1. BeepXtra Getting Started workshop Presenter : Beverly
Hopper
2. Workshop Agenda Timings approx 2 1/2 hrs Introductions 15
Mins Why we are here and expectations of the session 15Mins
Identify The Role Of a Distributor Breakout session 10Mins Review
The Toolkit and what is available to us 5Mins Techniques to engage
with retailers 35Mins 10 Minute comfort Break Summarising
Objections and Closing 20Mins Practice session 15Mins Following Up
with the Retailer 5Mins Summary 5 mins Review of the session and
Objective Setting 10 mins Close
3. Brief Introductions
4. Why we are here and expectations of the session Open
discussion everyone to contribute
5. Identify The Role and Ideal Qualities Of a Distributor Be
business like and Professional in appearance, i,e, business dress
Someone who does what they say they will remain committed Formulate
a plan and stick to it Have goals Be teachable and prepared to
learn about the Beep business Consult with and inform Businesses
about Beep Share good practice Be broad shouldered and dont take
rejection personally Share and celebrate success Supportive to the
team, cascades information where appropriate Be Confidential
Prepared to visit stores with colleagues and help them Good
Timekeeper, this matters for meetings with retailers and colleagues
Remember we are the Ambassadors of Beep Not defaming, other
companies, Beep, Colleagues, other retailers Remember the rules of
the Affiliate payment card program with regard to literature and
promoting the business Follow through on promises to retailers and
sponsor and colleagues Under promise and over deliver Be careful
not to exaggerate earning potential for Retailers and Distributors
Understand your target market
6. Review the Toolkit available to us Beep Website / videos
Leave behind Folder Actual loyalty cards Beep Business cards (ask
for a template to easily order off Vistaprint) Retailer contact
sheet Beep stores.com website BeepSales Email -www.beepsales.com 5
to cover hosting costs. Survey form http://www.beepxteam.com
(password protected) Affiliate payment system GB30.50, EU36.50,
US$49.95
7. Techniques to engage with retailers Contrary to popular
belief No one is born to be a great Business promoter As with any
great achiever, they learn their craft and practice daily. Good
Practice will become permanent Fail to prepare is preparing to Fail
Have a plan and follow it
8. Jekyll & Hyde All of them(business owners) Have split
personalities! They all have two signs in places of business.
And
9. Approach If this is you This will happen And you will end up
like this!
10. Nine Second Diamond In the first few seconds Prospects make
an instant decision to: Trust and believe you OR Turn on the
salesman alarm Become sceptical Start thinking of a way out! The
decision is immediateand usually final!
11. ITS NOT ABOUT The Company The Product The Service
12. ITS ALL ABOUT YOU The Rapport you build The Trust that you
create The Belief you have And The enthusiasm and sincerity you
portray
13. 7 Steps to Success Prospecting Establishing rapport
Identifying needs accurately Presenting Answering objections
Closing the sale Getting referrals
14. Prospecting Tips How many Beep outlets do you need per
postcode capita? Start looking online for local businesses in the
area, especially restaurants Booking appointments ahead can save
time later. Hook up with businesses on facebook / twitter Look at
their website? Do they have a contact button? Send them an email
and then tell them when you will call to book an appointment.
Research Restaurants on trip advisor and make notes about their
position, passing traffic, strengths and any weaknesses In an area
you are less familiar with, use Google street view to do your
research prior to landing on foot. Preparation is the biggest
difference between being amateur or being Professional
15. Making contact by phone 1. Make a list of businesses you
want to talk to and if possible establish decision maker beforehand
2. Ask to speak to the decision maker -make the call friendly and
chatty but be genuine .build rapport. 3. Say who you are and where
you are from and why you are calling during your chat. 4. Explain
that you would like to call and appreciate they are busy and so ask
if you could send them a quick email with some links on. 5. Aim to
book a visit in the next couple of days. 6. If they insist on
seeing the email first, arrange a follow up phone call. 7. Remember
when you are booking your appointment you want all the decision
makers to be available too.
16. Prospecting on foot Do your due diligence, look for their
strengths and potential weaknesses, demographics of the area. Do
they have a good frontage, space to display Beep advertising
stickers? Choose the best store in its category to visit first, if
there are others in same vicinity. Always have at the back of your
mind that we are selecting the best stores for Beep, you need to
establish at your first meeting if there is a synergy with Beep for
them and us.
17. Cold calling 1. Try not to look like a sales rep walking
through the door! Ideally be a customer firstthat throws them out
completely! 2. Start to chat to them about their business and ask
if the manager is there today. 3. Hold and show them a Beep card in
your hand as you introduce yourself. 4. Try and make your
introduction to Beep relevant to their business and how it might
benefit them. 5. Do they have time to talk? If no, when can you
call back? Leave your business card and you could , if appropriate,
ask them for an email address to send them the video link 6. Only
if they ask for something to read, should you use the leave behind
folder. On exiting reference your next appointment 7. Confirm your
follow up appointment on the email you are sending them
18. The Appointment Start the call with an initial sales
benefit statement i.e.Explain an overview of the system and how
they could benefit. E.g. Im xxx from Beep were a Loyalty Company
driving business back into the High Street and where retailers can
actually earn money from handing out FREE Beep cards to their
customers. Now Its Free but the only catch is that we have an area
quota so cant give it to everyone . My name is XXX and I am
19. Fact Finding When you rearrange the letters LISTEN You get:
SILENT.
20. Listening Tips Remember Telling is NOT selling Ask probing
questions Let your prospect speak Listen to what they say AND what
they dont say! Watch the body language Use your mute button Once
you hit mute, leave it on for a couple of seconds even if you think
they are done talking. You will be amazed by how much more
information your prospect will provide you if you just shut up and
listen.
21. Establish their Needs Ask permission to ask a few questions
If appropriate you could use the survey form here Ask open
questions and make it chatty Understand their challenges and
respond to what they are saying its a consultation Be interested
and ask more questions to find as much as you can about how their
business is operating Dont interrupt with solutions at this stage
It is important to appreciate that people will look at Beep through
their emotions - Find their pain and use your business to really
get to a solution. Now take a couple of minutes to think about the
sort of questions you could ask to find out about their
business
22. Some ideas of questions to use How is business compared to
last year? How long have they been in business and what are their
staffing levels? Do they advertise? If so where? What costs? Do
they have a current loyalty program? If so, ask them to explain how
it works How do their current discounts work? What till system do
they currently use? Ask them about passing trade What are their
future plans?
23. 15 minute comfort break
24. Summarise their position and Propose Re-affirm their
current situation as they see it, i.e sum up how things are for
them right now Highlight how Beep could offer them a solution e.g
So if I could show you a way that you could drive traffic to your
website Would it benefit your business to increase your trade
whilst reducing advertising costs?
25. Summarise their position and Propose In your very
competitive market, would it benefit you to be able to earn money
from your competitors? If I could show you a way of increasing your
bottom line from giving away loyalty cards to your customers with
only a minimum investment from you, would you be interested. If I
could show you a way of reducing your current discount commitments
whilst increasing your income, would that be something you see
helping you?
26. Presentations We've all seen it--people listening to a
sales presentation, eyes glazed over and their minds anywhere but
on what the speaker is saying. SELL THE BENEFITS and NOT the
features You have demonstrated that you can offer a benefit for
their needs Show the videos, let them do the selling and avoid
doing the telling!
27. The Close The difference between try and triumph is just a
little umph! Until.
28. Objections Every sale has five basic obstacles: no need, no
money, no hurry, no desire and no trust.
29. The dos 1. Always maintain a positive attitude and be
enthusiastic. 2. Always remember that objections are a natural and
integral part of the sales process and should not be considered as
a personal insult. 3. Always maintain good eye contact, even when
under pressure. 4. Always listen attentively to an objection. 5.
Always acknowledge the objection and then express your thoughts. 6.
Always justify your viewpoints with testimonials, documentation and
references.
30. The do nots 1. Never knock down or degrade your
competition. That takes the focus off of you and your company and
you never want to do that. 2. Never say anything negative about
your organisation. 3. Never say anything negative about your
product or service. 4. Never tell the customer that they are wrong.
5. Never tell the customer that you dont understand.
31. And a few more! 6. Never argue with any buyer. 7. Never lie
to a customer. Long term relationships are built on trust and
honesty. It is far better to say, I dont know, but I will find out
the right answer and get back to you as soon as possible. 8. Never
be defensive; it is a negative approach to an objection. 9. Never
lose your temperament with the customer. 10. Never let an objection
go without an answer.
32. Overcoming Beep Objections Objection There are already lots
of loyalty systems about Local loyalty one doesnt work I dont
understand it / not convinced How do you know I will get more
customers How many are already signed up in my area Solution
Explain how they are working throw it back How does it work explain
benefits of Beep.outside business? Re inforce the benefits of
website and customers having cards Unique concept, global scale
Re-sell the benefits-watch video again Refer to Beep stores website
for bigger picture and we are talking to lots of retailers
locally
33. Overcoming Beep Objections objection I already have a
loyalty system Ill wait to see how it goes I cant justify the
outlay Too good to be true How is it paid for if its free Its new
how will my customers know about it. Its too difficult to learn
Solution Establish how it works and benefits of Beep system Early
adopters earn from customers- explain benefits Explain why you feel
that? It is live and happening. Explain 2.75% etc.. Early retailers
handing out cards customers will be looking for businesses Go
through the simplicity of the business and show the videos
again
34. Closing Tips Watch for closing signals and remember, the
right time to close is when your prospect is ready to buynot
before! Alternate Close Assumptive Close Trial Close Negative Close
Ben Franklin Close
35. Some people Say No Every No brings you closer to a Yes Dont
take rejection personally Learn to Manage your disappointment dont
dwell It could be Not now rather than Never. Dont lose your resolve
Remember no one can make you feel inferior without your consent
Eleanor Roosevelt
36. Practice session Group scenarios
37. Following up with retailer Go through as much of the sign
up process as poss A quick email to thank them the same day (draft
email available) Log their details in an Excel spreadsheet One week
Later a phone call to check on any agreed actions re integration
and general progress. 4 weeks later another phone call to check on
progress Go live Offer your support
38. In Summary Research as much about the business and their
surroundings as you can in preparation Present a prospecting offer
of no more than 45 words that clearly states who you are, what you
are selling Ensure you talk only to the decision makers! (All of
them) Always be in a "Disqualification" mode. Accept the fact that
prospecting really is a numbers game. Congratulations on your first
sign up!getting past the gatekeeper! Never, ever give up...
tenacity is the key to ultimate success...
39. My Top Tips 1.Plan your work, then work your plan. 2.Set
yourself realistic goals and action them. 3.Invest in yourself.
4.Work on your self-discipline. And # 5
40. Never Give up!
41. And Finally 1979 Harvard MBA program. In that year, the
students were asked, "Have you set clear, written goals for your
future and made plans to accomplish them?" Only three percent of
the graduates had written goals and plans; 13 percent had goals,
but they were not in writing; and a whopping 84 percent had no
specific goals at all. Ten years later, the members of the class
were interviewed again, and the findings, while somewhat
predictable, were nonetheless astonishing. The 13 percent of the
class who had goals were earning, on average, twice as much as the
84 percent who had no goals at all. And what about the three
percent who had clear, written goals? They were earning, on
average, ten times as much as the other 97 percent put together. In
spite of such proof of success, most people don't have clear,
measurable, time-bounded goals that they work toward.
42. Any Final Questions?
43. Lets review Did we achieve what we set out to today? What
else can we include to assist you? Please feedback Please complete
your top 3 goals for the next 2 weeks, make them SMART choose a
buddy to email them to in next 24hrs Be accountable to your Buddy
and Buddies hold them to account!!!
44. Thanks for your attention Beverly Hopper Mobile: 07813
040670 [email protected]