Non-Membership Income from the TAB Opportunityv. 4-20-2012

Initial Training Learning Objectives

Potential for non-membership income

Your vision for the membership/non-membership income you want to achieve

Selecting the areas of expertise you want to market

Potential For Non-Membership Income

Leveraging The TAB Opportunity To Develop Significant Additional Non-Membership Income

Potential for Non-Membership Income

TAB Facilitator Example #1:

• Teaches SBL primarily focused on strategies and tactics during annual and quarterly meetings for member’s business

• Conducts analysis of member’s financial data

• Recruits employees for members• Conducts DISC/PIAV analysis of current

and potential member’s employees• Earns $$ Extra each year/month (CT)

Potential for Non-Membership Income

TAB Facilitator Example #2

• Facilitates 3-hour team building workshops

• Conducts DISC/PIAV analysis of current and potential member’s employees

• Interviews candidates for hiring• Coaches member’s key executives• Participates on Compensation

Committee for a member’s business• Earns $$ Extra each year/month (MN)

Potential for Non-Membership Income

TAB Facilitator Example #3:

• Writes personal vision statements

• Coaches for women business owners (non-members)

• Consults through their church (without marketing)

• Earns $S Extra each year/month (CO)

Potential for Non-Membership Income

TAB Facilitator Example #4:

• Sales Training Models• Facilitates annual retreats using TABenos

for member’s business• Conflict resolution among family member

employees and co-owners• Bills $200/hr for non-TAB Members• Bills $150/hr for TAB Members• Earns over $40,000 extra each year

Potential for Non-Membership Income

TAB Facilitator Example #5:

• Only does consulting for TAB Board Members• Helps members with their bookkeeping using

QuickBooks• Does TTI• Does coaching with member’s Key Executives• Periodically during board meetings when a topic

ties in with an area in which he has expertise, subtly mentions availability for adding extra services in those areas.

• Does not aggressively market consulting services to members

• Earns $6,000-$7,000 extra each month

Potential for Non-Membership Income

TAB Facilitator Example #6:

• Strategic Planning Using SBL• Conducts exit interviews with

employees leaving• Earns $$ Extra each year/month

Potential for Non-Membership Income

Franchisee Example #7:• Expertise in Marketing/HR• Assists members with hiring new employees• Developed HR manuals and compensation plans

for members• Helped them create copy on presentations for

key customers• Created job descriptions for member's

employees• Has developed PR and Marketing campaigns for

members• Earns $$ Extra each year/month (CAN)

Potential for Non-Membership Income

One of our Facilitator/Coaches earned $670,000 in one year from

additional income!

Another Facilitator/Coach earned $313,000 in one year from

additional income!

One Facilitator/Coach only had 10 members but didn’t want to

market any more because he was making $140,000 a year from non-

membership consulting

Your Vision For Income You Want To Receive

Your Vision

What is the balance YOU want for your franchise model?

Membership income

Non-membership income

Selecting The Areas Of Expertise You Want To Market

Selecting Your Areas of Expertise

•When you joined TAB, you already had business expertise in one or more areas

•The more areas you claim expertise in, the less credible you may be to potential clients

•What is your greatest area of expertise?

•Three areas of expertise is the most you should claim to have a high level of credibility

Selecting Your Areas of Expertise

Areas of

Expertise

Marketing

Sales

Human Resourc

es

Finance

Selecting Your Areas of Expertise

Updating and keeping your field of knowledge

current as an expert• Use the web to update with new

trends, new ideas, new technologies and other developments

• Identify what you have to learn and your strategy for keeping updated in your areas of expertise

Advanced Training Objectives

Marketing your

expertise

Acquiring clients for your non-

membership services and

products

Marketing Your Expertise

Marketing Your Expertise

Only market the area(s) of expertise in

which you are truly an expert

Differentiate yourself from

the competition

• Don't refer to direct competition by name

• Stress your TAB Facilitation/Coaching experience as a unique edge

• Leverage TAB's proprietary tools, such as SBL and TAB Business Vantage

Marketing Your Expertise

• Offer your services to facilitate these meetings

Suggest members hold annual SBL retreats and/or

quarterly SBL updates as valuable

investments in their business

• Networking Group Meetings

• Rotary, Chamber of Commerce and other Events

• TAB GIMs and One on One meetings

• TAB Board Meetings

Make liberal use of handing out your TAB

Max Brochure

Marketing Your Expertise

Hold seminars/workshops on your area(s)

of expertiseOffer free speaking

services to local business

associations, Chambers and/or

Rotary clubsUtilize TAB’s white

papers and PowerPoint

presentations on business topics

• Focus your talk on one area of expertise

• Attendees are potential members and/or clients

• Slides Include Speaking Notes

Marketing Your ExpertiseContact

producers of talk radio

programs to offer your

services on call-in programs

Referrals•Be at the right place and

right time when seeking referrals

•Ask for referrals that include an introduction to prospective members and other clients

•Get testimonials from satisfied clients

Marketing Your Expertise

• Contact media sources such as reporters, editors, talk radio producers, etc. to let them know of your area(s) of expertise and your willingness to be a resource to their articles/programs

Media Relations

Follow up each quarter by calling them to remind them of your availability

Marketing Your ExpertiseTips from the Top

Newsletter• Contribute

advice on your area of expertise to the newsletter

• Send the newsletter to your members and member prospects

Website/Satellite Site

• Should include testimonials from some members who share their views about how outstanding you are in particular areas of expertise

TAB Board Meetings

• Develop awareness of your expertise

• Allow members to share their experiences working with you in their organizations

Acquiring Clients For Your Non-Membership Services and

Products

Selling Your Non-Membership Services

Some prospects you meet for membership may not be a fit to be

TAB members but can use your consulting services

One TAB Facilitator picked up monthly consulting projects from attending networking meetings

Some non-membership clients are met at TAB Group Informational

Meetings (GIMs)

Selling Your Non-Membership Services

Prepare carefully for face-to-face sales meetings for your consulting services

Do your research and know such key information as• Accurate name/title of person you are meeting• Size of revenues and number of employees in company• Distinguishing experiences or accomplishments of the

person you are meeting and the company• Is the person the decision maker? Don’t meet with

someone who isn’t authorized to make the decision

Selling Your Non-Membership Services

Offer your servicesIf you don't ask, you will

not receive the additional work

You need to understand the desired results of the project to complete an analysis of a project

Only provide your quote after completing the

analysis of the project

Premature quotes can result in fees that do not adequately compensate

you for your time

Don't give your services away

Your time has a value based upon alternative

use

Be sure to explore in detail

Selling Your Non-Membership Services•Get Attention create Interest generate Desire ask for Action

AIDA

Selling Your Non-Membership Services

Understand your prospect’s "hot buttons"

Understand your prospect’s fears• A sales manager may feel threatened if

your member wants you to help train the member's sales force

• Your member’s controller may resent your member’s interest in retaining you to help with the company's financial management

Selling Your Non-Membership Services

Ask :• Is there someone else I will need to reach or meet

with in the company before a decision can be made?

• Can you identify for me what you need in order to make the decision?

• How close are you to making a decision on a scale from 1 to 10?

• What do you see as the next step before you can make a decision?

• What is the problem costing your company annually?

• Does this problem frustrate you?

Selling Your Non-Membership Services

It’s Your Image!Your proposal must be

professional looking & include certain key elements

Guarantee or

warranty

Present one key idea at a

time

Keep paragraphs short

Use bulleted items to

make points

Use flow charts to understa

nd a process that you want to provide

Identify the

timing of your

progress reports

Summarize key points

Selling Your Non-Membership Services

Whether you like it or not, you need to

wear the salesperson hat to

maximize your additional income

from the TAB opportunity!

Selling Your Non-Membership Services

How do you compare to

competition - your

competitive advantages and disadvantages

Billing/Pricing

Most give a discount to TAB

members vs. other outside

consulting

Competition - who are they? What do they

charge?

Selling Your Non-Membership Services

Recommended for Projects

Minimum of 50% at acceptanc

e of contract

Additional 25% when project is

50% completed

Remaining 25% at day of

completion

Some franchisee

s give a 10%

discount for full

payment in advance

of the project

Selling Your Non-Membership Services

TAB Facilitator Billing Example:

• Checks prices of competition in the area

• Bills non-members $150/hr• Bills TAB members $125/hr• Bills TAB members $950 for an 8-

hour day project• Bills TAB members $4,500 for 8

hours/5 days per week• Sometimes determines a fixed rate

for projects that span multiple days

Selling Your Non-Membership Services

Turn down “bad” business

Bad business is worse than no consulting business• Its best to say "I don't do that" if you are not capable of providing quality services in an area

• It's best to say "I'm too busy" if there is any doubt about your ability to meet the timelines of the projectAsk yourself whether the project

or services fits with the professional image/brand you

want for yourself

Selling Your Non-Membership Services

Be ethical

Don't be one of those consultants who gets his/her foot in the door just to expand their services beyond their

agreed scope of the work

Avoid consultant incompetence

Consultant’s lack of available time

Role Play Selling Your Area of Expertise