Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales...

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Transcript of Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales...

Page 1: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing
Page 2: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Profitable ConversationsWhat Every Accountant Ought To Know About Turning

Conversations Into Cash …Without Fear Of Being Labelled ”SLEAZY” By Your Peers, Prospects and Customers

Page 3: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

@TheJohnBellamy/TheJohnBellamy

Who’s John Bellamy?

John Bellamy

CEO, Direct MSGing

www.DirectMSGing.com

/JohnBellamy

Page 4: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

How can I leverage my marketing to get

more leads and grow my business

The Problem…

…Without being labelled “SLEAZY” by

my peers, prospects and customers?

Page 5: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

The C4 Method

CONNECT COMMUNICATE CONVERT CULTIVATE

Page 6: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing
Page 7: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

4x Appointments in 48 hours...Plus Millions in Approved Loans

“Within 2-days of commencing our campaign with Direct MSGing, we generated 4x new appointments with our ideal strategic partners. Resulting in our team writing millions in approved loans. Let's just say, I'm pretty impressed!” ~ Shaun Massie, Finance

Page 8: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

The C4 Method

CONNECT

Page 9: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

• Mapped Out A Clear Strategy

• Create LinkedIn Profile (SSS Formula)

• Advanced Searches In Sales Navigator

• Craft Reach Out Connection Message

• Commence Reach Out ProcessCONNECT

Page 10: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Mapped Out A Clear Strategy

• Campaign Objectives

• Increase Reach

• Increase Leads (i.e. Lead Magnet Opt-Ins)

• Increase Sales Conversations

• Increase Conversions (Customer Acquisition)

• Who’s The Target?

• Demographics

• Psychographics

CONNECT

Page 11: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Create Profile (SSS Formula)

• Profile Photo

• Compelling Headline

• Keywords & Phrases

• Background Summary

• Story

• Segue

• SellCONNECT

Page 12: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing
Page 13: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Headline Examples…

Need to access commercial financing for your business expansion? Let’s connect!

~ Shaun Massie (Finance Broker)

CONNECT

I Help Businesses Owners Maximise Their Company Value By Setting Them Up “AS IF” They Would Be For Sale.

~ Arvind Shridharan (Business Consultant)

Page 14: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Advanced Searches

• Title

• Business Owner, CEO, Management Consultant

• Location

• Sydney - 80km Radius of postcode 2000

• Industries

• Finance, Marketing, Legal, Manufacturing

• Company Size

• Sole Trader, 1-10, 11-50, 51-200, 201-500CONNECT

Page 15: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Connection Message

• Why You (Sender)

• Why Now

• Why Me (Recipient)

• Why Should I Care (Recipient)

CONNECT

Page 16: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Example Message…

Hi [First_Name],

[Your Name] here, I’m focused on expanding my

professional network on LinkedIn - so I can [how

you help].

As such, I welcome the opportunity to connect with

you here on LinkedIn.

Looking forward to connecting.

CONNECT

Page 17: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Start Targeted Reach Out

• Identify 300 prospects per week to approach

• Break into bite sized chunks (100 x3)

• Send Connection message

• Track Acceptances & Cost

• Tweak To Optimize Acceptance Rate (Min 35%)

CONNECT

Page 18: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

The C4 Method

COMMUNICATE

Page 19: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

• Tracked New Connection Acceptances

• Capture Frequently Asked Questions

• Create & Deploy High Value Follow Up

• Identify Contacts Who Engage

• Test, Measure & TweakCOMMUNICATE

Page 20: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Tracked New Connections

• Excel Spreadsheet & Infusionsoft

• Sent vs. Acceptance – Total

• Aim for a minimum of 35%

• Sent vs. Acceptance – Industry

• Sent vs. Acceptance – State

• Sent vs. Acceptance – PositionCOMMUNICATE

Page 21: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Tracked New Connections

Page 22: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Frequently Asked Questions

• Research and Document FAQ’s

• Google Search

• Ask your prospects about their challenges

• Ask your customers why they bought from you

COMMUNICATE

Page 23: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Frequently Asked Questions

Answer The Public .com

Page 24: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

High-Value Follow Up

• Answer 2x FAQ’s Per Month

• Video

• Blog

• Broadcast this information to your database

• InfusionsoftCOMMUNICATE

Page 25: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Frequently Asked Questions

Example Broadcast Message

Page 26: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Segment Engaged Contacts

COMMUNICATE

Page 27: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Test, Measure & Tweak

• Open Rate

• Tweak Email Subject Line

• Click Through Rate

• Tweak Email Copy & CTA

• Engagement Rate

• Mail More Frequently

• Survey AudienceCOMMUNICATE

Page 28: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Email Statistics

COMMUNICATE

Page 29: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

The C4 Method

CONVERT

Page 30: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

• Identify Opportunities For Conversation

• Develop Meeting Request Message

• Write Initial Phone Conversation Script

• Qualify Opportunity Via Phone/Skype

• Developed Relationship And Closed Sale

CONVERT

Page 31: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Identify Opportunities

• Identify Opportunities For Conversation

• Develop Meeting Request Message

• Write Initial Phone Conversation Script

• Qualify Opportunity Via Phone/Skype

• Developed Relationship And Closed SaleCONVERT

Page 32: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Meeting Request Message

Hi [First_Name],

I noticed you recently watched my video on [Insert video topic]. Thanks for checking it out!

Really quick, I’m curious… What thoughts and questions came up for you after you watch it?

Thanks in advance for sharing, CONVERT

Page 33: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Question…

• 1. Who hates selling?

CONVERT

• 2. Who would like a call script, that will help you close more deals …PLUS eliminate your fears associated with selling?

Page 34: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Craft Phone Script

• What Do They Want (Future Pace)

• What’s It Like Now (Present State)

• What Challenges can you see (Drive Pain)

• Actionable Next Steps (Clarity & Hope)

• How I Can Help (Make it easy to buy)

CONVERT

Page 35: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

The C4 Method

CULTIVATE

Page 36: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

• Long-Term Nurture

• Increase Buying Frequency

• Referral and Partnership opportunities

• Feedback, Reviews and Recommendations

• Sales Pipeline & OfferingCULTIVATE

Page 37: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

• Long-Term Nurture

• Increase Buying Frequency

• Referral and Partnership opportunities

• Feedback, Reviews and Recommendations

• Sales Pipeline & OfferingCULTIVATE

Page 38: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Social Selling Index

CULTIVATE

Page 39: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Sales Pipeline & Offering

CULTIVATE

Low Ticket

Mid Ticket

High Ticket

$7 - $497

$497 - $4997

$4997+

Page 40: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

CULTIVATE

Page 41: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

CULTIVATE

Page 42: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

CULTIVATE

Page 43: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

CULTIVATE

Page 44: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

4x Appointments in 48 hours...Plus Millions in Approved Loans

“Within 2-days of commencing our campaign with Direct MSGing, we generated 4x new appointments with our ideal strategic partners. Resulting in our team writing millions in approved loans. Let's just say, I'm pretty impressed!” ~ Shaun Massie, Finance

Page 45: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

$45 Average Cost of Conversation...PLUS 2100+ Targeted Connections

"Developing quality leads is one of the biggest challenges most high-end builders face. With the help of Direct MSGing, we have developed over 2100 targeted connections via LinkedIn, with an average cost of conversation of $45” ~ Kirsten Horner, Builder

Page 46: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

500+ Connections, $300K Plus in Sales ...All Within 4-Months!

"One of the hardest things to keep on top of when growing a successful business is your marketing. Our decision to partner with Direct MSGing has proven to be one of our best and most profitable (not to mention time saving) marketing decisions to date!” ~ Jovan Pretorius, Finance

Page 47: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

The C4 Method

CONNECT COMMUNICATE CONVERT CULTIVATE

Page 48: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

Next Steps

Charfen

Momentum Planner

Page 49: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

The C4 Method

CONNECT COMMUNICATE CONVERT CULTIVATE

Page 50: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

John Bellamy

CEO, Direct MSGing

www.DirectMSGing.com

@TheJohnBellamy/TheJohnBellamy/JohnBellamy

Page 51: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing
Page 52: Profitable Conversations - Institute of Public Accountants · 500+ Connections, $300K Plus in Sales ...All Within 4-Months! "One of the hardest things to keep on top of when growing

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