Sales training course by Rob Thompson

Sales Training Course By Rob Thompson TheMarketingMentor.net

Copyright 2013 You may distribute copies of this training course freely, offer it as a gift on your website, or package it as a bonus product. However, this sales training course must remain unaltered and in its entirety.

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Table of Contents Introduction ......................................................................................................................................................... 2 Course Outline ..................................................................................................................................................... 2 Desire, My Reason Why ....................................................................................................................................... 3 Goals .................................................................................................................................................................... 5 Looking Back from the Future .............................................................................................................................. 8 Putting it all Together ........................................................................................................................................ 10 Time Management ............................................................................................................................................. 10 Personalised Product Pitch ................................................................................................................................ 11 Take Action Statement ....................................................................................................................................... 12 Elevator Pitch ..................................................................................................................................................... 13 Steps to Overcoming Objections. ...................................................................................................................... 16 Highlighting Your Products / Services ................................................................................................................ 19 Finalising the Sale ............................................................................................................................................... 22 Up‐selling and Cross‐Selling ............................................................................................................................... 24 Customer Continuity ConsciousnessTM .............................................................................................................. 25 Increase Sales ..................................................................................................................................................... 25 Foster Relationships with New & Existing Clients .............................................................................................. 28 Expand & Consolidate Your Network ................................................................................................................. 28 Build Your Personal Brand ................................................................................................................................. 30

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Introduction Welcome to The Marketing Mentor’s 1 day sales training course. The aim of today’s hands on workshop is not only to show you how to become effective at selling your product or service, but most importantly to help you to create your own authentic sales dialogue and brainstorm ways to overcome objections and build rapport with prospective customers and to foster ongoing relationships with existing clients. This Sales Training course will be broken up into a number of short sessions, each designed to assist you to develop both confidence and powerful strategies when undertaking the sales process. Each session will consist of a brief section where we discuss a topic and demonstrate to you how to achieve it – followed by a longer session where you get to actually carry out these activities and build authentic sales dialogue that is unique to you and your industry. At the end of this course you will have a custom built blueprint for sales success – and more importantly ‐ have the ability to confidently convert more prospects into sales

Course Outline The topics that we will cover in today’s Sales Training course (including some extras we may cover if time permits) are: 1. 2. 3. 4. 5. 6. 7. 8. 9.

Goal setting Time management Creating a Personalised Product Pitch TM Overcoming common objections Highlighting your products and services Finalising the sale Cross‐selling and Up‐selling Creating Customer Continuity Consciousness TM The importance of social media and having an online presence

Additional content 1. Identifying he decision makers 2. Getting past the gatekeepers

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Desire, My Reason Why Without desire it is impossible for one to be driven to take the necessary steps to achieve success in sales. If you do not have a reason why, you will most likely be always willing to settle for second best. The person who has reasons to succeed that are close to their heart will always be willing to go the extra mile and can have a positive influence on just about everyone they come in contact with. Are you currently driven by desire or are you just happy to go to work and get paid? The top 1% of salespeople in any field are all highly motivated and charismatic people. These traits always come from having a burning desire to achieve something greater than they currently have or do. Having a detailed list of “reasons why” is so important as it suddenly makes your success something bigger and much more important in your eyes than just for you alone. After doing this exercise the focus will no longer just be on yourself, but also achieving sales success to benefit other people that you care about as well. Your reasons why should include people you care for, causes you believe in and emotions that you would like to feel. Begin now to write out a list of reasons why and continue to update it when someone new enters your life, a cause becomes close to your heart, or you desire a particular emotion or feeling.

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Sales Training Workbook – 2013 www.TheMarketingMentor.net

Goals “A goal not written down is simply a wish” Did you know that most people never commit a single goal to paper in their entire lives? Many people concentrate so hard on what they don’t want in life that they neglect to go after the things that will make them truly happy. If you do not know where you want to be how will you ever find a way to get there? Is it any wonder why most people work hard all their lives just to retire broke and go on a pension. Lack of goal setting is the major reason why very few people ever achieve greatness and the most important decider on just how successful you can be. Once a goal is written down and visualised as having already been achieved some very important factors of success come into play. Firstly through regular visualisation of that goal you begin to actually see yourself achieving it and when you pass these thoughts, feelings and pictures in your mind over to your subconscious you begin to see your goals as achievable. Great musicians actually dream of being on stage in front of large receptive crowds, top level athletes visualise themselves winning at their sport, just as high achieving salespeople visualise themselves closing a sale to happy prospects. Secondly by committing your goals to paper and then to your subconscious mind you are able to more easily overcome procrastination, as you will have a new motivating force propelling you forward. Finally, goals attract ways. Just as you would ask a question to obtain an answer, you would also have to first set a goal to find a way to achieve it. The average individual rarely achieves success because they always focus on all the roadblocks and hurdles in the way rather than on the goal itself. These roadblocks and hurdles should in fact be viewed as the stepping stones to success. High achievers know that if you set a goal and focus on it minor setbacks become much less significant and the actual achievement of that goal becomes inevitable. When goal setting, it is important that you follow 4 vital steps: Step 1/ Only set goals for yourself. Remember you cannot change someone unless they want change for themselves. If you would like someone in your life to change the best thing you can do is lead by example. Step 2/ Set goals that are believable. Once achieved, set higher goals that stretch your imagination. At first, setting outlandish goals can develop the attitude of “this can’t possibly happen.” However once you have set and achieved a few smaller, more believable goals it is then time to take the leap of faith and begin to shoot for the stars. Step 3 Write down exactly what you want. For example; It is not good enough to just say “I want more money,” you will need to select an exact dollar amount. This way your subconscious mind can set about finding ways to achieve exactly what it is that you want. 5

Sales Training Workbook – 2013 www.TheMarketingMentor.net Step 4 Never write down what you don’t want. Focusing on what you don’t want is a sure fire way to get more of it. Begin now to write out your goals in as much clarity and detail as you can. Be sure to include health, lifestyle, family/friends, and material and monetary goals.

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Sales Training Workbook – 2013 www.TheMarketingMentor.net

Looking Back from the Future Just as you reflect upon your past memories you can also do the same with your future. Imagine the power of being able to set clear pictures of your future self, achieving all of your goals. Just as astronauts visualise themselves successfully undertaking space travel and returning home safely, you too can program your own subconscious mind to see yourself having achieved and enjoying the fruits of all of your goals and therefore setting into motion the “how to.” If you can clearly picture where you want to be, the way to get there will often very quickly reveal itself. Set an exact date in the future to achieve the goals that you have written down and then write a couple of paragraphs describing the events leading up to this date. For example: “It is now the 20th of June 20.. and as I look back over the last 6 months, deposits into my account for the income I have earned averages at around $...... per week. I am looking at my bank balance and I have savings of $........ I enjoy driving my 20… model silver .................... to sales meetings and on days off. I have a happy and loving relationship with my partner and I weigh …kgs and look and feel great.” Write yours below:

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Putting it all Together Effective goal setting is not something that you do just once, some of the highest achievers and most successful people in our society review their goals twice or more daily. Commit to rewriting your goals every morning followed by your “looking back from the future” statement. Recite them all again in your mind each night for 30 days straight. Constant repetition forms positive habits that are hard to break. If you commit to doing this twice daily, within a very short period of time you and others around you will notice a massive difference in both your attitude and performance.

Time Management “Procrastination is the thief of time” Did you know that the average salesperson spends less than 2 hours per day with prospects. On the same note the average salesperson earns less than $50k per year whereas top performing salespeople earn upwards of $500k per year. Does this mean that they are 10 times better? No, in reality they are just doing things slightly different from the average salesperson. By adjusting your habits slightly you can be one of the top money earners in your industry. Planning your day the night before is a powerful technique that can have some amazing results on your achievements in sales.

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Personalised Product Pitch If we are to briefly look at the concept behind a personalised product pitch we will find that it is very simple, however the information that you will develop today will be extremely beneficial in furthering your sales processes. When it comes to sales or business in general, looking at the big picture will enable your strategies to further develop which is vital to success. In any given business you are selling a product or service and that skill of selling yourself and your product or service needs to continually develop. The interactive approach presented in this course, will give you the opportunity to further develop your sales skills, create your personalised product pitch and test its effectiveness in a controlled environment before implementing these processes in real life situations. Think of the sales process as a journey that you take with your clients and prospective clients. This journey can be in your control if you develop your unique personalised product pitch. Learn to use it effectively and you will gain more sales. Today you will; ● ● ● ● ●

Develop an effective Take Action Statement. Develop a unique, interesting and effective elevator pitch. Identify Common Objections. Develop a script that addresses common sales objections. Develop statements to finalise the sale.

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Take Action Statement Let’s start with your take action statement, what it needs to include and why it is essential that you develop something that works for you. A solid take action statement should be used at the start of a cold call, and on the copy of your advertising material such as a landing page of your website, at a networking event and in any situation that you are trying to secure a meeting with a prospective client. From the get go, you should have a point of difference. This statement grabs the attention of your prospect and only reveals enough information to leave them wanting more. You need to address a fear or concern that the prospect may have and let them know that you have a solution. e.g : “I am going to show you the main reason why most small businesses fail and I’m going to show you five strategies that will ensure your businesses success.” This example is aimed at a small business owner. It is short and sweet; however it really grabs the attention of the individual who has just received the information. Now that you have the basics, take the time to develop your own take action statement that is unique to you and your industry. Keep your take action statement simple, clear and powerful.

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Elevator Pitch An elevator pitch is basically a quick, succinct summation of what you or your business does and the services you provide the prospect. The beauty of an effective elevator pitch is that you have the opportunity to make a positive first impression, and we all know how important that first minute is. An effective elevator pitch can differ slightly each time you deliver it, however the message should be clear, concise and well practiced so that the potential prospect fully understands and appreciates what you do. If the message is delivered concisely with extreme confidence, the prospect will take on some of your belief and enthusiasm in your product or service. A well executed elevator pitch can often sell your product or service within a few seconds of delivery. This is especially important during networking functions or any business related event as the first impression you make could potentially lead to greater opportunities in the future. The ultimate elevator pitch states a problem that your target market faces and ends with a solution. Now that we have briefly highlighted the benefits of an effective elevator pitch, let’s delve into some detail of what should be included in your quick spiel. ● ●

A statement outlining some problem or issues that your typical client or prospect faces. A personalised Unique Selling Proposition (USP) – highlighting the features and benefits of your product or service to the individual or company in question and how you differentiate yourself from others in your industry.

Seeing that your elevator pitch should last no more than 60 seconds it is vital that you highlight the important and relevant information and key features and benefits that differentiates your product or service from others within that short period of time. e.g. “You know how many business owners spend many thousands of dollars to have a website created for them and often have many ongoing costs to update and maintain it. Well our flag ship course is called Website In A Day, where you walk in with maybe little or no knowledge on websites and walk out at the end of the day with a live, fully functional, search engine friendly website that you have created yourself and have the ability to update and maintain it without the need and ongoing costs of a web developer. These skills can save business owners many thousands of dollars and gives them full control of one of their most valuable assets.” 13

Sales Training Workbook – 2013 www.TheMarketingMentor.net Now that you have had a quick look at an example from us, it’s time for you to create a effective elevator pitch. Remember that it needs to be short and concise, highlighting only the most important and relevant information. It should also highlight some of the major features and benefits of your product or service.

“You know how... _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ 14

Sales Training Workbook – 2013 www.TheMarketingMentor.net Identifying & Overcoming Common Objections.

When it comes to identifying common objections your role is to listen to the prospect, understand and appreciate their concerns and with that information begin to develop a commercially viable solution for them. In order to effectively identify and manage objections the process always begins with you listening. This enables you to understand your clients or potential clients needs and enables you to build trust and rapport with your prospects. Initially the sale is all about them. Imagine that you are a television interviewer, you ask questions but for the majority of the time, the camera and the boom mike will be pointed at interviewee. At the start of any sales process, they are the star. If they say something is so never argue with them always agree and then tactfully lead them to your conclusion. If they state that your price is too high and you recognise this fact with a statement like “I understand” you do not have argument on your hands. You may win an argument but you will almost always lose a customer in doing so. It is crucial to again highlight the fact that any sales process starts with your listening skills. If you acknowledge that you hear what the prospect wants you to hear, the battle is half over. That is really why top sales people are able to overcome any realistic objection thrown at them.

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Steps to Overcoming Objections. The first and most important step is to identify the objections that you are likely to face. Once a group of common objections have been identified it is quite simple to list those objections, develop a common script that can differ slightly depending on the individual and then manage those objections by highlighting your USP’s. There will be times that you will be caught off‐guard, however practice will increase your level of confidence, and overcoming common objections will no longer be a daunting task. Successful people develop the habits of doing things that unsuccessful people do not like to do. This is one of those things that most people do not like to do. Once you can manage and overcome objections on the spot, your sales targets will become more achievable. It is crucial that the prospect knows that you understand and appreciate their concerns. They must also understand that you recognise that their objection is valid. Never take offence or argue with any concern or objection, instead: Step 1: Always acknowledge their objection. E.g. “I understand and appreciate the concerns that you have raised.” Step 2: Address the concern. E.g. “This is a very relevant issue and some of our most clients have initially felt the same way, however, they have found after using our product / service that….” Step 3: Offer a solution. E.g. “We do have a payment plan available”

Sales Training Workbook – 2013 www.TheMarketingMentor.net Let’s look at a list of some of the most common objections that you may face and write down how you would manage them. It is always important to remember that the customer’s objections are always valid and must be addressed.

The price is too high!

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Highlighting Your Products / Services Now, let’s develop an easy to understand script that highlights the quality of your product or service so that you are able to overcome any realistic objection. This is basically a further developed elevator pitch that takes a little longer to deliver, contains a little more detail and really highlights the benefit of your product or service to the prospect in a personalised manner. Write a few lines on how your product / service can benefit your prospects bottom line or increase their return on investment. E.g. “Our Website In A Day graduates leave with the skills to maintain, update and create multiple websites. These lucrative skills can save them many thousands of dollars in ongoing website consulting services. Many of our graduates leave feeling so empowered and enthused that they actually begin building portfolio’s of their own. They often find that one website they build can actually pay back the full course fee and that the skills they now possess have added considerable value to their careers.”

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Sales Training Workbook – 2013 www.TheMarketingMentor.net For example “Well what you get is; 2 years domain name registration, a full years hosting, a usb with premium themes which are basically professional looking skins for your website. You also receive a workbook that you can take home and review which is helpful if you would like to build multiple websites. And you leave at the end of the day having built a live, fully functional, search engine friendly website that you have created yourself and a lucrative skill for life and it is just $880 including gst.”

Now write yours. How much is it? _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Finalising the Sale You have already taken a journey with the prospect, you fully understand and appreciate their needs and concerns and they fully understand and appreciate the features and benefits of your products or services. You have also successfully managed and overcome the prospects objections. We are now down to the final step: Finalising the sale. You would be surprised at how many sales people go through the whole sales process and never attempt to finalise the sale. Around 50% of all sales meetings end without the salesperson asking for a commitment to purchase. Why waste your time meeting with a potential client if you are not going to ask for the sale? As we mentioned earlier, top performers possess the most successful sales qualities and they feel very comfortable in this exact situation. If you actually believe that this is the correct decision for the prospect and have a firm belief in the benefits of your product or service then you are doing them a favour and should feel very comfortable finalising the sale.

Write a list of sentences you can use to finalise a sale. E.g. “Who should I make the invoice out to, your personal or company name?” _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________

benefits of the product or service 3. Asserts control ‐ finalises the sale by asking a closing question Further developing that simple structure will make an astronomical difference in your sales conversions.

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Up‐selling and Cross‐Selling Did you know as many as 50% of all people who have already agreed to purchase one product or services will purchase a second offering? Lots of money is left on the table with sales people not asking the customer to buy an additional item once they have agreed to purchase the first. It is important though that they must first agree to purchase the first item before you even mention or show them a second one.

What are some items or services that you could cross‐sell, up‐sell or bundle together? _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ 24

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Customer Continuity ConsciousnessTM In this module, we will explore the purpose of The Customer Continuity ConsciousnessTM This will include a summation of networking, relationship building methodology and systems that will continually please your current and future clients. Personal relationships are crucial to sales and business success. Today we will; ○

Develop a Customer Continuity Consciousness plan. ○ Construct a daily plan to: ■Increase sales. ■Foster relationships with new and existing clients. ■Expand and consolidate your network. ■Build your personal brand.

Increase Sales Any lucrative business requires someone with sales expertise and in order for that person or team to perform efficiently it is crucial that you have sales processes that include relevant and personalised goals. From here, it is best to firstly identify the tasks that have most benefited your sales process. You will then be in the position to further assess your sales processes and implement new strategies that will continue to increase sales revenue. eg: Calling and following up old leads. This is the example of where you will be able to assess the outcome of your follow up calling to increase your success percentages. 1. Follow Up Call Script. eg: Hi this is (insert name) from (insert company). I was calling to let you know that there have been some really exciting developments in (insert product or service) and to let you know that I am available sometime around (insert time and or date) to discuss that information. Does this suit your schedule? _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ 25

How many calls did you make? __________________________ ● What % of calls lead to a referral / meeting? __________________________ ● How effective was the follow up call script? Was it worth my time and what benefits did it produce for my business? eg. This week, I made a total of ___ phone calls, which took up approx. _hrs of my week. This resulted in _ potential leads through referrals and 7 one on one meetings. These leads generated ___sales or just under a ___% conversion rate. Therefore the time spent can be positively justified. ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

What common objections did you face and how did you manage them? eg. Objection ‐ I Do Not Have The Time! Answer ‐ I understand and appreciate that you are busy, however, if more free time was available, would that benefit you? If I could show you how to access that free time, would it be of interest to you? It would only take 15 minutes for me to give you this information. _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ 27

Sales Training Workbook – 2013 www.TheMarketingMentor.net

Foster Relationships with New & Existing Clients The cost per acquisition of a new client is increasing dramatically on average every year, which is why developing a manageable relationship building system is so important. Taking care of your existing clients will always lead to positive referrals and additional sales. It can cost around 6 times as much in time to find a new prospect as it does to sell additional products or services to existing ones. Your relationship building system has to be personalised to yourself, your clients and your industry. Your client data base, or simple excel spread sheet is crucial in this case. Make the effort to make a call to each of your clients at least every three months. Do they need anything, how has your product or service benefited them? Your relationship building system can be as simple as this. Your excel spread sheet can have four, small extra columns with Q1‐Q4. There needs to be a tick at the end of each quarter which indicates that you have made contact. You will be amazed how appreciative your clients are and what an impact those four phone calls make. It may well lead to a lot more positive referrals. Although the cost per acquisition is increasing dramatically, there is and always will be a great deal of opportunity for almost any business. The positive relationships that you build are crucial to your revenue as a word of mouth referral will always be your best advertising tool. Now that we fully understand and appreciate the importance of your professional relationships let us have a look at your network.

Expand & Consolidate Your Network Networking is crucial to success in any small to medium sized business as it is often one of the best ways to open doors. The people that you meet at these networking events are in attendance for the same reasons you are, to meet ‘like minded’ people and create more business. This makes it easier for everyone and the fact that you are surrounded by these ‘like minded’ people often yields positive results. These events that you attend are a great way to build your personal and professional relationships. Your elevator pitch at these networking events is crucial as you only have a short period of time to make an impression. However the open environment that you are met with means that there is less pressure to perform and you can be yourself. This natural approach often leads to the most positive results. Now that we have briefly highlighted some of the many benefits of networking, make the promise to yourself to attend at least one networking event per week. If you could attend one everyday that would be even better.

Sales Training Workbook – 2013 www.TheMarketingMentor.net Some say your ‘network is your net‐worth’ and in many cases this formula proves to be accurate. There are several avenues of exposure so that you can expand your network, both free and paid services. You can find many popular networking events by doing a quick location based search on the internet.

Let’s brainstorm and write down some networking avenues to consider: eg. Your local business club _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________

Sales Training Workbook – 2013 www.TheMarketingMentor.net Now that you have made the promise to attend one networking event per week, you have consciously chosen to expand and develop your business. Building positive relationships will always yield positive results.

Build Your Personal Brand Building your personal plan is like building a house. You need to establish the land ‐ where you will be based geographically and mentally; the foundation ‐ what systems your business is built on and the structure and the materials of what you will use ‐ what you are offering. Every successful business needs to have a unique selling proposition (USP). If you are a sole trader, you are that USP, if you work for or run a small to medium business you are also the company’s greatest USP which is why it is crucial to build your personal brand and credibility. Let’s have a look at some powerful ways that you can boost your personal brand which in turn boosts your personal and professional profile. With mobile devices and social media so prevalent in today’s society, it is crucial that you maximise your avenues of exposure through all of these means. It is now very easy to pull out your mobile phone, search for something, find it and book it all in the space of 30 seconds. If you cannot be found online you will lose business. Before I continue I would like to highlight the fact that your personal brand is built around your personal and professional skills, therefore developing those skills each day is crucial to the success of your personal brand. We are now addressing the easiest ways to develop that brand and to maximise your avenues of exposure. So, how do we build your personal brand? To start off you need at least three of the below forms of social media; ● ● ● ● ● ●

Facebook business page Linkedin profile Twitter account Youtube account Google + account Blogging As mentioned previously, continually developing your profile personally and professionally will build your personal brand, however these five, simple tools will maximise your avenues of exposure very quickly and rapidly minimise your barriers to entry. Marrying these social media mediums to your website is also crucial as your clients/ fans will have a number of different ways in which they can keep up to date with what you are doing. These accounts have to be updated regularly, we recommend putting aside at least one hour per day. Keep track of where your business is coming from so that your social media campaigns are

Sales Training Workbook – 2013 www.TheMarketingMentor.net measurable. People love to hear about other people’s days and business people love to hear about relevant business topics. Your personal brand is a culmination of your personal and professional qualities, your avenues of exposure and a positive network. We have only touched on your brand briefly as it is directly related to your sales performance, however we do have consultancy and other courses available in which you can learn how to maximise and further build your personal brand for pleasing professional results. These courses include: Website In A Day Online Marketing Mentoring Search Engine Optimisation and Social media training To find out more about our other hands on training programs visit www.InADay.com.au or visit our online training portal www.TheMarketingMentor.net

Wishing you success

Rob Thompson Phone 0408 797 361