About this Presentation
Why it’s NOT TRUE that this model is out-of-reach for sole practitioners. Our experiences in the USA: 1. Launched in the USA in midst of financial crisis (with no house list) 2. Failed to win clients with traditional approaches (and hundreds of thousands of Aussie dollars in promotional expenditure) 3. Justin initially built promotional machine single handedly – used initial wins to add virtual assistant 4. Three years later, the US operations surpassed Australia in sales. 12 steps to replicate what Ballistix has done. Here’s a step-by-step plan to survive the transition unscathed: 1. Identify the ongoing services you could deliver to clients – and would be happy to deliver if you weren’t (personally) providing those services. 2. Design a value proposition that ensures that clients have no net monthly outlay (ideally from month one). 3. Convert existing clients to new service offering. 4. Employ a smart, young graduate and teach him how to deliver. 5. Centralize the delivery of services wherever possible until your consultant become a facilitator. 6. Use the existing TOC applications as your religion. (Don’t reinvent the wheel unless it’s absolutely necessary.) 7. Get an executive assistant. 8. Use pay-per-click advertising to give away sample content and build a list. 9. Use auto-responder sequences and webinars to generate sales opportunities. 10. Sell solution-design workshops – make clients design their own engagements. 11. Use change-management initiatives as a hook to secure ongoing relationships. 12. Re-calibrate.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Instructor(s)
Justin Roff-Marsh
For 20 years, Justin Roff-Marsh’s deep thinking and writing on Sales Process Engineering has blazed a trail for others to follow. Justin is the author of The Machine: A Radical Approach to the Design of the Sales Function. (Winner of Gold in the Sales category of the Axiom Business Book Awards.) And he’s the founder of Ballistix—a consultancy with operations in the USA and Australia, delivering engagements worldwide. Although Justin was a science nut as a child (and still is today), he commenced his career in sales. He sold insurance and then progressed to manage a team of 100 salespeople. He then co-founded a firm that sold financial education and quickly discovered that his product lacked the margins required to sustain a typical field-based sales force. He developed his approach to sales process engineering in response to this challenge. Justin’s approach to the sales process is as revolutionary as Deming’s was to manufacturing. He argues passionately that the application of scientific management principles to the sales process is the next great uncharted frontier for industry.