Present Like a PRO. Cliff Quicksell, Jr., MAS+ President & CEO Cliff Quicksell Associates

Transcription

1 January 2016 Las Vegas, NV Thanks for attending today s presentation Best of 2016 Present Like a PRO Cliff Quicksell, Jr., MAS+ President & CEO Cliff Quicksell Associates cliff@ QuicksellSpeaks.com

2 Intro and Presentation Objectives We will discuss. Questions, uncovering opportunities Appearance, looking & engaging like a pro Preparation, knowing what to do and say Presentation, not a P.O.T. Delivery, doing what you say

3 What s most important? You should come first! You MUST be At the top of your GAME everyone Is depending on you! Spouse, children, second Family, third Friends and acquaintances Your job last!

4 Perception Matters

5 Does your Brand need a facelift? Company Re-brand Campaign ~ Linda Miller-Seder Innovative Promotional Concepts

6 Presentation after your gone revamp if needed!

7 Knowledge Base Product & Program Knowledge Imprinting / Decorating Processes Capabilities Limitations Resources Factory Tours Reading Industry Trade Magazines Webinars Industry Education

8 Education & Professional Development Differentiator Product Safety Aware

9 What is your perceived value? When you only sell products the perception in one thing however, when that dynamic changes so does the perception!

10 What is your perceived value? What was your hourly rate in 2016? Number of hours worked per week x 52 divided by gross profit 60 hours x 52 weeks = 3120 hours 32% GP = $48, $48, divided by 3,120 = $15.38 an hour

11 What s the fix? 50 hours x 52 weeks = 2,600 hours 50% GP = $250, $250, divided by 2,600 = $95.15 an hour Less, smarter hours worked Better sales, higher gross profit Value Increases Working smarter, more efficiently, larger orders with maximum profits

12 Preparation is Key

13 Preparation: Key Element Research Interview Client: Galvin Flying Hoovers Internet Staff Sort out the questions Ordering samples Creating concepts Suggestive selling Build value Remember the 40/20 Rule

14 Presentation Skills

15 Appearance is Everything Our industry has taken a 180 degree shift in terms of professionalism. Clients are more savvy & are coming to understand that what we do is more than just selling STUFF. Dress Manner / Demeanor Personal & Oral Hygiene Communication Verbal & Non-verbal Quoting & Sampling Product Presentation After-market; Customer service

16 Presentation Tools Serve to assist you on sales calls, making your presentations more presentable & professional Portfolios also give you an opportunity to showcase your best work, and exchange out different styles as needed

17 Presentation Tools Madeira Color Definition Package IDEA Custom Solutions Stitch calculator Software like the Madeira CDP will allow you to read and manipulate the design for your client in order to ensure accurate recreation of your clients logo!

18 The Power Behind Excellent Questions Develop a core understanding Phone, in-person, aftermath Establish expectations You, client and vendors Developing a strategic brief

19 Creating the Unusual, Making a Difference Establishing yourself as the EXPERT Questions Do discovery be intuitive! Challenge Assumptions Do your homework Be Available, show up everyday Be Different FIRST! Act Different, Talk Different

20 Positioning

21 Difficult Requires Work Requires Creative & Strategic Thinking Measurement R.O.I & R.O.O. 40 TO 70% MARGINS 36 TO 39% 5 TO 35% Price Oriented Solutions Driven Develop a Balanced Approach Product Driven Your Logo Here Results Oriented 3% 100% 97% SELLING MODE Branding & C.P.I. Easy Short Term Frustrating Time Consuming All in the Game

22 Other Methods to Tell Your Story Linda Miller Seder President Innovative Promotional Concepts Marketing My EngagePage Your Brand Speaks Volumes What Story Does Yours Tell 2016 ~ Cliff Quicksell Associates

23 How do you go to market? Develop Vertical and Horizontal Markets Know your clients Understand their needs and wants (ATT) Become an extension of their business Know the power of the medium you sell Harness that knowledge Educate yourself regularly, every day Focus, on the objective, not the Commission

24 Engage your Clients and Prospects be different be Creative, Get Noticed!

25 From Concept To Final Campaign Journalize Your Ideas Targeting Marketing Directors of Law Firms

26 Boy Scouts of America Annual Report Case Histories At Work For a MOMENT! Go beyond what is requested. Use suggestions it s Powerful. Clients want to be different, too! So Be Different!

27 Theresa Gonzalez Stay Visible, LLC

28 Conclusions & Debriefing Comments and Questions Final Thoughts

29 Connect with Cliff on Sign up for his weekly marketing blog QuicksellSpeaks.com ~

30

31 January 2016 Las Vegas, NV Thanks for participating in today s presentation Best of 2016 Present Like a PRO Cliff Quicksell, Jr., MAS+ President & CEO Cliff Quicksell Associates cliff@ QuicksellSpeaks.com Using the Marketing Funnel to Outperform the Competition 2014 Cliff Quicksell Associates