reputation Needs to keep the stories circulating and resonating Analyses the big data; delivers averages Studies the experiences buyers have when they buy or try what we offer Focuses on delivering greater value beyond price and specials Talks to Individuals Is where the stories become real for the buyer Develops real relationships based on a fair exchange of value Looks after individuals Deals with ambiguities, not averages Analyses the behaviour of buyers on an individual basis Engages with buyers to understand risks they face when making a purchase and what is real value

11 Igniting engagement Missed Opportunities lack of activity Where have we missed opportunities? Lost Opportunities Poor skills Where have we lost opportunities?

12 DRAFTTAFE Sales Process Goal Setting Identify Targets Contact Referral visit stage 1: Understanding Priorities Referral visit stage 2: Creating pathways Enrolment of new students Sales Planning Sales Prospecting Sales Communication Closing and Reopening the Referral Cycle

13 Priorities WHAT are the top 3 or 4 things we can do to drive better engagement with our referral partners and position TAFE as the partner of choice? WHICH one is most important to us? WHY is this the most important to us?

14

15 Who are our main competitors? What are their primary market objectives? What do they do well? What don t they do well? What threat do they pose? What is our competitive advantage?

16 21 st Century Enlightened Sales Professional teacher, guide diplomat analyst consultant salesperson negotiator CLIENTS problem solver solutions crafter financial manager advisor facilitator listener

17 How to contact, connect & follow us For more information please contact us on: P: or E: W: W: @salesessent Publications: Linkedin: Sue Barrett Linkedin Company: Barrett Consulting Linkedin Company: Sales Essentials Youtube: Youtube: FB: Barrett Consulting Group FB: Salesssentials Pinterest: