SlideShare ist ein Scribd-Unternehmen logo
1 von 97
Downloaden Sie, um offline zu lesen
Learning How to Find New Clients

Jerry R. Mitchell

1
First, You're Probably Asking Yourself: "Why Should I Listen To Him?

That's a fair question. Why Would You Listen To Me?

Jerry R. Mitchell

2
I have sold in a shorter period of time more products that any
other sales person I know.

Not once but many times for many different companies.

That is the reason my partners selected me as a partner.

Jerry R. Mitchell

3
In my consulting business I have developed for many clients
very successful international channels of distribution.

Have provided strategic guidance for my clients that enabled
them to increase their business through the acquisition of
companies servicing different markets.

Jerry R. Mitchell

4
My background:
Been in high tech industry since 1961

Jerry R. Mitchell

5
I meet few people who truly understand the fundamental difference
between sales and marketing. So lets get clear on both. At the most
basic level, marketing is everything that makes the phone ring, while
selling is actually collecting the money

Jerry R. Mitchell

6
Your question should be “What's the difference between Marketing
and Sales, and how can I integrate the two to build my business?”

Jerry R. Mitchell

7
Do I have to sell? Yes! As you will find out, selling is an important
part of any business activity. If you are already in business you know
it. If you are just starting out, much of your success will depend on
your sales skills.

Jerry R. Mitchell

8
In reality, salesmanship is persuading others to your viewpoint.
Nothing more. There is no mystery to it only hard work and a lot of
rejection. Just think of selling as successfully asking someone to do
something.

Jerry R. Mitchell

9
As an entrepreneur, you will begin your sales career the moment you give
birth to the idea of your company. You will need to sell your idea to your
spouse, your sources of money, your suppliers, your landlord, and your new
employees. You may not call it selling, but that is what it is. You have a
message and you want others to buy it

Jerry R. Mitchell

10
In your enthusiasm, you do not question your sales ability you just do it. The
moment the first person that signs on to your plans is the moment you have
debunked the sales myth. You have made a sale without being a phony,
without imposing on others, and without lying. You made a sale, because
your message makes sense and you believe in it.

Jerry R. Mitchell

11
You and your ideas and your vision are your products. How well
have you been selling them to those you need to reach?

Jerry R. Mitchell

12
Never before in the history of the world has the potential to do
extraordinary things been this big for the smallest of teams.

Jerry R. Mitchell

13
The reach of the net, the low/no-cost of infrastructure, and rise of
fiercely-productive environments have empowered those with passion
near superhuman strength in business, by last century standards.

Jerry R. Mitchell

14
It's no longer necessary to be big to do big. It's optional.

Jerry R. Mitchell

15
Are you struggling to attract clients? Have you heard about Content Marketing, but
aren't yet sure what it is, or how to implement it?
Would you like to be able to stop spending money chasing prospects and asking them
to do business with you?

Jerry R. Mitchell

16
Back in 1985 when I started Jerry R. Mitchell and Associates, the business
landscape was radically different than it is today. There was no social
media.

Jerry R. Mitchell

17
By 2007, when cold calling stopped working for our company social media
had taken off in a big way. So had WordPress and email marketing. Plus,
mobile was also starting to gain in popularity as well.

Jerry R. Mitchell

18
What did all this mean to our company? It meant that getting people's
attention was becoming increasingly difficult, and as a result, traditional
outbound marketing was starting to lose its effectiveness.

Jerry R. Mitchell

19
Fast forward to 2013 and, for our outbound sales force, things had
become even more difficult.

Jerry R. Mitchell

20
Potential Buyers Are Now Invisible

Jerry R. Mitchell

21
Now, potential buyers remain invisible and nearly impossible to reach until
they want to be found. I say they are invisible because, prior to contacting you,
they are stealthily performing all sorts of research using Google,review
websites, and social media.
You cannot reach them at any point during this phase, unless of course they
happen to find your blog or one of your social profiles along the way.

Jerry R. Mitchell

22
What does this mean for you?

Jerry R. Mitchell

23
Content is Now Your Most Valuable Asset

Jerry R. Mitchell

24
How Content Marketing Has Forever Changed! How To Attract
Clients And How You Can Take Advantage Of This Shift?

Jerry R. Mitchell

25
It means that content has become your most important asset. Blog posts,
videos on You tube, white papers, free reports, newsletters podcasts, et al
are now the way that you are going to attract your prospects so that they
find and connect with you.

Jerry R. Mitchell

26
Put simply, the company in your niche that creates the most
content is going to become the dominant player in that market.

Jerry R. Mitchell

27
Why? Simple. People are using Google to search for answers to their
questions, and if you create a lot of high quality content, people will
share it on their social profiles, and each time they do, Google is going to
bump your content up just a little higher in the search results; each time
you rise in the search results, you get more traffic, more shares, and
better rankings. The cycle simply repeats itself.

Jerry R. Mitchell

28
Or, you can just keep making those cold calls and annoying the heck out of
people.

Jerry R. Mitchell

29
Outbound vs Inbound

Jerry R. Mitchell

30
Jerry R. Mitchell

31
Jerry R. Mitchell

32
Jerry R. Mitchell

33
To really drive this point home, let's use an example with two entrepreneurial
companies looking to attract new clients. The first one still has a team
of salespeople who are charged with finding new clients. They are cold
calling and attending local networking events. For simplicity, we'll call
this firm Outbound Marketing.

Jerry R. Mitchell

34
The other entrepreneurial company , we call Inbound Marketing, and unlike
Outbound, they do not have a dedicated outside/outbound sales team.
Instead, they have chosen to use the massive amount of money that they've
saved by not having this team to create compelling content that will answer all
their potential buyer's questions, as well as to publicly display their work with
Clients which, of course, positions them as experts in their field.

Jerry R. Mitchell

35
As you might guess, Inbound Marketing is getting much better results than
the other firm. This is because they are getting plenty of traffic to their
blog, many of those visitors are becoming subscribers, and those subscribers
are finding their way through Inbound Marketing's well-crafted sales funnel.

Jerry R. Mitchell

36
Their funnel allows their prospects to segment themselves based upon
what they are interested in and what phase of the buying cycle they are
in. This is pretty easy to do

Jerry R. Mitchell

37
This process is working so incredibly well, in fact, that Inbound Marketing
doesn't ever call their prospects. Instead, their prospects actually call
Inbound once they have consumed enough content to actually be pre-sold on
working with Inbound Marketing.

Jerry R. Mitchell

38
Jerry R. Mitchell

39
I don't know about you, but to me, that sounded like it would be a
pretty nice idea to start using inbounding marketing in my business.

Jerry R. Mitchell

40
Jerry R. Mitchell

41
A Real Life Example of Success

Jerry R. Mitchell

42
Here's what worked for me.

Jerry R. Mitchell

43
We now never cold call prospects. Instead, we have put our effort into
creating content (blog posts, free reports, newsletters, videos, etc.) that
attracts people to our company's website. As each prospect is continually
exposed to their message via their marketing funnel, the ones that are a
good fit inevitably make contact with our firm, and when they do, they are
ready to do business.

Jerry R. Mitchell

44
Let me show you how working with 2 More Profits changed forever
our companies strategy
Look at these amazing results!

Jerry R. Mitchell

45
Jerry R. Mitchell

46
Jerry R. Mitchell

47
Jerry R. Mitchell

48
Jerry R. Mitchell

49
Jerry R. Mitchell

50
How we attracted interest

Jerry R. Mitchell

51
We have found the way to attract interest is with high quality
video content.

Jerry R. Mitchell

52
The way that we found how to attract interest was to focus on the problems
that our target customers are trying to solve, and then create content (blog
posts, free reports, news letters, podcasts, videos, etc.) that helped them to
find a solution to their problems.

Jerry R. Mitchell

53
Once we succeed in attracting someone's interest by placing content in
a place where they found it, the next thing we did was to capture their
contact information; which, in most cases, is their email address.

Jerry R. Mitchell

54
This is what we called lead capture at the top of the funnel. You may get
plenty more information from them later on, but for now, we just want
their first name and email.
.

Jerry R. Mitchell

55
There are plenty of ways to do this but what we have had the most success
with sending a free report.

Jerry R. Mitchell

56
Remember one thing, however; just because someone has given you
their email address (small amount of trust) does not give you the right
to spam the hell out of them!

Jerry R. Mitchell

57
In fact, all it takes is one irrelevant email and the small amount of trust
that you have earned will quickly be eroded. This is why it's absolutely
critical that you set expectations early on as well as give them a way to
'self-segment' themselves in your database.

Jerry R. Mitchell

58
How well you nurture your prospects is very likely the single most
important factor in whether or not those prospects ever become
customers.

Jerry R. Mitchell

59
We have created great content that generates new leads and have sales
people call and follow up on them. This is still inbound marketing. It's just
getting people involved in closing deals. If your product has any level of
complexity that prevents it from being completely self-service, you're
probably going to have to build a sales operation

Jerry R. Mitchell

60
Converting inquires into sales is where the real talent is required.

Jerry R. Mitchell

61
We have found while inbound marketing or content marketing is a
great way to build our brand and generate lots of inbound leads, the
only way to grow predictably - that is have complete control over our
distribution – was continuing to use our outbound sales organization.

Jerry R. Mitchell

62
Today, as I've just pointed out, the nurturing you do prior to the sale is
really where all the skills are needed. Get the nurturing right, and the
sale is the natural conclusion to that conversation.

Jerry R. Mitchell

63
To illustrate this point, I'll give you just one quick example now. At
Jerry R, Mitchell and Associates , we have a mastermind group for
entrepreneurs marketing agencies and consultants and the only way people
ever find out about it is via our blog, marketing funnel, and our podcast. We
don't spent 10 cents to advertise it, and we definitely aren't making cold
calls to solicit new members.

Jerry R. Mitchell

64
Given that these people have already consumed a fair amount of our content
before they ever visit the sales page, the level of trust is fairly high.
Once they read the sales page, they see that part of the process of becoming
a member is to book a 15 minute call with me, during which time we'll have a
conversation to determine if there is a good fit.

Jerry R. Mitchell

65
When I do these calls, I generally start off by getting them to sell me on
why they want to be a part of the group. The first question out of my
mouth is always, "So why do you want to join?"

Jerry R. Mitchell

66
Next, I ask them some more qualifying questions to ensure that their
participation would actually benefit the other members, and if there is a
mutual fit I send them a URL to make the payment.

Jerry R. Mitchell

67
On each call, I simply assume that they've already decided to join, and, I'm
happy to report that 80% of these calls result in the caller becoming a new
member of the group (assuming there is a good mutual fit, that is).

Jerry R. Mitchell

68
That's it. Oh, and by the way, these calls generally take less than
10 minutes.

Jerry R. Mitchell

69
Now, let me ask you this: how much success do you think I would have if I
was cold calling entrepreneurs to try and convince them to join my
mastermind? Let's go with..um..how about ZERO.

Jerry R. Mitchell

70
Why? The recipients of my call wouldn't know who I was, they wouldn't
trust me, and they would most likely be wondering if the group was so
good, why the hell was I making cold calls to attract new members?

Jerry R. Mitchell

71
My point is this: the sale happened with very little "closing ability"
because my prospects were already 99% of the way to the finish line
before they ever booked the call with me.

Jerry R. Mitchell

72
Once you have a new customer, the fastest way to increase profits is to get
them to buy more from you. In fact, the very best time to sell someone
another product or service is right at the time when they are buying the
first product or service.

Jerry R. Mitchell

73
Is upselling harmful to your relationship with your customer? Not if you
do it correctly. Get it wrong though, and the effect on trust can be quite
detrimental.

Jerry R. Mitchell

74
For example, suppose you go into a men's clothing store to buy a suit. Do
you walk out with just the suit? Of course not. Why? Because, while you
are trying on the suit, they are also showing you shirts, belts, and ties
that will look very good with your new suit.

Jerry R. Mitchell

75
Most business owners aren't getting as many referrals as they'd like.
Do you ever wonder why you aren't getting as many as you'd like?
Would you like to receive more?

Jerry R. Mitchell

76
If you've done everything right up to this point, you are undoubtedly
getting some referrals. The key is to put systems in place to ensure that
you are receiving the maximum number possible without resorting to
making those annoying calls where you put your client on the spot by
saying, "Who do you know who would like to buy my stuff?"

Jerry R. Mitchell

77
The truth is that most people don't really want to receive (or make) a call
like that. Instead, they, if sufficiently impressed with you, will want to
send you as many referrals as possible because doing so makes them look
good.

Jerry R. Mitchell

78
Here at our company , we use a combination of the measure of customer
satisfaction using automation to ensure that we are asking our happiest
customers to refer us more. By using email to reach out to these happy folks,
we are accomplishing a few really important things.

Jerry R. Mitchell

79
First, it's completely automated, so my team doesn't have to 'remember' to
ask.
Second, by using email, we aren't putting our customers 'on the spot like
calling them would do.

Jerry R. Mitchell

80
Before we wrap up, there is one last point that I want to draw your
attention to and that is this: the Internet is FULL of "free" information,
but in reality, it's not actually free at all.

Jerry R. Mitchell

81
To illustrate this point, let me give you an example. Consider the CEO of a
company who wants to improve his marketing. To do this he asks a member
of the staff to go and conduct research on the Internet and that staffer
proceeds to spend the next two weeks Googling for information, watching
videos on YouTube, and listening to podcasts.

Jerry R. Mitchell

82
There are several problems with this particular approach.

Jerry R. Mitchell

83
The first problem is that it took two weeks of the staffers time to go and
find, read and assess all this information. If this person's salary is $5000
per month, the cost to the company for all this free information was
actually $2500.

Jerry R. Mitchell

84
Worse, the information took a long time to find, it's not organized in any
meaningful way, and as it comes from a wide variety of sources the quality
of the information is sure to be in question.

Jerry R. Mitchell

85
So was all of this free information actually free? Definitely not!

Jerry R. Mitchell

86
As a content marketer, this problem translates into huge opportunity for
you.

If you choose to create high-quality content, and then you create a
structured way of delivering content, you are going to save your
perspective customer a significant amount of time and frustration.

Jerry R. Mitchell

87
If you've done a good job of setting expectations upfront, your prospect
will now immediately see that they don't need to spend the next two weeks of
their lives searching every corner of the Internet to get all of the information that
they require to improve their marketing program.

Jerry R. Mitchell

88
Instead, they will spend more time consuming the content that you have
created, and they will consume it order that you deliver it to them. And
because you are a smart marketer, you're going to deliver that content to
them in order that makes it most likely for them to transition from being
just a prospect into a paying customer.

Jerry R. Mitchell

89
This is yet another example of the immense power of content
marketing and marketing automation if done correctly.

Jerry R. Mitchell

90
Are We Too Stubborn To Embrace Social Media?

Jerry R. Mitchell

91
Well, are we? Does it make us uncomfortable because we don't know
how it works? Or, are we just too lazy and brush it off as belonging to
another generation?

Jerry R. Mitchell

92
The official definition of social media refers to the means of interactions
among people which they create, share and/or exchange ideas and
information in virtual communities and networks - Well, that's the boring
section out of the way!

Jerry R. Mitchell

93
Whether we accept it or not, understand it or not, the fact is, it's an
awesome tool to get your message out in a way that has never existed before.
You may want to promote the local fate. You may even have a political
viewpoint that you are desperate to share with the nation. You may be just
trying to find your lost dog. Regardless, using these mediums can 'spread
the word' in a way never experienced before. And, to make things even worse
for us who pretend social media is someone else's problem, this ultra
effective interacting doesn't cost a penny.

Jerry R. Mitchell

94
Perhaps it's time to stop hiding from this. Perhaps it's time we accepted it
as you would a new friend. Like anything in life, pay a small price at the
beginning, but reap the rewards in the long run.

Jerry R. Mitchell

95
Social media is here and here to stay. Let's greet it with open arms and
use the power for our own personal gain. After all, we are allowed to be
selfish at our age.

Jerry R. Mitchell

96
Irresistible offer for tonight
We will:
Produce a video to help you gain credibility and exposure
for your business or cause. (Valued at $500)
Assist you in creating a compelling video script (Valued at $100)
Assist you with a Call to Action (Valued at $50)
Optimize (SEO) your video for getting found on Google and YouTube
for important keywords ( Valued at $ 500)
Create your own YouTube Channel or Enhance an Existing Channel
(Valued at $50) …. Total Value $1200.
Special Offer is $699.00.

Special Offer (tonight only) $397.00
Jerry R. Mitchell

97

Weitere ähnliche Inhalte

Was ist angesagt?

Allison Kruse #EBrandCon for download
Allison Kruse #EBrandCon for downloadAllison Kruse #EBrandCon for download
Allison Kruse #EBrandCon for downloadAllison Kruse
 
The-Ultimate-Lead-Generation-Machine
The-Ultimate-Lead-Generation-MachineThe-Ultimate-Lead-Generation-Machine
The-Ultimate-Lead-Generation-MachineCausubtlig1991539
 
Branding in a Digital Age - Marshall Kingston
Branding in a Digital Age - Marshall KingstonBranding in a Digital Age - Marshall Kingston
Branding in a Digital Age - Marshall KingstonMarshall Kingston
 
Its time for network marketing
Its time for network marketingIts time for network marketing
Its time for network marketingKrishna Gali
 
Success secret formula
Success secret formulaSuccess secret formula
Success secret formulaworkswithdavid
 
MLM Business Development
MLM Business DevelopmentMLM Business Development
MLM Business Developmenttjr3217
 
Michael Brito Interview With EveryoneSocial - Social Business Defined
Michael Brito Interview With EveryoneSocial - Social Business DefinedMichael Brito Interview With EveryoneSocial - Social Business Defined
Michael Brito Interview With EveryoneSocial - Social Business DefinedMichael Brito | Zeno Group
 
How to Build a Social-Ready Personal Brand
How to Build a Social-Ready Personal BrandHow to Build a Social-Ready Personal Brand
How to Build a Social-Ready Personal BrandAlan See
 
Live Your Network Marketing Dream
Live Your Network Marketing DreamLive Your Network Marketing Dream
Live Your Network Marketing DreamCheryl Stinchcomb
 
Affiliate Marketing MLM Convergence How To Profit Kevin Grimes
Affiliate Marketing MLM Convergence How To Profit Kevin GrimesAffiliate Marketing MLM Convergence How To Profit Kevin Grimes
Affiliate Marketing MLM Convergence How To Profit Kevin GrimesAffiliate Summit
 
Getting Started Fast - Randy Gage
Getting Started Fast - Randy GageGetting Started Fast - Randy Gage
Getting Started Fast - Randy GageJames Wood
 
50 Marketing Thought-Leaders Over 50
50 Marketing Thought-Leaders Over 5050 Marketing Thought-Leaders Over 50
50 Marketing Thought-Leaders Over 50Alan See
 
Brand Experience Planning
Brand Experience PlanningBrand Experience Planning
Brand Experience PlanningJohn W. Manley
 
Social Marketing for Entrepreneurs
Social Marketing for EntrepreneursSocial Marketing for Entrepreneurs
Social Marketing for EntrepreneursEric Weaver
 
How to make cold calls feel warmer
How to make cold calls feel warmerHow to make cold calls feel warmer
How to make cold calls feel warmerIan Adams
 
Two Network Marketers Want To Set The Record Straight About Network Marketing
Two Network Marketers Want To Set The Record Straight About Network MarketingTwo Network Marketers Want To Set The Record Straight About Network Marketing
Two Network Marketers Want To Set The Record Straight About Network MarketingJason Boreyko
 
Mlm Network Marketing- The Fastest Way to Get Leads & Grow MLM
Mlm Network Marketing- The Fastest Way to Get Leads & Grow MLMMlm Network Marketing- The Fastest Way to Get Leads & Grow MLM
Mlm Network Marketing- The Fastest Way to Get Leads & Grow MLMmattschrader1000
 

Was ist angesagt? (19)

Allison Kruse #EBrandCon for download
Allison Kruse #EBrandCon for downloadAllison Kruse #EBrandCon for download
Allison Kruse #EBrandCon for download
 
The-Ultimate-Lead-Generation-Machine
The-Ultimate-Lead-Generation-MachineThe-Ultimate-Lead-Generation-Machine
The-Ultimate-Lead-Generation-Machine
 
Branding in a Digital Age - Marshall Kingston
Branding in a Digital Age - Marshall KingstonBranding in a Digital Age - Marshall Kingston
Branding in a Digital Age - Marshall Kingston
 
Its time for network marketing
Its time for network marketingIts time for network marketing
Its time for network marketing
 
10 Traits to Become a Network marketing Superstar
10 Traits  to Become a Network marketing Superstar10 Traits  to Become a Network marketing Superstar
10 Traits to Become a Network marketing Superstar
 
Success secret formula
Success secret formulaSuccess secret formula
Success secret formula
 
MLM Business Development
MLM Business DevelopmentMLM Business Development
MLM Business Development
 
Michael Brito Interview With EveryoneSocial - Social Business Defined
Michael Brito Interview With EveryoneSocial - Social Business DefinedMichael Brito Interview With EveryoneSocial - Social Business Defined
Michael Brito Interview With EveryoneSocial - Social Business Defined
 
How to Build a Social-Ready Personal Brand
How to Build a Social-Ready Personal BrandHow to Build a Social-Ready Personal Brand
How to Build a Social-Ready Personal Brand
 
Live Your Network Marketing Dream
Live Your Network Marketing DreamLive Your Network Marketing Dream
Live Your Network Marketing Dream
 
Keep Your Sales Up
Keep Your Sales UpKeep Your Sales Up
Keep Your Sales Up
 
Affiliate Marketing MLM Convergence How To Profit Kevin Grimes
Affiliate Marketing MLM Convergence How To Profit Kevin GrimesAffiliate Marketing MLM Convergence How To Profit Kevin Grimes
Affiliate Marketing MLM Convergence How To Profit Kevin Grimes
 
Getting Started Fast - Randy Gage
Getting Started Fast - Randy GageGetting Started Fast - Randy Gage
Getting Started Fast - Randy Gage
 
50 Marketing Thought-Leaders Over 50
50 Marketing Thought-Leaders Over 5050 Marketing Thought-Leaders Over 50
50 Marketing Thought-Leaders Over 50
 
Brand Experience Planning
Brand Experience PlanningBrand Experience Planning
Brand Experience Planning
 
Social Marketing for Entrepreneurs
Social Marketing for EntrepreneursSocial Marketing for Entrepreneurs
Social Marketing for Entrepreneurs
 
How to make cold calls feel warmer
How to make cold calls feel warmerHow to make cold calls feel warmer
How to make cold calls feel warmer
 
Two Network Marketers Want To Set The Record Straight About Network Marketing
Two Network Marketers Want To Set The Record Straight About Network MarketingTwo Network Marketers Want To Set The Record Straight About Network Marketing
Two Network Marketers Want To Set The Record Straight About Network Marketing
 
Mlm Network Marketing- The Fastest Way to Get Leads & Grow MLM
Mlm Network Marketing- The Fastest Way to Get Leads & Grow MLMMlm Network Marketing- The Fastest Way to Get Leads & Grow MLM
Mlm Network Marketing- The Fastest Way to Get Leads & Grow MLM
 

Andere mochten auch

書類作成環境のあるべき論とは
書類作成環境のあるべき論とは書類作成環境のあるべき論とは
書類作成環境のあるべき論とはJun Iio
 
An introduction to NUI
An introduction to NUIAn introduction to NUI
An introduction to NUIJun Iio
 
Jerry r. mitchell feb 28,2011
Jerry r. mitchell feb 28,2011Jerry r. mitchell feb 28,2011
Jerry r. mitchell feb 28,2011Jerry Mitchell
 
文科系教育におけるIT人材育成
文科系教育におけるIT人材育成文科系教育におけるIT人材育成
文科系教育におけるIT人材育成Jun Iio
 
A Story on Sinatra's F*cking Configuration that Really, Really Bothered Me!
A Story on Sinatra's F*cking Configuration that Really, Really Bothered Me!A Story on Sinatra's F*cking Configuration that Really, Really Bothered Me!
A Story on Sinatra's F*cking Configuration that Really, Really Bothered Me!Jun Iio
 
Top 3 Ways to Grow Your Business in 2014
Top 3 Ways to Grow Your Business in 2014Top 3 Ways to Grow Your Business in 2014
Top 3 Ways to Grow Your Business in 2014Jerry Mitchell
 
Entrepreneurs are future of economic development -shenyang#2
Entrepreneurs are future of economic development -shenyang#2Entrepreneurs are future of economic development -shenyang#2
Entrepreneurs are future of economic development -shenyang#2Jerry Mitchell
 
OSSオフィスソフトウェア製品の組織的導入戦略に関する検討
OSSオフィスソフトウェア製品の組織的導入戦略に関する検討OSSオフィスソフトウェア製品の組織的導入戦略に関する検討
OSSオフィスソフトウェア製品の組織的導入戦略に関する検討Jun Iio
 
OpenSym2015参加報告
OpenSym2015参加報告OpenSym2015参加報告
OpenSym2015参加報告Jun Iio
 
Partnering with china6 3-2009#6
Partnering with china6 3-2009#6Partnering with china6 3-2009#6
Partnering with china6 3-2009#6Jerry Mitchell
 
What entrepreneurs need to know about term sheets
What entrepreneurs need to know about term sheetsWhat entrepreneurs need to know about term sheets
What entrepreneurs need to know about term sheetsJerry Mitchell
 
情報システム・ユーザビリティの評価改善手法
情報システム・ユーザビリティの評価改善手法情報システム・ユーザビリティの評価改善手法
情報システム・ユーザビリティの評価改善手法Jun Iio
 
ビッグデータの時代 − あなたの行動は監視されている?
ビッグデータの時代 − あなたの行動は監視されている?ビッグデータの時代 − あなたの行動は監視されている?
ビッグデータの時代 − あなたの行動は監視されている?Jun Iio
 
Pricing your product or service april 27,2009
Pricing your product or service april 27,2009Pricing your product or service april 27,2009
Pricing your product or service april 27,2009Jerry Mitchell
 
Sales tips for Entrepreneurs
Sales tips for EntrepreneursSales tips for Entrepreneurs
Sales tips for EntrepreneursJerry Mitchell
 
Researching for entrepreneurs
Researching for entrepreneursResearching for entrepreneurs
Researching for entrepreneursJerry Mitchell
 
人間中心設計とは
人間中心設計とは人間中心設計とは
人間中心設計とはJun Iio
 

Andere mochten auch (20)

Mobile Persuasion
Mobile PersuasionMobile Persuasion
Mobile Persuasion
 
書類作成環境のあるべき論とは
書類作成環境のあるべき論とは書類作成環境のあるべき論とは
書類作成環境のあるべき論とは
 
An introduction to NUI
An introduction to NUIAn introduction to NUI
An introduction to NUI
 
Jerry r. mitchell feb 28,2011
Jerry r. mitchell feb 28,2011Jerry r. mitchell feb 28,2011
Jerry r. mitchell feb 28,2011
 
文科系教育におけるIT人材育成
文科系教育におけるIT人材育成文科系教育におけるIT人材育成
文科系教育におけるIT人材育成
 
A Story on Sinatra's F*cking Configuration that Really, Really Bothered Me!
A Story on Sinatra's F*cking Configuration that Really, Really Bothered Me!A Story on Sinatra's F*cking Configuration that Really, Really Bothered Me!
A Story on Sinatra's F*cking Configuration that Really, Really Bothered Me!
 
Top 3 Ways to Grow Your Business in 2014
Top 3 Ways to Grow Your Business in 2014Top 3 Ways to Grow Your Business in 2014
Top 3 Ways to Grow Your Business in 2014
 
Entrepreneurs are future of economic development -shenyang#2
Entrepreneurs are future of economic development -shenyang#2Entrepreneurs are future of economic development -shenyang#2
Entrepreneurs are future of economic development -shenyang#2
 
OSSオフィスソフトウェア製品の組織的導入戦略に関する検討
OSSオフィスソフトウェア製品の組織的導入戦略に関する検討OSSオフィスソフトウェア製品の組織的導入戦略に関する検討
OSSオフィスソフトウェア製品の組織的導入戦略に関する検討
 
Presentation
PresentationPresentation
Presentation
 
OpenSym2015参加報告
OpenSym2015参加報告OpenSym2015参加報告
OpenSym2015参加報告
 
Partnering with china6 3-2009#6
Partnering with china6 3-2009#6Partnering with china6 3-2009#6
Partnering with china6 3-2009#6
 
What entrepreneurs need to know about term sheets
What entrepreneurs need to know about term sheetsWhat entrepreneurs need to know about term sheets
What entrepreneurs need to know about term sheets
 
情報システム・ユーザビリティの評価改善手法
情報システム・ユーザビリティの評価改善手法情報システム・ユーザビリティの評価改善手法
情報システム・ユーザビリティの評価改善手法
 
ビッグデータの時代 − あなたの行動は監視されている?
ビッグデータの時代 − あなたの行動は監視されている?ビッグデータの時代 − あなたの行動は監視されている?
ビッグデータの時代 − あなたの行動は監視されている?
 
AMQP 1.0 introduction
AMQP 1.0 introductionAMQP 1.0 introduction
AMQP 1.0 introduction
 
Pricing your product or service april 27,2009
Pricing your product or service april 27,2009Pricing your product or service april 27,2009
Pricing your product or service april 27,2009
 
Sales tips for Entrepreneurs
Sales tips for EntrepreneursSales tips for Entrepreneurs
Sales tips for Entrepreneurs
 
Researching for entrepreneurs
Researching for entrepreneursResearching for entrepreneurs
Researching for entrepreneurs
 
人間中心設計とは
人間中心設計とは人間中心設計とは
人間中心設計とは
 

Ähnlich wie How entrepreneurs can find new clients

Phone Tactics: Turning Prospect Calls Into Solid LEADS!
Phone Tactics: Turning Prospect Calls Into Solid LEADS!Phone Tactics: Turning Prospect Calls Into Solid LEADS!
Phone Tactics: Turning Prospect Calls Into Solid LEADS!Multifamily Insiders
 
How to Reach Decision Makers
How to Reach Decision MakersHow to Reach Decision Makers
How to Reach Decision MakersBase CRM
 
Social Selling tips by Top Social Selling Thought Leaders
Social Selling tips by Top Social Selling Thought LeadersSocial Selling tips by Top Social Selling Thought Leaders
Social Selling tips by Top Social Selling Thought LeadersJill Sida
 
Maximizing Social Media For Entrepreneurs
Maximizing Social Media For EntrepreneursMaximizing Social Media For Entrepreneurs
Maximizing Social Media For EntrepreneursDavid Garland
 
LinkedIN Guide to Social Selling Success - Tips from 33 Social Selling Experts
LinkedIN Guide to Social Selling Success - Tips from 33 Social Selling ExpertsLinkedIN Guide to Social Selling Success - Tips from 33 Social Selling Experts
LinkedIN Guide to Social Selling Success - Tips from 33 Social Selling ExpertsChris Heffer
 
Engaging a business audience of One
Engaging a business audience of OneEngaging a business audience of One
Engaging a business audience of OneOgilvyOne Worldwide
 
Business information
Business informationBusiness information
Business informationbusinessdan
 
Top 10 social media truths for 2014
Top 10 social media truths for 2014Top 10 social media truths for 2014
Top 10 social media truths for 2014Nuno Fraga Coelho
 
Sales Leader Takeaways
Sales Leader TakeawaysSales Leader Takeaways
Sales Leader TakeawaysSalesLoft
 
9 things to know about social selling
9 things to know about social selling9 things to know about social selling
9 things to know about social sellingNick Parker
 
9 Things You Need to Know About Social Selling
9 Things You Need to Know About Social Selling9 Things You Need to Know About Social Selling
9 Things You Need to Know About Social SellingBarbara Giamanco
 
5 Ways LinkedIn Can Drive Revenue Without Selling
5 Ways LinkedIn Can Drive Revenue Without Selling5 Ways LinkedIn Can Drive Revenue Without Selling
5 Ways LinkedIn Can Drive Revenue Without SellingJoanne Black
 
Integrfated mktng communications
Integrfated mktng communicationsIntegrfated mktng communications
Integrfated mktng communicationstksabarwal sabarwal
 
Preparing Successful Sales Quotes
Preparing Successful Sales QuotesPreparing Successful Sales Quotes
Preparing Successful Sales QuotesBase CRM
 

Ähnlich wie How entrepreneurs can find new clients (20)

Phone Tactics: Turning Prospect Calls Into Solid LEADS!
Phone Tactics: Turning Prospect Calls Into Solid LEADS!Phone Tactics: Turning Prospect Calls Into Solid LEADS!
Phone Tactics: Turning Prospect Calls Into Solid LEADS!
 
How to Reach Decision Makers
How to Reach Decision MakersHow to Reach Decision Makers
How to Reach Decision Makers
 
Social Selling tips by Top Social Selling Thought Leaders
Social Selling tips by Top Social Selling Thought LeadersSocial Selling tips by Top Social Selling Thought Leaders
Social Selling tips by Top Social Selling Thought Leaders
 
Branding Startups
Branding StartupsBranding Startups
Branding Startups
 
Maximizing Social Media For Entrepreneurs
Maximizing Social Media For EntrepreneursMaximizing Social Media For Entrepreneurs
Maximizing Social Media For Entrepreneurs
 
Creating Demand
Creating DemandCreating Demand
Creating Demand
 
LinkedIN Guide to Social Selling Success - Tips from 33 Social Selling Experts
LinkedIN Guide to Social Selling Success - Tips from 33 Social Selling ExpertsLinkedIN Guide to Social Selling Success - Tips from 33 Social Selling Experts
LinkedIN Guide to Social Selling Success - Tips from 33 Social Selling Experts
 
Engaging a business audience of One
Engaging a business audience of OneEngaging a business audience of One
Engaging a business audience of One
 
BuzzMarketing
BuzzMarketingBuzzMarketing
BuzzMarketing
 
Business information
Business informationBusiness information
Business information
 
Brandelicious
BrandeliciousBrandelicious
Brandelicious
 
Top 10 social media truths for 2014
Top 10 social media truths for 2014Top 10 social media truths for 2014
Top 10 social media truths for 2014
 
Sales Leader Takeaways
Sales Leader TakeawaysSales Leader Takeaways
Sales Leader Takeaways
 
9 things to know about social selling
9 things to know about social selling9 things to know about social selling
9 things to know about social selling
 
9 Things You Need to Know About Social Selling
9 Things You Need to Know About Social Selling9 Things You Need to Know About Social Selling
9 Things You Need to Know About Social Selling
 
5 Ways LinkedIn Can Drive Revenue Without Selling
5 Ways LinkedIn Can Drive Revenue Without Selling5 Ways LinkedIn Can Drive Revenue Without Selling
5 Ways LinkedIn Can Drive Revenue Without Selling
 
Integrfated mktng communications
Integrfated mktng communicationsIntegrfated mktng communications
Integrfated mktng communications
 
Practitioner-eBook-May-2015
Practitioner-eBook-May-2015Practitioner-eBook-May-2015
Practitioner-eBook-May-2015
 
Hacking Direct
Hacking DirectHacking Direct
Hacking Direct
 
Preparing Successful Sales Quotes
Preparing Successful Sales QuotesPreparing Successful Sales Quotes
Preparing Successful Sales Quotes
 

Mehr von Jerry Mitchell

Strategic partnerships
Strategic partnerships Strategic partnerships
Strategic partnerships Jerry Mitchell
 
Copy of qingdao china meeting 9-24-04
Copy of qingdao china meeting 9-24-04Copy of qingdao china meeting 9-24-04
Copy of qingdao china meeting 9-24-04Jerry Mitchell
 
Sales vs marketing 2011ppt
Sales vs marketing 2011pptSales vs marketing 2011ppt
Sales vs marketing 2011pptJerry Mitchell
 
Finding your first customer
Finding your first customerFinding your first customer
Finding your first customerJerry Mitchell
 
Tsinghua university jrm#8888
Tsinghua university jrm#8888Tsinghua university jrm#8888
Tsinghua university jrm#8888Jerry Mitchell
 

Mehr von Jerry Mitchell (6)

Strategic partnerships
Strategic partnerships Strategic partnerships
Strategic partnerships
 
Strategic alliances
Strategic alliancesStrategic alliances
Strategic alliances
 
Copy of qingdao china meeting 9-24-04
Copy of qingdao china meeting 9-24-04Copy of qingdao china meeting 9-24-04
Copy of qingdao china meeting 9-24-04
 
Sales vs marketing 2011ppt
Sales vs marketing 2011pptSales vs marketing 2011ppt
Sales vs marketing 2011ppt
 
Finding your first customer
Finding your first customerFinding your first customer
Finding your first customer
 
Tsinghua university jrm#8888
Tsinghua university jrm#8888Tsinghua university jrm#8888
Tsinghua university jrm#8888
 

Kürzlich hochgeladen

AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfJohnCarloValencia4
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakEditores1
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxJemalSeid25
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBBPMedia1
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessAPCO
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...Brian Solis
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfSourav Sikder
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 

Kürzlich hochgeladen (20)

AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerak
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptx
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 

How entrepreneurs can find new clients

  • 1. Learning How to Find New Clients Jerry R. Mitchell 1
  • 2. First, You're Probably Asking Yourself: "Why Should I Listen To Him? That's a fair question. Why Would You Listen To Me? Jerry R. Mitchell 2
  • 3. I have sold in a shorter period of time more products that any other sales person I know. Not once but many times for many different companies. That is the reason my partners selected me as a partner. Jerry R. Mitchell 3
  • 4. In my consulting business I have developed for many clients very successful international channels of distribution. Have provided strategic guidance for my clients that enabled them to increase their business through the acquisition of companies servicing different markets. Jerry R. Mitchell 4
  • 5. My background: Been in high tech industry since 1961 Jerry R. Mitchell 5
  • 6. I meet few people who truly understand the fundamental difference between sales and marketing. So lets get clear on both. At the most basic level, marketing is everything that makes the phone ring, while selling is actually collecting the money Jerry R. Mitchell 6
  • 7. Your question should be “What's the difference between Marketing and Sales, and how can I integrate the two to build my business?” Jerry R. Mitchell 7
  • 8. Do I have to sell? Yes! As you will find out, selling is an important part of any business activity. If you are already in business you know it. If you are just starting out, much of your success will depend on your sales skills. Jerry R. Mitchell 8
  • 9. In reality, salesmanship is persuading others to your viewpoint. Nothing more. There is no mystery to it only hard work and a lot of rejection. Just think of selling as successfully asking someone to do something. Jerry R. Mitchell 9
  • 10. As an entrepreneur, you will begin your sales career the moment you give birth to the idea of your company. You will need to sell your idea to your spouse, your sources of money, your suppliers, your landlord, and your new employees. You may not call it selling, but that is what it is. You have a message and you want others to buy it Jerry R. Mitchell 10
  • 11. In your enthusiasm, you do not question your sales ability you just do it. The moment the first person that signs on to your plans is the moment you have debunked the sales myth. You have made a sale without being a phony, without imposing on others, and without lying. You made a sale, because your message makes sense and you believe in it. Jerry R. Mitchell 11
  • 12. You and your ideas and your vision are your products. How well have you been selling them to those you need to reach? Jerry R. Mitchell 12
  • 13. Never before in the history of the world has the potential to do extraordinary things been this big for the smallest of teams. Jerry R. Mitchell 13
  • 14. The reach of the net, the low/no-cost of infrastructure, and rise of fiercely-productive environments have empowered those with passion near superhuman strength in business, by last century standards. Jerry R. Mitchell 14
  • 15. It's no longer necessary to be big to do big. It's optional. Jerry R. Mitchell 15
  • 16. Are you struggling to attract clients? Have you heard about Content Marketing, but aren't yet sure what it is, or how to implement it? Would you like to be able to stop spending money chasing prospects and asking them to do business with you? Jerry R. Mitchell 16
  • 17. Back in 1985 when I started Jerry R. Mitchell and Associates, the business landscape was radically different than it is today. There was no social media. Jerry R. Mitchell 17
  • 18. By 2007, when cold calling stopped working for our company social media had taken off in a big way. So had WordPress and email marketing. Plus, mobile was also starting to gain in popularity as well. Jerry R. Mitchell 18
  • 19. What did all this mean to our company? It meant that getting people's attention was becoming increasingly difficult, and as a result, traditional outbound marketing was starting to lose its effectiveness. Jerry R. Mitchell 19
  • 20. Fast forward to 2013 and, for our outbound sales force, things had become even more difficult. Jerry R. Mitchell 20
  • 21. Potential Buyers Are Now Invisible Jerry R. Mitchell 21
  • 22. Now, potential buyers remain invisible and nearly impossible to reach until they want to be found. I say they are invisible because, prior to contacting you, they are stealthily performing all sorts of research using Google,review websites, and social media. You cannot reach them at any point during this phase, unless of course they happen to find your blog or one of your social profiles along the way. Jerry R. Mitchell 22
  • 23. What does this mean for you? Jerry R. Mitchell 23
  • 24. Content is Now Your Most Valuable Asset Jerry R. Mitchell 24
  • 25. How Content Marketing Has Forever Changed! How To Attract Clients And How You Can Take Advantage Of This Shift? Jerry R. Mitchell 25
  • 26. It means that content has become your most important asset. Blog posts, videos on You tube, white papers, free reports, newsletters podcasts, et al are now the way that you are going to attract your prospects so that they find and connect with you. Jerry R. Mitchell 26
  • 27. Put simply, the company in your niche that creates the most content is going to become the dominant player in that market. Jerry R. Mitchell 27
  • 28. Why? Simple. People are using Google to search for answers to their questions, and if you create a lot of high quality content, people will share it on their social profiles, and each time they do, Google is going to bump your content up just a little higher in the search results; each time you rise in the search results, you get more traffic, more shares, and better rankings. The cycle simply repeats itself. Jerry R. Mitchell 28
  • 29. Or, you can just keep making those cold calls and annoying the heck out of people. Jerry R. Mitchell 29
  • 30. Outbound vs Inbound Jerry R. Mitchell 30
  • 34. To really drive this point home, let's use an example with two entrepreneurial companies looking to attract new clients. The first one still has a team of salespeople who are charged with finding new clients. They are cold calling and attending local networking events. For simplicity, we'll call this firm Outbound Marketing. Jerry R. Mitchell 34
  • 35. The other entrepreneurial company , we call Inbound Marketing, and unlike Outbound, they do not have a dedicated outside/outbound sales team. Instead, they have chosen to use the massive amount of money that they've saved by not having this team to create compelling content that will answer all their potential buyer's questions, as well as to publicly display their work with Clients which, of course, positions them as experts in their field. Jerry R. Mitchell 35
  • 36. As you might guess, Inbound Marketing is getting much better results than the other firm. This is because they are getting plenty of traffic to their blog, many of those visitors are becoming subscribers, and those subscribers are finding their way through Inbound Marketing's well-crafted sales funnel. Jerry R. Mitchell 36
  • 37. Their funnel allows their prospects to segment themselves based upon what they are interested in and what phase of the buying cycle they are in. This is pretty easy to do Jerry R. Mitchell 37
  • 38. This process is working so incredibly well, in fact, that Inbound Marketing doesn't ever call their prospects. Instead, their prospects actually call Inbound once they have consumed enough content to actually be pre-sold on working with Inbound Marketing. Jerry R. Mitchell 38
  • 40. I don't know about you, but to me, that sounded like it would be a pretty nice idea to start using inbounding marketing in my business. Jerry R. Mitchell 40
  • 42. A Real Life Example of Success Jerry R. Mitchell 42
  • 43. Here's what worked for me. Jerry R. Mitchell 43
  • 44. We now never cold call prospects. Instead, we have put our effort into creating content (blog posts, free reports, newsletters, videos, etc.) that attracts people to our company's website. As each prospect is continually exposed to their message via their marketing funnel, the ones that are a good fit inevitably make contact with our firm, and when they do, they are ready to do business. Jerry R. Mitchell 44
  • 45. Let me show you how working with 2 More Profits changed forever our companies strategy Look at these amazing results! Jerry R. Mitchell 45
  • 51. How we attracted interest Jerry R. Mitchell 51
  • 52. We have found the way to attract interest is with high quality video content. Jerry R. Mitchell 52
  • 53. The way that we found how to attract interest was to focus on the problems that our target customers are trying to solve, and then create content (blog posts, free reports, news letters, podcasts, videos, etc.) that helped them to find a solution to their problems. Jerry R. Mitchell 53
  • 54. Once we succeed in attracting someone's interest by placing content in a place where they found it, the next thing we did was to capture their contact information; which, in most cases, is their email address. Jerry R. Mitchell 54
  • 55. This is what we called lead capture at the top of the funnel. You may get plenty more information from them later on, but for now, we just want their first name and email. . Jerry R. Mitchell 55
  • 56. There are plenty of ways to do this but what we have had the most success with sending a free report. Jerry R. Mitchell 56
  • 57. Remember one thing, however; just because someone has given you their email address (small amount of trust) does not give you the right to spam the hell out of them! Jerry R. Mitchell 57
  • 58. In fact, all it takes is one irrelevant email and the small amount of trust that you have earned will quickly be eroded. This is why it's absolutely critical that you set expectations early on as well as give them a way to 'self-segment' themselves in your database. Jerry R. Mitchell 58
  • 59. How well you nurture your prospects is very likely the single most important factor in whether or not those prospects ever become customers. Jerry R. Mitchell 59
  • 60. We have created great content that generates new leads and have sales people call and follow up on them. This is still inbound marketing. It's just getting people involved in closing deals. If your product has any level of complexity that prevents it from being completely self-service, you're probably going to have to build a sales operation Jerry R. Mitchell 60
  • 61. Converting inquires into sales is where the real talent is required. Jerry R. Mitchell 61
  • 62. We have found while inbound marketing or content marketing is a great way to build our brand and generate lots of inbound leads, the only way to grow predictably - that is have complete control over our distribution – was continuing to use our outbound sales organization. Jerry R. Mitchell 62
  • 63. Today, as I've just pointed out, the nurturing you do prior to the sale is really where all the skills are needed. Get the nurturing right, and the sale is the natural conclusion to that conversation. Jerry R. Mitchell 63
  • 64. To illustrate this point, I'll give you just one quick example now. At Jerry R, Mitchell and Associates , we have a mastermind group for entrepreneurs marketing agencies and consultants and the only way people ever find out about it is via our blog, marketing funnel, and our podcast. We don't spent 10 cents to advertise it, and we definitely aren't making cold calls to solicit new members. Jerry R. Mitchell 64
  • 65. Given that these people have already consumed a fair amount of our content before they ever visit the sales page, the level of trust is fairly high. Once they read the sales page, they see that part of the process of becoming a member is to book a 15 minute call with me, during which time we'll have a conversation to determine if there is a good fit. Jerry R. Mitchell 65
  • 66. When I do these calls, I generally start off by getting them to sell me on why they want to be a part of the group. The first question out of my mouth is always, "So why do you want to join?" Jerry R. Mitchell 66
  • 67. Next, I ask them some more qualifying questions to ensure that their participation would actually benefit the other members, and if there is a mutual fit I send them a URL to make the payment. Jerry R. Mitchell 67
  • 68. On each call, I simply assume that they've already decided to join, and, I'm happy to report that 80% of these calls result in the caller becoming a new member of the group (assuming there is a good mutual fit, that is). Jerry R. Mitchell 68
  • 69. That's it. Oh, and by the way, these calls generally take less than 10 minutes. Jerry R. Mitchell 69
  • 70. Now, let me ask you this: how much success do you think I would have if I was cold calling entrepreneurs to try and convince them to join my mastermind? Let's go with..um..how about ZERO. Jerry R. Mitchell 70
  • 71. Why? The recipients of my call wouldn't know who I was, they wouldn't trust me, and they would most likely be wondering if the group was so good, why the hell was I making cold calls to attract new members? Jerry R. Mitchell 71
  • 72. My point is this: the sale happened with very little "closing ability" because my prospects were already 99% of the way to the finish line before they ever booked the call with me. Jerry R. Mitchell 72
  • 73. Once you have a new customer, the fastest way to increase profits is to get them to buy more from you. In fact, the very best time to sell someone another product or service is right at the time when they are buying the first product or service. Jerry R. Mitchell 73
  • 74. Is upselling harmful to your relationship with your customer? Not if you do it correctly. Get it wrong though, and the effect on trust can be quite detrimental. Jerry R. Mitchell 74
  • 75. For example, suppose you go into a men's clothing store to buy a suit. Do you walk out with just the suit? Of course not. Why? Because, while you are trying on the suit, they are also showing you shirts, belts, and ties that will look very good with your new suit. Jerry R. Mitchell 75
  • 76. Most business owners aren't getting as many referrals as they'd like. Do you ever wonder why you aren't getting as many as you'd like? Would you like to receive more? Jerry R. Mitchell 76
  • 77. If you've done everything right up to this point, you are undoubtedly getting some referrals. The key is to put systems in place to ensure that you are receiving the maximum number possible without resorting to making those annoying calls where you put your client on the spot by saying, "Who do you know who would like to buy my stuff?" Jerry R. Mitchell 77
  • 78. The truth is that most people don't really want to receive (or make) a call like that. Instead, they, if sufficiently impressed with you, will want to send you as many referrals as possible because doing so makes them look good. Jerry R. Mitchell 78
  • 79. Here at our company , we use a combination of the measure of customer satisfaction using automation to ensure that we are asking our happiest customers to refer us more. By using email to reach out to these happy folks, we are accomplishing a few really important things. Jerry R. Mitchell 79
  • 80. First, it's completely automated, so my team doesn't have to 'remember' to ask. Second, by using email, we aren't putting our customers 'on the spot like calling them would do. Jerry R. Mitchell 80
  • 81. Before we wrap up, there is one last point that I want to draw your attention to and that is this: the Internet is FULL of "free" information, but in reality, it's not actually free at all. Jerry R. Mitchell 81
  • 82. To illustrate this point, let me give you an example. Consider the CEO of a company who wants to improve his marketing. To do this he asks a member of the staff to go and conduct research on the Internet and that staffer proceeds to spend the next two weeks Googling for information, watching videos on YouTube, and listening to podcasts. Jerry R. Mitchell 82
  • 83. There are several problems with this particular approach. Jerry R. Mitchell 83
  • 84. The first problem is that it took two weeks of the staffers time to go and find, read and assess all this information. If this person's salary is $5000 per month, the cost to the company for all this free information was actually $2500. Jerry R. Mitchell 84
  • 85. Worse, the information took a long time to find, it's not organized in any meaningful way, and as it comes from a wide variety of sources the quality of the information is sure to be in question. Jerry R. Mitchell 85
  • 86. So was all of this free information actually free? Definitely not! Jerry R. Mitchell 86
  • 87. As a content marketer, this problem translates into huge opportunity for you. If you choose to create high-quality content, and then you create a structured way of delivering content, you are going to save your perspective customer a significant amount of time and frustration. Jerry R. Mitchell 87
  • 88. If you've done a good job of setting expectations upfront, your prospect will now immediately see that they don't need to spend the next two weeks of their lives searching every corner of the Internet to get all of the information that they require to improve their marketing program. Jerry R. Mitchell 88
  • 89. Instead, they will spend more time consuming the content that you have created, and they will consume it order that you deliver it to them. And because you are a smart marketer, you're going to deliver that content to them in order that makes it most likely for them to transition from being just a prospect into a paying customer. Jerry R. Mitchell 89
  • 90. This is yet another example of the immense power of content marketing and marketing automation if done correctly. Jerry R. Mitchell 90
  • 91. Are We Too Stubborn To Embrace Social Media? Jerry R. Mitchell 91
  • 92. Well, are we? Does it make us uncomfortable because we don't know how it works? Or, are we just too lazy and brush it off as belonging to another generation? Jerry R. Mitchell 92
  • 93. The official definition of social media refers to the means of interactions among people which they create, share and/or exchange ideas and information in virtual communities and networks - Well, that's the boring section out of the way! Jerry R. Mitchell 93
  • 94. Whether we accept it or not, understand it or not, the fact is, it's an awesome tool to get your message out in a way that has never existed before. You may want to promote the local fate. You may even have a political viewpoint that you are desperate to share with the nation. You may be just trying to find your lost dog. Regardless, using these mediums can 'spread the word' in a way never experienced before. And, to make things even worse for us who pretend social media is someone else's problem, this ultra effective interacting doesn't cost a penny. Jerry R. Mitchell 94
  • 95. Perhaps it's time to stop hiding from this. Perhaps it's time we accepted it as you would a new friend. Like anything in life, pay a small price at the beginning, but reap the rewards in the long run. Jerry R. Mitchell 95
  • 96. Social media is here and here to stay. Let's greet it with open arms and use the power for our own personal gain. After all, we are allowed to be selfish at our age. Jerry R. Mitchell 96
  • 97. Irresistible offer for tonight We will: Produce a video to help you gain credibility and exposure for your business or cause. (Valued at $500) Assist you in creating a compelling video script (Valued at $100) Assist you with a Call to Action (Valued at $50) Optimize (SEO) your video for getting found on Google and YouTube for important keywords ( Valued at $ 500) Create your own YouTube Channel or Enhance an Existing Channel (Valued at $50) …. Total Value $1200. Special Offer is $699.00. Special Offer (tonight only) $397.00 Jerry R. Mitchell 97