New and Novice Distributor Training BASICS - Whaley - 2016.pdf · Vince Whaley –Distributors...
Transcript of New and Novice Distributor Training BASICS - Whaley - 2016.pdf · Vince Whaley –Distributors...
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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
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THE CORE PRINCIPLE OF ALL BUSINESS
“Nothing happensuntil somebody
sells something.”
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RIGHT BEFORE YOUR EYES
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“Nothing happensuntil somebody
sells something.”
THE CORE PRINCIPLE OF ALL BUSINESS
![Page 5: New and Novice Distributor Training BASICS - Whaley - 2016.pdf · Vince Whaley –Distributors First International, Inc. Monday January 11, 2016. 10:40 –11:40AM New and Novice Distributor](https://reader030.fdocuments.net/reader030/viewer/2022040721/5e2df5180f0ad10a991f7e24/html5/thumbnails/5.jpg)
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.
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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!
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MARKETING & PROSPECTING FOCUS
Where to begin…
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Types of Markets…
Warm
Reciprocal
Referral
Cold Calling
MARKETING & PROSPECTING FOCUS
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Reciprocal Markets…
I do business with you…
You do business with me…
FAIR ENOUGH?
MARKETING & PROSPECTING FOCUS
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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?
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Tactics
Make your list
Contact all
Language
RESULT: Your first 25 - 40 clients GUARANTEED!
YOUR RECIPROCAL MARKETS
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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
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THE TRUE POWER OF RECIPROCAL MARKETING
40 Business Clients
x 40 Business Referrals
A potential of 1600 business referrals
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200 “Friendlies”*
x 40 Business Referrals
A potential of 8000 business referrals
* Warm Market Referrals
THE TRUE POWER OF REFERRAL MARKETING
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LET’S GET REAL
• A grand total of 9600 business referrals
• Connected by 1 person
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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
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9600 business clients – Not realistic
150 business clients – Very realistic!
THE TRUE POWER OF REFERRAL MARKETING
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WHAT’S IT WORTH?
150 business clients
x $2500 profit per client per year
$375,000 per year!
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Connecting The DOTS…
Warm Markets
Reciprocal Markets
Referral Markets
MARKETING & PROSPECTING FOCUS
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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
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REMEMBER…
Nothing happens until somebody sells something!
Everyone’s happy whenyour business is growing!
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Vince Whaley – Distributors First International, Inc.
PHONE: 208-206-9920 EMAIL: [email protected]
New and Novice Distributor Training
The Basics of Marketing & Building Your Business
Presentation ©2016 Distributors First International, Inc. All Rights Reserved.