Sales in Action-John Morrell-Business Adviser Summit 2011

8/2/2019 Sales in Action-John Morrell-Business Adviser Summit 2011

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Sales in Action:Proactive client/customer

contact

John Morrell

New Zealand Business Forums


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John Morrell

The Referral Guru!

Director of NZ Business - The ReferralGuru

Johns background includes:

Police work in UK & NZBeat Cop to solecharge Country station.

Sales top performer and winner ofnumerous awards. Pioneered seminarsales.

Sales Managementstrong leader,innovator, motivator and multi-awardwinner

Business Forums mission is toeducate and inspire NZ Businessand to date has influenced over150,000 SMEs.


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Proactive Customer Contact

Plan For Success

The Referral Guru 2008 | www.busforums.co.nz

85% PLANNING

15 % EXECUTION


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Proactive Customer Contact

More positive contact = improved retention why?

Impact on customers

Set weekly contact goals

Needs to be targeted

Posh is the way to go

Create an agenda for each meeting

Ask questions

Follow-up


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Future Proof Through Building

More Customer Advocates

What is an advocate?

By accident or design?

Conscious & deliberate approach required

Referral sources

A:

B:

C:

Advocates

A:

B:

C:

IF YOU DOUBLE YOUR ADVOCATES WHAT IMPACT ON YOUR BUSINESS?



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Convert More Customers To

Advocates

Create a plan take Bs to As first

CRM fit?

Contact programme

Elevate relationship

Leverage existing activity The Referral Guru 2008 | www.busforums.co.nz

Referral sources

A:

B:

C:

Advocates

A:

B:

C:


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ID Future Winners & Work

With Them Convert B customers to a customers how?

Call Bs with a characteristics and go see them on their premises

What could you say?

Plan your meetings

Bring positivity to the table

ID areas where you can help

Weve covered some today

Follow-up

Ask for referrals


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Some Value Adding Resources

Check out the Tools & Download resources at

www.myob.co.nz/advisersummit
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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7 Laws of Referrals

1 Work with Advocates

2 Celebrate the relationship

3 Ask for help4 Explain your challenges

5 ID Specific decision makers

6 Ask for an introduction

7 Keep Advocate in the loop
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Three Activities/Types Of Day

In Your Life

MONDAY

TUESDAY

WEDNESDAY

THURSDAY

FRIDAY

SATURDAY

SUNDAY

BAU Customer Contact Time out

DEVELOPING AN ACTION PLAN

Working days

1

2

3

4

5

relaxation

relaxation

http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Accessing governmentsupport & funding for

your clients

New Zealand Trade & Enterprise
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Regional Business Partner -

Canterbury
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Regional Partner Programme

Two main objectives:

1. Increase business R&Dexpenditure

2. Build Management Capability
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Funders Nation Wide

Fourteen regions nation wide hold contractswith:

Ministry of Science and Innovation (MSI)

New Zealand Trade and Enterprise (NZTE)
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Who holds the Canterbury contract?

Two contracts and two streams of work Canterbury wide:

1. Earthquake recovery

Canterbury Business Recovery Group Limited (Trading as Recover

Canterbury)

JV between CECC, CDC and CBRT Fund

2. Non earthquake affected

Canterbury Regional Business Partners Limited

JV between CECC and CDC
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Who administers the programme?

Six entities have a hand in delivering in Canterbury:

Canterbury Development Corporation

Canterbury Employers Chamber of Commerce

Selwyn District Council

Enterprise North Canterbury

Aoraki Tourism Business and Development

Grow Mid Canterbury
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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How does the programme work?

The business is assessed by the Regional Partner

An action plan is developed

Technology New Zealand services through MSI

Voucher for capability building

Other interventions

The business selects a provider

The business presents the voucher to the provider The service is delivered

The service provider invoices NZTE
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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How long is the programme offered for?


Until 30 June 2012


Until 30 June 2013 at least
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Two programmes - The differences


100% subsidised

Open to non registered service providers

For businesses negatively impacted by the earthquakes


Up to 50% subsidised (and a maximum of $5000 per business peryear)

Vouchers can be used with registered service providers only

For businesses not impacted by the earthquakes or positivelyimpacted by the earthquakes
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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How do you become involved?


Through existing relationships with your clients

By recommendation as one of a group of potential providers

By referring your clients to the Regional Partner


Complete an Expression of Interest to become a registered

provider

By referring your clients to the Regional Partner
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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What kinds of things is it used for?

One on one coaching

Tailored in house training

Commercially offered training

R&D related advice and expertise

- It cannot be used for consulting
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummit


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Questions?

For Regional Business Partner assistance:

Email - [email protected]

Phone - 03 379 5575

For business recovery assistance go to:

Web - www.recovercanterbury.co.nz

Email - [email protected]

Phone - 0800 50 50 96
http://www.myob.co.nz/advisersummithttp://www.myob.co.nz/advisersummitmailto:[email protected]://www.recovercanterbury.co.nz/mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]://www.recovercanterbury.co.nz/http://www.recovercanterbury.co.nz/http://www.recovercanterbury.co.nz/http://www.recovercanterbury.co.nz/mailto:[email protected]:[email protected]:[email protected]:[email protected]


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Evaluation Forms &Follow-up

John Morrell



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www.myob.co.nz/advisersummit


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Summit Closing &Conclusions

John Morrell



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ThanksRodney King


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Networking Drinks

Sales in Action-John Morrell-Business Adviser Summit 2011

Documents

Transcript of Sales in Action-John Morrell-Business Adviser Summit 2011