Creating Value for Buyers

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Creating Value for Buyers

• Enjoy Success Growing Your Business
• Peter Lawless www.3r.ie

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What Constitutes a Successful Company?

• Producing an excellent product or service.
• Selling and Supporting what they produce.
• Having Great, Motivated People

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Entrepreneurs Take Risks
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What to do when it gets tough?

• Problems are challenges
• Challenges are opportunities
• Opportunities reward those who take action!

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What does Success mean to YOU

• What will you OWN?
• What will you DO?
• Who will you Share it with?

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The 5 Key Success Factors

• Increasing Leads
• Converting Leads to Sales
• Lifetime Customer Value (annualised)
• Operating Costs (Margin)
• Reinvesting Profit to foster innovation

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Lead Generation (Prospecting)

• Commonly known as Marketing
• A lead can be defined as follows
• A person or company that has expressed an
  interest in you or your product
• This could be either as a result of
• You contacting them - outbound
• Or them contacting you - inbound

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Converting Leads to Sales

• What problem or desire does the product address?
• What does addressing that issue enable the
  purchaser to do?
• Can the buyer assign a value to that new
  capability?
• When ideally do they need this by?
• What is the cost of doing nothing?

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Converting Leads to Sales
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Sellers sell forward!

• Close date key in all sales pipelines.
• Close Date Contract Signature.
• After the close - someone else delivers!

Do you have a special pen for contract signatures?
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Buyers Buy Backwards!

• When do I get Ownership?
• How do I get there?
• Is the roadmap to value clearly defined?

What will this purchase enable me to do When?
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The Contract Partnership!

• Focus on when the customer gets value!
• The contract is just one step in a joint journey!
• A Foundation for Trust.

You lift me up, and Ill bring it over
It is 5 times easier to sell to existing
customers?
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Converting Leads to Sales
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Sales Cycle 1 Identifying 10

• Solution payback mapped to 3Rs
• Champion Identified
• Timeline to Purchase agreed

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Sales Cycle 2 Valuing 25

• Champion Visualizes 3R payback with timescale
• Agreement to meet Decision Maker/s
• 3R Stakeholders Identified

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Sales Cycle 3 Qualifying 50

• Decision maker confirms 3R payback
• Evaluation criteria and plan agreed
• Method of Finance agreed

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Sales Cycle 4 Negotiating 75

• Evaluation criteria met or exceeded
• Verbal agreement from DM
• Contracts with Legal and Purchasing

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Success at Persuasion

• Ask
• The right Person
• AT the right Time
• The right Questions
• Listen, then have
• The right Answers
• IN the right Way
• With The right Evidence
• At all times have a great Attitude

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Opening the Call

• Smile, as though you really mean it!
• Thank them for their time
• Ask them how long they Have

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Closing the Call

• Summarise all the issues they have
• Agree a value on solving their issues
• Confirm the decision process
• Agree an action plan
• Set the date of the next meeting

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You CAN do anything

• The Harder you prepare the luckier you seem to
  get
• Doug Collins, Chicago Bulls Coach, about Michael
  Jordan

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You become What you Think About
Buddah Circa 500BC
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Thank you for participating
www.3r.ie

• 3R Your Business Growth Specialists
• Increasing Your Sales
• Delivering More leads
• Coaching Leaders for Success
• Motivating Teams and Groups