New and Novice Distributor Training BASICS - Whaley - 2016.pdf · Vince Whaley –Distributors...

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Transcript of New and Novice Distributor Training BASICS - Whaley - 2016.pdf · Vince Whaley –Distributors...

Vince Whaley – Distributors First International, Inc.

Monday January 11, 2016. 10:40 – 11:40AM

New and Novice Distributor Training

The Basics of Marketing & Building Your Business

THE CORE PRINCIPLE OF ALL BUSINESS

“Nothing happensuntil somebody

sells something.”

RIGHT BEFORE YOUR EYES

“Nothing happensuntil somebody

sells something.”

THE CORE PRINCIPLE OF ALL BUSINESS

PPAI BUYER’S STUDY 2000

Budget Range %

$2500 or less 7%

$2501 - 10,000** 21.2%

$10,001 - 30,000 14.9%

$30,001 – 50,000 8.7%

$50,001 – 100,000 13.4%

Greater than $100,000 30.3%

Don’t know 4.6%

In a survey of 1662 randomly sampled participants

Did you know…

The annual promotional budget of respondents was...

**This means 1 out of 5 businesses have budgets averaging $2,501 - $10,000 per year for promotional products purchases.

WHAT’S IT WORTH?

21.2% average = $6,250 per year in sales

x 40% average profit

$2500 profit per client per year

THAT’S WHAT IT’S WORTH!

MARKETING & PROSPECTING FOCUS

Where to begin…

Types of Markets…

Warm

Reciprocal

Referral

Cold Calling

MARKETING & PROSPECTING FOCUS

Reciprocal Markets…

I do business with you…

You do business with me…

FAIR ENOUGH?

MARKETING & PROSPECTING FOCUS

YOUR RECIPROCAL MARKETS

•Insurance (all agents)

•Barber/Beauty Shop

•Car Repair

•Florist

•Pharmacy

•Gas Station

•Grocer

•Baker

•Veterinarian

•Doctor

•Dentist

•Chiropractor

•Nail Salon•Attorney•Accountant•Computer Retailer•Computer Repair•Brake Shop•Muffler Shop•Body Shop•Auto Parts House•Heating & AC•Auto Dealer•Favorite Bar/Tavern

•Restaurants•Bike Shop•Boat Dealer•Home Security Co.•Banks•Credit Unions•Finance Company•Pizza Delivery Company•Office Supply Store•Furniture Store•Appliance & Electronic Store…

Who do you give your $$ to?

Tactics

Make your list

Contact all

Language

RESULT: Your first 25 - 40 clients GUARANTEED!

YOUR RECIPROCAL MARKETS

Referral Markets…

Those who know you / love youand would be happy to refer you

Relationship Basedand Relationship Driven

Trust is the KEY

MARKETING & PROSPECTING FOCUS

THE TRUE POWER OF RECIPROCAL MARKETING

40 Business Clients

x 40 Business Referrals

A potential of 1600 business referrals

200 “Friendlies”*

x 40 Business Referrals

A potential of 8000 business referrals

* Warm Market Referrals

THE TRUE POWER OF REFERRAL MARKETING

LET’S GET REAL

• A grand total of 9600 business referrals

• Connected by 1 person

9600 business referrals

4800 business referrals

2400 business referrals

1200 business referrals

600 business referrals

300 business referrals

150 business referrals

LET’S GET REAL

9600 business clients – Not realistic

150 business clients – Very realistic!

THE TRUE POWER OF REFERRAL MARKETING

WHAT’S IT WORTH?

150 business clients

x $2500 profit per client per year

$375,000 per year!

Connecting The DOTS…

Warm Markets

Reciprocal Markets

Referral Markets

MARKETING & PROSPECTING FOCUS

RESOURCES TO HELP YOU

The Referral ofa Lifetime

The Networking System that Produces Bottom-Line

Results . . . Every Day!

BY: Tim Templeton

Little Red Bookof Selling

12.5 Principles of Sales Greatness

BY: Jeffrey Gitomer

REMEMBER…

Nothing happens until somebody sells something!

Everyone’s happy whenyour business is growing!

Vince Whaley – Distributors First International, Inc.

PHONE: 208-206-9920 EMAIL: vince@distributorsfirst.com

New and Novice Distributor Training

The Basics of Marketing & Building Your Business

Presentation ©2016 Distributors First International, Inc. All Rights Reserved.