This document summarizes a presentation by Chet Holmes on strategies for doubling sales. It promotes identifying "Dream Clients" who make up a small percentage of the market but represent the majority of sales. Holmes discusses targeting communications and promotions towards these best buyers through techniques like direct mail, social media ads targeted by geography. The document also emphasizes developing a "Core Story" that addresses customer needs and problems over product features to engage more of the target market. Implementing these strategies with "Pig Headed Discipline and Determination" is presented as key to seeing exponential growth in sales and revenue.
2. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Fastest, Least
Expensive Way to
Double Your Sales
in 2020
3. Copyright 2020 | CHET HOLMES INTERNATIONAL
In the next 60 minutes you’re going to learn
the single strategy that has doubled more
sales than anything else.
You’ll see the latest research on trends
facing real estate that could either lead you
to exponential success or absolute failure.
You’re gaining the roadmap through proven
methodology that has assisted over 240,000
businesses worldwide.
If you’re ready to learn let me hear you say,
YES!
Here’s my promise to you:
4. Copyright 2020 | CHET HOLMES INTERNATIONAL
Then:
You’ll finish the session,
agree that these are
great ideas, many of you
will raise your hand
saying the strategy will
double your sales. And,
You won’t do them.
We are creatures of
habit and therefore go
back to our patterns.
5. Copyright 2020 | CHET HOLMES INTERNATIONAL
The single most important thing you need to
succeed in business is…
@ChetHolmes
And I’ll tell you why.
Pig Headed Discipline
and Determination.
SAVE THIS!
6. Copyright 2020 | CHET HOLMES INTERNATIONAL
Protégé of
Charlie Munger
(Warren Buffet’s
partner)
The Origin of the
Chet Holmes Method
Doubled sales
of NINE
divisions
Most divisions
doubled within
only
12-15 months
Several
divisions
doubled
multiple years
consecutively
Copyright 2020 | CHET HOLMES INTERNATIONAL
7. Copyright 2020 | CHET HOLMES INTERNATIONALCopyright 2020 | CHET HOLMES INTERNATIONAL
8. Copyright 2020 | CHET HOLMES INTERNATIONAL
It’s not
about your
product.
It’s about
your skills.
NYT Best
Selling Book,
Amazon Best
Seller 7 Yrs
later
70 Different
Training
Products Sold
in 100
Countries
CHI has
assisted over
240,000
businesses
worldwide
Worked with
over 75 of the
Fortune 500
Get Your Copy TOMORROW at 3pm in the Grand Ballroom A2
9. Copyright 2020 | CHET HOLMES INTERNATIONAL
Here is me, pre-CHI.
• Singer/songwriter.
• Met my Guru, Sarva
Loka Maa Her Holiness
Sri Sri Sri 1008 Guruji
Poonamji.
• Cured me of Celiacs
disease.
• Came back to America
and Father passed.
10. Fast forward to today, we’re 8
years after my father’s passing,
we’ve doubled our client's
multiple years in a row in my
coaching division.
Increased
leads 1,734%!
All because I
understand what I’m
about to teach you
today. It isn’t
complicated, all it
takes is a thing called
“PIG HEADED
DISCIPLINE AND
DETERMINATION.”
Copyright 2020 | CHET HOLMES INTERNATIONAL
11. Copyright 2020 | CHET HOLMES INTERNATIONAL
@ChetHolmes
Mastery isn’t about doing 4,000 things.
It’s about doing
12 things 4,000 times.”
SAVE THIS!
Copyright 2020 | CHET HOLMES INTERNATIONAL Text “SLIDES” to 503-506-7882
12. Copyright 2020 | CHET HOLMES INTERNATIONAL
So what are you going to use? ...
Pig
Headed
Discipline
#Pigheaded
And Determination
Copyright 2020 | CHET HOLMES INTERNATIONAL Text “SLIDES” to 503-506-7882
13. Copyright 2020 | CHET HOLMES INTERNATIONAL
How to Create a Sales Message
that Gets 9x More Impact from
Every Move You Make
The Most Powerful Lesson you
will ever learn for doubling sales
in the next 12 months. –
The Best Buyer Strategy
Convert 7X More
Business!
We’re going to cover:
1 2 3
9x
Text “SLIDES” to 503-506-7882
14. Copyright 2020 | CHET HOLMES INTERNATIONAL
Get 9x More Impact from
Every Move You Make
Write your Stadium Pitch title now…
#1
Copyright 2020 | CHET HOLMES INTERNATIONAL
15. Copyright 2020 | CHET HOLMES INTERNATIONAL
Let’s Define Your Audience
for ANY product or service
Buying Now
3%
7%
30%
30%
30%
Open to it
Not thinking
about it
Thinking they’re not
interested
Definitely NOT interested!
Text “SLIDES” to 503-506-7882
16. Copyright 2020 | CHET HOLMES INTERNATIONAL
Or was it focused on you?
Was
your title
focused
on THEM?
Copyright 2020 | CHET HOLMES INTERNATIONAL Text “SLIDES” to 503-506-7882
20. Copyright 2020 | CHET HOLMES INTERNATIONAL
We increased our revenue 3,546% in the 12 months we’ve been
working with Deberah. She promises a lot and over
delivers. With Deberah’s help, we have seized the leadership
position in the market. A feeling of excitement and success
permeates everything we do. It’s very exciting!”
Nadia Zaal, CEO Zaya, Dubai
U.A.E.
21. Copyright 2020 | CHET HOLMES INTERNATIONAL
What will make your prospect take action?
Bad Better
22. Copyright 2020 | CHET HOLMES INTERNATIONAL
What are your Prospects interested in?
Zaya sells real estate, instead of talking to the 3% about condos, they incorporated
their Stadium Pitch to talk about the health of Fortune 500 CEOs.
• Doctors recommend 7-8 hours of
sleep a night, the average Fortune 500
CEO gets 4-5 hours of sleep a night.
• Lack of sleep increases the risk of
cancer by 200%, and premature death
by as much as 20%
• Stress has been linked to:
• Stroke 50% increased likelihood
• Heart disease 25% increased likelihood
• People who take vacation lower their risk
of heart attack by 50%
• Vacationers experience an 80% increase
in job performance
• More CEOs are choosing to live in a
vacation environment.
• Being near the ocean reduces your risk of
Heart Attack by 50%
Copyright 2020 | CHET HOLMES INTERNATIONAL Text “SLIDES” to 503-506-7882
23. Copyright 2020 | CHET HOLMES INTERNATIONAL
Core Story is the Foundation for 9+ Mediums
PR
Networking
Facebook
Linkedin
Video
Email Drip
Campaign
Text
Trade Shows CORE STORY:
Why Wealthy CEOs are at
Risk for Heart Disease,
Diabetes, Premature
Death and What You Can
Do About It
Text “SLIDES” to 503-506-7882
24. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Core Story “Educational Video”
High Profile Event for United Bank Swisse in their
Condo.
• Couldn’t Market - so Deberah Bringelson and
client created a video with factual informative
information playing on repeat in the main hall.
Text “SLIDES” to 503-506-7882
25. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Core Story “Non-salesy Conversation”
Trained Agents on non-salesy conversation to gain
rapport and establish Dream Clients into leads.
Text “SLIDES” to 503-506-7882
26. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Core Story ”Art”
High Profile Event for United Bank Swisse in their
Condo.
• Put panels from their Core Story as “art”
throughout the condo.
Text “SLIDES” to 503-506-7882
27. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Core Story PR
Articles written about this new movement of
Fortune 500 CEOs looking for vacation type
atmospheres for their homes due to the high
level of stress they encounter today.
Text “SLIDES” to 503-506-7882
28. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Core Story “Direct Mail”
Bi-monthly mailers to the residential
neighborhoods with the highest net worth, their
“Dream Buyers.”
Text “SLIDES” to 503-506-7882
29. Copyright 2020 | CHET HOLMES INTERNATIONAL
Zaya
increased
their sales by
$298 million in
8 months.
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30. Copyright 2020 | CHET HOLMES INTERNATIONAL
Most of this
was sold by one
broker who’d
never done
sales before,
but she read
their Core Story
every single
day.Copyright 2020 | CHET HOLMES INTERNATIONAL Text “SLIDES” to 503-506-7882
31. Copyright 2020 | CHET HOLMES INTERNATIONAL
“When you come from a place of service with
your prospect’s best interest in mind, your
whole business improves.
Your customers become raving fans, they
walk around like billboards bringing you
business, and they stick with you forever.
Ultimately, it’s about serving, not selling.”
@AmandaHolmes
Your INTENTION is the Key
32. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Key
Components of a
Stadium Pitch:
• A Head Turning Title
• Market Data is way more
motivational than product data.
• Content that offers solutions to
problems. (Not product/service
centered)
• The ability to get the remaining
97% of your market aware of
your product or service and
interested enough to become
your customer…
Copyright 2020 | CHET HOLMES INTERNATIONAL
33. Copyright 2020 | CHET HOLMES INTERNATIONAL 33
And how to capitalize on them for years to come
3 Biggest Trends
Driving Growth in
Housing and Home
Improvement
34. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Key
Components of a
Stadium Pitch:
• A Head Turning Title
• Market Data is way more
motivational than product data.
• Content that offers solutions to
problems. (Not product/service
centered)
• The ability to get the remaining
97% of your market aware of
your product or service and
interested enough to become
your customer…
Copyright 2020 | CHET HOLMES INTERNATIONAL
35. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Key
Components of a
Stadium Pitch:
• A Head Turning Title
• Market Data is way more
motivational than product data.
• Content that offers solutions to
problems. (Not product/service
centered)
• The ability to get the remaining
97% of your market aware of
your product or service and
interested enough to become
your customer…
Copyright 2020 | CHET HOLMES INTERNATIONAL
36. Copyright 2020 | CHET HOLMES INTERNATIONALCopyright 2020 | CHET HOLMES INTERNATIONAL
37. Copyright 2020 | CHET HOLMES INTERNATIONAL
Everyone is fighting to discount their prices and cut commissions thinking it is the only way to win
business.
In my office, I am automatically winning deals without needing to discount. My company gives such
great education so our prospects can make intelligent decisions about their home buying and selling
experience that they are choosing me over my competitors. Even though we are more expensive!
That is the power of a strong Core Story approach.
Chet Holmes International gives you the roadmap, it’s all in the Ultimate Sales Machine.”
Nakul Kapoor, CEO
The Kapoor Group
38. Copyright 2020 | CHET HOLMES INTERNATIONAL
Now you have your
Stadium Pitch
• If you were to come to me and ask how
to grow your sales and incorporate this
strategy I’d tell you to go 3pm
TOMORROW Grand Ballroom A2
• Do have a select few slots to meet in
person, you can put down your
information with Vickey
39. Copyright 2020 | CHET HOLMES INTERNATIONAL
Fastest, Least
Expensive Way to
Double Sales
#2
Copyright 2020 | CHET HOLMES INTERNATIONAL
40. Copyright 2020 | CHET HOLMES INTERNATIONAL
@ChetHolmes
There’s always a smaller number of
best buyers than there are all buyers.
That means that marketing and selling
to them is cheaper than marketing and
selling to all buyers.”
SAVE THIS!
Copyright 2020 | CHET HOLMES INTERNATIONAL
41. Copyright 2020 | CHET HOLMES INTERNATIONAL
@ChetHolmes
You can get
ANYONE if
you’re
DETERMINED
Copyright 2020 | CHET HOLMES INTERNATIONAL
42. Copyright 2020 | CHET HOLMES INTERNATIONAL
Chet’s Best Buyer Strategy in Action
Go for those at the top of your market
OBSERVATION ANALYZE SOLUTION
When Chet took over a magazine
for Charlie Munger, there was a
database of 2,200 potential
advertisers.
An examination revealed that
95% of all the advertising in the
market was purchased by only
167 advertisers.
Chet led an intensive effort the
the 167 “Dream Clients” where
they contacted the clients at
least 4x a month via phone and
2x a month via mailers.
43. Copyright 2020 | CHET HOLMES INTERNATIONAL
Pig Headed Discipline and Determination #PHD
First 4 Months
6 Months in 3 Years Later
Zippo!
• 29 of them signed up.
• This alone doubled sales.
• Would you stop there?
They continued to go
after the “Dream Clients”
and doubled sales three
years in a row.
The Cream of
the Crop 167
All potential
buyers 2,200
44. Copyright 2020 | CHET HOLMES INTERNATIONAL
Best
Neighborhood
Strategy
Direct mail, Facebook targeted ads by
geography, google ads by geography, etc…
Copyright 2020 | CHET HOLMES INTERNATIONAL
45. Copyright 2020 | CHET HOLMES INTERNATIONAL
Best
Neighborhood
Direct Mail
2,200 Upscale Homes. $1,320 a month cost in
mailer. If one client a year her commission
$50k-60k easily pay back.
Monthly Mailer with all listed houses that sold
with selling prices
Met with her she’d show a binder of all houses
that sold in the area. Sometimes she’d sold 2nd
time 3rd time.Copyright 2020 | CHET HOLMES INTERNATIONAL
46. Copyright 2020 | CHET HOLMES INTERNATIONAL
If you fail
at this, it
will be
because
you gave
up.
Let me give you an
example.
47. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Learning Curve for Any Skill
Even more
permanent
skill
remains
Session is
repeated
More
permanent
skill remains
Master Skill Level
Most People
Lowest Skill Level
Training occurs
Some
permanent
skill remains
Session is
repeated
When sessions are repeated over time, skill
becomes habitual. Add a coach and studies show
your productivity increases up to 88%.
48. Copyright 2020 | CHET HOLMES INTERNATIONAL
Do the Math and Write This Down
Let’s establish a #Dream100 Baseline:
How many Dream Buyers do you think you currently
have?
What percentage of business do your Dream Buyers
represent?
What do your Dream Buyers spend compared to your
average client?
How many potential Dream Clients do you think are in
your market?
What if you add one new #Dream100 per month?
Would that make a difference to your business?
Wouldthis
Doubleyour
sales?
?
Text “SLIDES” to 503-506-7882
50. Copyright 2020 | CHET HOLMES INTERNATIONAL
Looking for Land for a
University of Self Realization
• Minimum of 200 acres
• Max 90mins from a major airport
• Natural springs
• Pure unadulterated land
• Partnerships, Investors, for
• Divine Bliss International a 501c(3) non-profit
• info@divineblissinternational.org 50
5050
51. Copyright 2020 | CHET HOLMES INTERNATIONAL
Looking for Land for a University of Self
Realization
• Minimum of 200 acres
• Max 90mins from a major airport
• Natural springs
• Pure unadulterated land
• Partnerships, Investors, for 501c(3) non-profit
51
5151
52. Copyright 2020 | CHET HOLMES INTERNATIONAL
Convert Prospects
7X More Effectively
#3
Copyright 2020 | CHET HOLMES INTERNATIONAL
53. Copyright 2020 | CHET HOLMES INTERNATIONAL
We are addicted to media
In the US adults 18+ spend on average 10
hours and 30 min interacting with media
4:14
1:44
0:47 0:31
2:31
0:43
0:00
1:00
2:00
3:00
4:00
5:00
Live & Time-
Shifted TV
Radio Tv-Connected
Devices
Internet -
Computer
App/Web -
Smartphone
App/Web -
Tablet
Daily Hours and Minutes of Media Usage
(Total US Population)
55353
Nielson, Dec, 2108
Copyright 2019 | Panasonic Life Solutions Company of America
54. Copyright 2020 | CHET HOLMES INTERNATIONAL
68 percent of those
looking to buy found
that item via social
media.
*Source: http://www.v12data.com/blog/10-social-media-strategies-car-dealerships/)
SOCIAL MEDIA IS WORD-OF-MOUTH ON STEROIDS
54
A vast majority, 87
percent, research
purchases via
social media before
going to see it.
Ninety-five percent
say they’d be likely to
talk on social media
about the features
they like.
And 80 percent say
they’d prefer to discuss
details on social media
rather than with actual
salespeople.
68% 87% 95% 80%
55. Copyright 2020 | CHET HOLMES INTERNATIONAL
3x
More Trustworthy
We’re 3 times more likely
to trust content shared by
people we know than
content shared by brands
*Source: Nielsen, Smarp, Technerati, LinkedIn
AGENT SHARING vs. BRAND SHARING
55
8x
More Engaging
We’re 8 times more likely
to engage with content
shared by employees than
content shared by brands.
24x
More Likely To Share
We’re 24 times more likely
to re-share content shared
by employees than
content shared by brands.
7x
Better Conversion
Leads generated by
employees convert 7
times more frequently
than other kinds of
leads.
56. Copyright 2020 | CHET HOLMES INTERNATIONAL
30% - Not Interested
ANALYZING THE BUYING PROCESS OF YOUR TARGET
MARKET
56
3% - Actively Looking to Buy
7% - Open To Buying
30% - Think They Aren’t Interested
30% - Not Thinking About It
57. Copyright 2020 | CHET HOLMES INTERNATIONAL
Fortune is in the
Follow-Up
• Yacht party sat next to a good Dream 100 affiliate for my
business. Got the cold shoulder.
• 88% of leads are never followed up on according to Salesforce.
• Would you like to increase your efficiency for follow up?
• Do you have a system for how to follow up with a prospect?
58. Copyright 2020 | CHET HOLMES INTERNATIONAL
The SS Strategy
• SS Strategy = Signature Selfie
• Step 1: “Watch this cool little trick” –sparks curiosity, defenses
walls are down
• Step 2: Ttell them to smile! Take the selfie
• People will naturally flow
• Instantly changes their mood.
• They now have a photo with you smiling. Subconsciously they think “I must have had
a good time with this person.”
• Step 3: “Now I can text it to you, what’s your number?”
59. Copyright 2020 | CHET HOLMES INTERNATIONAL
Here’s my Dream 100 Strategy on
Instagram.
Followed each other. I cleverly
took our selfie and made it a
meme. Posted about it and
tagged him in it.
Dream 100 on Social
60. Copyright 2020 | CHET HOLMES INTERNATIONAL
• For 3 months I commented every single day on his
every post.
• Ten in Ten on social. It’s about Quality not
quantity. Dream100 on social,
The Point of Social Media is to
create TOMA –Top of Mind
Awareness
61. Copyright 2020 | CHET HOLMES INTERNATIONAL
@ChetHolmes
@ultimatesalesmachine
Your goal is to be a bright spot in your client’s day
so they LOOK FORWARD to your calls and emails.
Keep things exciting/interesting. Be part of their
lives to stay top of mind. Do massive, diligent,
entertaining follow up. Use games, jokes, gifts..”
SAVE THIS!
Copyright 2020 | CHET HOLMES INTERNATIONAL
62. Copyright 2020 | CHET HOLMES INTERNATIONAL
Create meaningful
dialogue.
To Win Your #Dream100 You Need to Be:
“In their face, in their space, in their place”
63. Copyright 2020 | CHET HOLMES INTERNATIONAL
Pig Headed Discipline and
Determination pays off 3
months later…
Three months of every day commenting
and dialogue, they’re coming to ME asking
to buy 650 copies of my book for their top
clients!!!
Since then we have content in their
database for their 100,000 clients.
A relationship is maintained because of
casual comments back and forth creating
Top of Mind Awareness (TOMA).
64. Copyright 2020 | CHET HOLMES INTERNATIONAL
How to Create a Sales Message
that Gets 9x More Impact from
Every Move You Make
The Most Powerful Lesson you
will ever learn for doubling sales
in the next 12 months. –
The Best Buyer Strategy
Convert 7X
More Effectively
We’ve covered:
1 2 3
9x
Join us for the next session Grand Ballroom A2
How to Double Your Sales in 12 Months Flat
Get your free copy of The Ultimate Sales Machine!
65. Copyright 2020 | CHET HOLMES INTERNATIONAL
The Fastest, Least
Expensive Way to
Double Your Sales
in 2020
Join us for the next session Grand Ballroom A2
How to Double Your Sales in 12 Months Flat
Get your free copy of The Ultimate Sales Machine!
Text “SLIDES” to 503-506-7882
Hinweis der Redaktion
There are more than two million real estate agents in the United States.
On average, buyers search on their own for a new home for three weeks before contacting a real estate agent.
About 75% of sellers sell their home with the first agent they interview.
When asked about the most important trait they look for in a real estate agent, prospective home sellers chose “professional reputation” most often.
50% of buyers found their homes through the internet, while 28 percent found them through their real estate agent (National Association of Realtors, 2018).
The average homebuyer took 73 days to close on a property after the first initial visit to the home (Redfin, 2019).
On average, 98% of final sale prices matched the original asking price of a property in 2019 (Redfin, 2019).
73% of realtors use Facebook for their work.
Facebook Live watch times have, on average, quadrupled in the last year.
Other than finding the right property, millennials identified “understanding the home buying process and steps” as the most difficult item in the journey.
88% of millennials living in the US are living in a city.
https://theclose.com/real-estate-statistics/
36% of homeowners listed unexpected maintenance or repairs as their biggest regret (Zillow, 2019).
Thursday is the best day to list a home. Properties listed on Thursday sell for $3,015 more than on Mondays, which are the worst days to list a home (Redfin, 2019).
Staged homes sell 25% faster than non-staged homes (Coldwell Banker, 2019).
Millennials will account for 45% of mortgages in 2019. (Realtor.com National Housing Forecast, 2019)
68% of home buyers choose the first agent they interview.
https://www.smallbizgenius.net/by-the-numbers/real-estate-statistics/#gref
We’re going to talk about what messaging will convert 9x more response. So what you need to be saying
Who you need to be speaking to that will generate double the amount of sales in the next 12 months
Where are you talking to them? Where you should be.
STEVEN CAN STAY AS IS… I’M FINE WITH IT
STEVEN CAN STAY AS IS… I’M FINE WITH IT
Here’s an abbrievated story about CHI, our late grate founder Chet Holmes, and what we use today -the Chet Holmes method.
Born in the Bronx, New York City from a very poor family early on he had to make his living, and quickly realized he had a gift. He broke sales records everywhere he went. Hisbig break came when he Worked for Billionaire Charlie Munger (Warren buffet’s partner)
There, Chet created a method that doubled the sales of NINE different divisions.
Most divisions doubled within only 12-15 months.
Several divisions doubled multiple years consecutively.
Imagine that, it’s like going from 2 million to 4 million to 8 million in a 3 year time span.
Here’s an abbrievated story about CHI, our late grate founder Chet Holmes, and what we use today -the Chet Holmes method.
Born in the Bronx, New York City from a very poor family early on he had to make his living, and quickly realized he had a gift. He broke sales records everywhere he went. Hisbig break came when he Worked for Billionaire Charlie Munger (Warren buffet’s partner)
There, Chet created a method that doubled the sales of NINE different divisions.
Most divisions doubled within only 12-15 months.
Several divisions doubled multiple years consecutively.
Imagine that, it’s like going from 2 million to 4 million to 8 million in a 3 year time span.
Here’s an abbrievated story about CHI, our late grate founder Chet Holmes, and what we use today -the Chet Holmes method.
Born in the Bronx, New York City from a very poor family early on he had to make his living, and quickly realized he had a gift. He broke sales records everywhere he went. Hisbig break came when he Worked for Billionaire Charlie Munger (Warren buffet’s partner)
There, Chet created a method that doubled the sales of NINE different divisions.
Most divisions doubled within only 12-15 months.
Several divisions doubled multiple years consecutively.
Imagine that, it’s like going from 2 million to 4 million to 8 million in a 3 year time span.
Fast forward to today, I’ve adapted the business for our marketing and sales channels today. Increasing our leads a record breaking 1,734% and created a whole new system to double our coaching clients two years in a row. Which led me to spend more time in my passion, Divine Bliss International.
All because I understand what I’m about to teach you today. It isn’t complicated, all it takes is a thing called “PIG HEADED DISCIPLINE AND DETERMINATION.”
Everyone write this down.
In today’s world nobody wants to talk, hear from, or be pitched by a salesperson. Millenials will not pick up their phones for family and friends, let alone a person trying to cold call them. There is absolutely no trust when it comes to salespeople. The first key to increasing sales is to make sure your message is EDUCATIONAL. Something we say at CHI, “Stop selling, start educating.”
Studies have shown that this is true for any audience for any product or service. If you have 100 people in a room and ask them to raise their hand if they’re interested in purchasing a car. Or buying furniture. Or going to a chiropractor… Or looking for insurance. You will see that on average, 3% of the crowd are interested in buying now.
7% are open to it,
The next 30% are not thinking about it.
The next 30% think they’re not interested.
Last one is the 30% that are definitely NOT interested.
So as you can see, at any given time, your sales message is only reaching the top 3 percent, the top 10% if you count those open to it. That top 10% is who you’re competing with your competitors on.
So that leaves 90% of your potential buyers not even interested in your product or service. I’m going to show you what we call, the Stadium Pitch. A good Stadium Pitch will attract 100% of the buyer’s pyramid, not just the top 3%. Ok? You with me?
Here we go let’s do this exercize.
99% of the time, these stadium pitches are focused on YOU, the one selling the product or service.
You have a list of business cards to call, or leads from your website, you go on LinkedIn and inMail your prospects, you reach out to them and what do you say? Hello my name is so and so, I sell SEO. I’m the best around. You should really talk to me.
A great stadium pitch will pre-empt your competition. So if a potential bride is looking online and types in wedding dresses, or venue, and this article or report pops up saying, the 5 things every bride should know to avoid disaster on their wedding day. Then he’s getting their attention before they even look at photographers. Attracting the whole buyers pyramid instead of just the 3%.
Now he was one of the most expensive options in his competition because tourists were moving to Turks and Cacos and started doing wedding photography, taking away his business. So he had to come up with a way to be smarter. His product was better, but Every time a prospect called asking for price, he originally gave them the price and he’d never hear from them again.
So he instituted his stadium pitch, or what we like to call the core story. So when they asked for price he would say, well before we talk about that would you like to know the 5 things every bride should know.
Number one being see the venue of your destination wedding BEFORE the wedding day. The last of the 5 would be and make sure you have vetted your photographer because the last thing you want is bad pictures. Then this guy would ask, would you like to know the 7 things you need to know before hiring a photographer? Of course they’d say yes, and he would proceed to pre-empt his competition. Saying, well you want to make sure they have a great camera, this make, this model. Because he knew his competition didn’t have the kind of hardware he did. Then he said, you also want to make sure they have a facility because the quality of prints afterwards increases by 50% if they do their own developing inhouse. (because he had a place). So he made his clients smarter. So when they called a bunch of other photographers, he’d armed them with all these questions knowing that they didn’t have all these extra features. Now it didn’t even matter if they were calling his competition because he had built so much respect, trust, rapport with the prospect, they said, “we don’t care that you’re double the price, we want great photos for our wedding and we know that you’re going to deliver that.”
Using this Stadium Pitch approach, our clients can get up to 9 times more leads. Do you see how a stadium pitch, core story approach can completely take you to a whole new level?
See how the title talks nothing about their product, but you’re wowed by the title?
Can you create a title that will grab EVERYONE?
What do people react to faster, pain or pleasure?
If you’re in pain, you are quicker to take action. Get me out of pain now.
Can you use this title, Here’s a prompt: “The 5 Dangerous Trends facing (enter your target market here)”
We have a couple different examples coming up but this one is very important because -People in pain take action. And you want them to take action that leads them to buy.
A great stadium pitch will pre-empt your competition. So if a potential bride is looking online and types in wedding dresses, or venue, and this article or report pops up saying, the 5 things every bride should know to avoid disaster on their wedding day. Then he’s getting their attention before they even look at photographers. Attracting the whole buyers pyramid instead of just the 3%.
Now he was one of the most expensive options in his competition because tourists were moving to Turks and Cacos and started doing wedding photography, taking away his business. So he had to come up with a way to be smarter. His product was better, but Every time a prospect called asking for price, he originally gave them the price and he’d never hear from them again.
So he instituted his stadium pitch, or what we like to call the core story. So when they asked for price he would say, well before we talk about that would you like to know the 5 things every bride should know.
Number one being see the venue of your destination wedding BEFORE the wedding day. The last of the 5 would be and make sure you have vetted your photographer because the last thing you want is bad pictures. Then this guy would ask, would you like to know the 7 things you need to know before hiring a photographer? Of course they’d say yes, and he would proceed to pre-empt his competition. Saying, well you want to make sure they have a great camera, this make, this model. Because he knew his competition didn’t have the kind of hardware he did. Then he said, you also want to make sure they have a facility because the quality of prints afterwards increases by 50% if they do their own developing inhouse. (because he had a place). So he made his clients smarter. So when they called a bunch of other photographers, he’d armed them with all these questions knowing that they didn’t have all these extra features. Now it didn’t even matter if they were calling his competition because he had built so much respect, trust, rapport with the prospect, they said, “we don’t care that you’re double the price, we want great photos for our wedding and we know that you’re going to deliver that.”
Using this Stadium Pitch approach, our clients can get up to 9 times more leads. Do you see how a stadium pitch, core story approach can completely take you to a whole new level?
STEVEN CAN STAY AS IS… I’M FINE WITH IT
See how the title talks nothing about their product, but you’re wowed by the title?
Can you create a title that will grab EVERYONE?
What do people react to faster, pain or pleasure?
If you’re in pain, you are quicker to take action. Get me out of pain now.
Can you use this title, Here’s a prompt: “The 5 Dangerous Trends facing (enter your target market here)”
We have a couple different examples coming up but this one is very important because -People in pain take action. And you want them to take action that leads them to buy.
Cancer is on the rise. And male fertility has dramatically decreased so much so that
Majority of this 600M was sold by one real estate broker. She’d never been in sales before. She just studied her Core Story and read it every single day. She truly became an expert. When you truly become an expert today you can win over way more people than just ten years ago because now you have a platform online.
Majority of this 600M was sold by one real estate broker. She’d never been in sales before. She just studied her Core Story and read it every single day. She truly became an expert. When you truly become an expert today you can win over way more people than just ten years ago because now you have a platform online.
TAKE AWAY: It’s all about your intention. That will put you into that top 3 percentile! If they know you care you’re 65% of the way to the sale just building the rapport and establishing what they need. More than halfway there.
This is a sneak peak at Panasonic’s Core Story. Here’s one of their stadium pitch titles.
STEVEN CAN STAY AS IS… I’M FINE WITH IT
In today’s world nobody wants to talk, hear from, or be pitched by a salesperson. Millenials will not pick up their phones for family and friends, let alone a person trying to cold call them. There is absolutely no trust when it comes to salespeople. The first key to increasing sales is to make sure your message is EDUCATIONAL. Something we say at CHI, “Stop selling, start educating.”
Everyone write this down.
STEVEN CAN STAY AS IS… I’M FINE WITH IT
AMANDA: EXPLAIN BETTER HERE. Could be direct mail. Could be targeted facebook ads. Could be a yelp campaign. Could be a google my business campaign. Linkedin. Etc. Pick a medium, the concept is the same. What’s your strategy for educating? How can you become most trusted advisor?
AMANDA: EXPLAIN BETTER HERE. Could be direct mail. Could be targeted facebook ads. Could be a yelp campaign. Could be a google my business campaign. Linkedin. Etc. Pick a medium, the concept is the same. What’s your strategy for educating? How can you become most trusted advisor?
Graph of perpetual learning, improvement by doing it
Over and over. THAT is how you get mastery. THAT is how you
Grow and double sales repeatedly. Chet institutionalized this
Concept and they grew multiple years in a row.
What if you added 2? Would that make an even bigger difference?
My North Star.
My North Star
My North Star
SCRIPT: Right now, Dealers spend $100k a month, $611 per car sold, to advertise to just the 3% that are buying now. And all our competitors are going after the same 3%. You need to be able to reach the 97% that are either thinking about it, not thinking about it, or definitely not interested. So how do you do this by leveraging your sales team and without costing you hundreds of thousands of dollars?
Salesforce says 88% of leads from trade shows are never followed up on. After you’ve met someone in person, how many random contacts do you actually follow up with?
A photo leaves a signature beyond just a name. A bit of rapport is built
You’re 65% of the way to a sale if you just build rapport and understand their need.
STEVEN DON’T TOUCH!
STEVEN DON’T TOUCH!
Everyone write this down.
STEVEN Can you make this prettier? Right now I lined them up in chronological order of when they were written.
STEVEN can you make this prettier? AND can you point an arrow or circle the text that says “Amazing How have you been? You know it its possible to order 650 copies of ”ultimate sales machine” at wholesale for our top clients…?”
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We’re covering 7 steps to a sale, diving deeper into dream 100 and education based marketing.