Remember this guy? · Sales presentations First training block Regular client. Clubs, coaches and...
Transcript of Remember this guy? · Sales presentations First training block Regular client. Clubs, coaches and...
Remember this guy?
Here's what they have to say:
● Is a series of “Yes” decisions: – To pay attention to you
– To meet you and like you
– To believe you are valuable
– To interview you
– To hire you
– To promote you ● You are a salesperson and “Yes” is your currency
An S&C career....
● You are always selling: – Yourself to employers
– Your ideas to your athletes
– Your leadership to members of your team
Work just as hard on selling your product as you do on your product
● It doesn't matter what you have in your head if: – They aren't buying
– They aren't putting it into use
You are a salesperson
Eternal truths of selling:
● Be known- if they don't know you exist, they aren't
buying
● Don't be a dick- if they don't like you and people aren't
saying good things, they aren't buying
● Be trustworthy- if they don't trust you and believe you
can deliver on your promises, they aren't buying
● Be friendly and generous- if you aren't truly trying to
help them get what they want, they aren't buying
● Be valuable- if you can't do something for them, they aren't
buying
● Be remarkable- if you don't stand out from the crowd in
some way, they aren't buying
● Take it slow- if you go straight for the sale, they aren't
buying
● Play the numbers- the less pitches you make, the more they
aren't buying
● Be scarce- if there is a lot of it and nobody wants it, they
aren't buying
Eternal truths of selling:
You are your network
“I’ve come to believe that connecting is one of
the most important business—and life—skill sets
you’ll ever learn. Why? Because, flat out, people
do business with people they know and like.
Careers—in every imaginable field—work the
same”
You are your network
“Success in any field, but especially in business is
about working with people, not against them.”
You are your network
“Relationships are all there is. Everything in the
universe only exists because it is in relationship to
everything else. Nothing exists in isolation. We
have to stop pretending we are individuals that
can go it alone.”
Relationships are everything
In everything you do create meaningful, mutually
rewarding, long lasting relationships
Do not be the douche at the bar
Hey, wanna bang?
Meaningful relationships:
Go to the bar
Meet someone
Introductions
Conversations
Exchange numbers
First date
Regular dating
Move in
Marriage proposal
Sex ;)
Gym floor
Conversations
Appointments
Free session or low commitment offer
Sales presentations
First training block
Regular client
Clubs, coaches and contacts
Introductions
Conversations
Meetings
Interviews
Internship
Job
Climb the ladder
Step 1: Clubs, coaches, contacts
● Goal: know who to talk to ● Google ● Make a list- the bigger the better ● Prioritize 1) close to home 2) preferred sport ● Also prioritize for connections
Step 2: Introductions
● Goal: engage people in a conversation ● Introductions in this order: • Face to face > family > friends > acquaintances > random stranger
● Have an online footprint ● Get around the gate keepers:
– Social media & email trickery ● Establish some commonality ● Keep it light, keep it short
Step 3: Conversations
● Goal: establish a relationship ● Give before receiving ● Do your research ● Ask questions and be interesting ● Tread the common ground ● Be grateful ● 3-4 email exchanges... or more
Step 3: Meetings
● Goal: get in front of them ● Don't ask, don't get ● Be generous: coffee, lunch, titty bar etc. ● Be flexible ● Presentation- the first bite is with the eye ● Conduct yourself like a pro ● Give yourself a time limit ● Follow up
Step 3: Meetings pt 2.
● Goal: get a foot in the door ● What are their problems, and can you help? ● Aim LOW ● Give what you can ● Eyes open, mouth shut ● Seek feedback ● Keep coming back
A note on qualifications
● Qualifications are wholly unremarkable ● Connections > experience > qualifications ● Try to maximise all 3, but in that order ● Get the bare minimum required then move on ● CPD is still massive in keeping the job
A note on experience
● Fail in private, succeed in public ● Can you bring something to a pro club? ● Shoot low enough and someone will say yes ● Get as many hours under your belt as possible ● Manage groups ● Speak publicly- get it out of your system
Step 4: Interviews
● Primary goal: get asked to interview ● Do steps 1 to 3 better than anyone else ● Secondary goal: get selected to interview:
– 1. Covering letter – 2. CV – 3. Follow up
Step 4: Covering letters
● Stand out from the crowd ● Average applicant: ● White paper, boring layout, too long, cliched, no commonality, self centered
● Remarkable applicant: ● Interesting layout, short and sweet, remarkable, establishes commonality,
WIIFM?
● Tick the boxes and get out
● Show me what you can do
Step 4: Covering letters- Bad
To whom it may concern,
I wish to apply for the position of (get the name of the job wrong) at <club name>. Since the age of 10 when I realised I would never be a professional athlete, I have been on a personal quest to ascend the highest level of the the coaching profession.
I am a conscientious, hard working individual. I enjoy long walks in the park, hosting tupperware parties and reading. I am a university student studying for a MSc in strength and conditioning. My olympic lifting technique is flawless and I might get my work published in a journal this year.
If you want to select me for the internship you have available, I accept. Please contact me on the number above...
Step 4: Covering letters- Good
Dear <Coach's actual name>,
Hi I am a mutual friend of XXX (I believe he gave you a heads up that I would be in contact). I'm writing to you today to express an interest in applying for the internship position that you have available.
I know you are busy so I will keep it short why I think I am a good candidate for the role. Firstly I fulfill all of the professional requirements for the post. I have a BSc, I'm UKSCA accredited and CPR certified.
I've also been volunteering for the past year at <insert club names>. These experiences have been invaluable in familiarising myself with a professional environment, managing groups of athletes, and working within an integrated coaching structure. I hope this internship can be the next step in my coaching career and that I use these experiences to make a quick and meaningful contribution to your department.
Thank you for your time. If you need to reach me, I'm available at your convenience on the number above.
Step 4: CV
● Photo ● Be remarkable ● Experience, experience, experience ● Achievements and numbers speak loudly ● Show me what you want me to read ● What do other people say about you?
Step 4: CV- bad example
Step 4: CV- good example
Step 4: Follow up
● Ask for a recommendation from an influencer ● Emphasize your fit for what they are looking for ● Make it timely ● Be like this guy →
Step 4: The interview
● Check the dress code ● Prep, whether they ask you to or not ● I know within the first 5 minutes- make yours count ● Relax ● Can you justify everything in your system? ● If you don't know, be honest ● Ask conversational questions when invited
Step 4: If you fail...
● Chin up- each no brings you closer to yes ● Be gracious and stay in contact ● Get something out of the interaction:
– Another opportunity? – Advice? – What to work on next?
Step 5: Internship
● Minimum hours, effort or responsibilities doesn't get the job ● Work for the job you want- remember why you are there ● Be a house elf, then go looking for opportunities ● Never say no ● Show me your value, then ask for a reward ● Stay until you got what you came for ● Don't neglect your other funnels ● You will want to quit- don't
Step 5: Negotiating the job
● You want enough money to take money off the table ● Sell yourself, you are a salesman:
– Identify the need
– Show it is a problem
– Identify yourself as a solution
– Make the case why you should be hired
– Ask for the job
● Keep your mouth shut until they give you a figure ● Don't negotiate too hard or you will pay for it later
Side note: business principles
● All S&C coaches need business skills ● Negotiation ● Management ● Return on investment ● Budgeting ● Systems development
And you also are probably going to get fired at some point!
Step 5: Getting the next job
● 2-3 years per job, then get promoted or move ● Dictate people's perception of you, not the other way
around ● Document every success and achievement- seeing is believing
● Do your qualifications and experience match the jobs you want?
● What is your niche? ● What is your legacy? ● Keep working the funnel
Special seminar offers: 25% off
● Speed guide: www.rugbystrengthcoach.com/speed-offer ● Agility guide: www.rugbystrengthcoach.com/agility-offer
Any questions?