Its Not Who You Know... Its Who Knows You!

it’s not who you know... it’s who knows you

do you want to be like this guy...

1or like these guys?

the difference

• push vs. pull

• supply vs. demand

• availability vs. scarcity

• in-your-faceness vs. limited access

• annoying vs. entertaining

• cold call vs. answer leads

i. captureii. build

iii. close (rinse, repeat)

i. capture contacts

first impressions

key elements

• Eye Contact• Expression• Attitude• Body Language• Clothes• Neatness• “Props”• Greeting/Handshake

rapport

build a system... and stick to it

ii. build relationships

how much is your time worth?

the value of one hour...

base earnings work hours/year{ }

=productivity

the $$ value of your hour

Base Earnings TargetNumber of work weeksNumber of work days/weekWork hours/dayProductivity

Value of YOUR hour

1500004849

$260.42

think about that every time...

hey, got a minute?

biggest time burnersemail

people

repetitive tasks

meetings

procrastination

menial tasks

solutions

II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 9 am 5 pm

50 messages/day = 1 message every 10 minutes

email batching*

* Tim Ferriss, The Four Hour Workweek

II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 9 am 5 pm

email batching

productivetime productive

timeproductive

productivetime

II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III

batchemail

9 am 5 pm

batchemail

productive time productive time

email batching1

email scheduling• least productive way to start day• start day in “reactive mode”• never regain control• avoid email for at least first hour• reserve first hour for most critical• what really can’t wait 1 hour?• if people really need you... they will find you• “single most powerful way to regain control”*

*Julie Morganstern

instead consider making 5 phone calls every morning - just to say

“hi” & keep your list warm

OFFICE HOURS please bring specific issues/questions

you’d like to address & resolve

Monday: 4 to 6 pmWednesday: 8 to 10 amFriday: noon to 2 pm

NEW BUSINESS HOURS helps control how much time you

spend responding to what could be unqualified requests for your time

Every Thursday

ABC, Corp.

Jane DoeDirector, Business Developmentjanedoe@abccorp.com

tel 305.555.9000direct 305.555.7979toll-free 888.555-8000mobile 305.555.4869fax 888.555.1678

ABC, Corp.

Jane DoeDirector, Business Developmentjanedoe@abccorp.com

305.555.9050

incoming call

find me

follow me

incoming call

(hide me

shield me)

just say no!

eliminate1

“While I appreciate the invite, right now we’ve made a strategic decision to concentrate on more speaking engagements and workshops. So if you have one of those, great! But if you’d like to discuss a new unrelated opportunity/idea, we simply don't have the time or the manpower to do it right now.

I'm sure you understand and hope to see you at the next Miami Marketers Happy Hour!”

saying no1

plan 11

outsourceThanks for your email.

In an effort to free up time and become more efficient & effective, I'm outsourcing my inbox ;)

Patti & Corrisa will be monitoring my incoming business emails, booking my speaking engagements, scheduling appointments, & answering most incoming emails for the time being.

Should you urgently need to speak with me, text me at xxxx@txt.att.net. I will answer or call you back at my earliest convenience. However, I am "batching" communications and responding once or twice a day at most. Please do not add this email to any subscription lists or mailing lists.

I appreciate your helping me to automate, outsource and delegate all non-essential tasks in an effort to "upgrade my life." If you are interested in performing your own experiment, here are a few book recommendations:

1. The 4-Hour Workweek2. Upgrade Your Life3. Never Check Email in the Morning

Thank you!

“dance close to the revenue line”

“networking” model

one-to-one

one-to-many

mass media model

ideal model

communicatefeedback

one-to-one

“percolates” up to leads

clients become

community

extend 2

email marketing

how Marie Forleo got me• Why You Shouldn't Initiate "The Talk" - Your April 1 Dish• Date Confidently Using Real Men's Tips! Your April 27 Dish• Too Clingy? Stop Neediness Now, Michelle - Your Apr 29 Dish• 7 Secrets of a Flirting Goddess - Your May 1 Dish• What NOT to Do On a Date - Your May 15 Dish• The #1 Cause of Dating Drama – Your May 18 Dish• Is He Mr. Right or Mr. WRONG? Your May 20 Dish• Michelle, Why Didn't He Call? Your May 29 Dish• Secrets of Getting Over a Breakup - Your June 1 Dish

don’t like to write?

workshops & seminars

online

iii. close deals

• 82% more successful on/after 3rd contact

• “7 touches” average

• 4 touches in 10 days (leads)*

• best is mix of contact methods

• show your face!!

* Duct Tape Marketing

you should know...1

package services like products*

*make products more like services

Turnkey, No-Hassle, Financial Management Packages

i. The Shoestring Budget Entrepreneur: Everything you need to start being finance-healthy. Perfect for freelancers, solo-practitioners, solo-preneurs and other self-made professionals.$XXX one-time fee.

ii. The Finance Department Alternative: We'll create order from chaos, AND help you maintain it. $XXX + $XXX - $XXX/month*

iii. The Outsourced CFO Package: Like having your own CFO at a fraction of the price. $XXX to set up + $XXX to $XXX/month*

on choices

i. the one they do not wantii. the one you think is bestiii. the one they wish they could pick

SERVICE DETAILS RATES

Coaching, Consulting & Training* 1x 2x 3x 4x

Hourly (in person/by phone) $160/$120 $150/$110 $140/$100 $120/$90

Daily (local/travel) $1000/$1500 $900/$1400 $800/$1300 $700/$1200

Monthly (price/month for 6 month package) $160 $280 $370 $450

Unlimited Access (monthly retainer) starting at $1,500/monthstarting at $1,500/month

Website & Online Services basic enhanced

“You: The Industry Expert” Website $987 $1,987

Custom Promotional Workshops & Seminars 1 event 2 events 3 events 4 events

Deliver existing workshop for your audience $2,700 $2,400 $2,200 $1,900

Design & deliver custom program for your audience $3,500 $3,200 $2,900 $2,500

Want us to promote to our audience?** add $1,500 add $1,500 add $1,500 add $1,500

Sponsorships

Presenting/Title Sponsorships $1,900 and up

Exhibiting Sponsorships $500 and up

Keynotes

South Florida/National or International not including travel $2,500/$5,000

* I’m not a fan of hourly or daily billing, why? Because it misaligns my incentives and yours. But you guys insist on hourly rates, so here they are...** Rush fee: $1000 for any event less than 6 weeks out.

“Michelle is an outstanding consultant and coach, with a keen ability to identify key strengths and weaknesses and develop effective strategies to maximize income and potential. She gets great results.”

– David Suarez, Interactive Training Solutions

Mivista, Inc. 261 Navarre Avenue, #102, Coral Gables, FL 33134

www.michellevillalobos.com ! jessica@mivistainc.com

2009 Mivista, Inc. Packages & Pricing

1“conceptual agreement”

pricing is a marketing strategy

pricing strategies

• extra value/bonus• discount = reduce value • bundle• move away from hourly• payment plans/options

rinse, repeat

nurture your referrers

a good referral system• educates referrers

• motivates referrers

• measures

• builds in feedback (for referrer)

• is easy (for the referrer)

• gives back

“giver’s gain”philosophy

make a plan for your biggest referrers

(like... right now)

batch!

YOU: the online brand

– November 19th, 2009 –

thank you!!

Its Not Who You Know... Its Who Knows You!

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