1.  “Tune your Radio to WIIFM” (WIIFM – “What’s In It For Me?”)

• This is the favorite and only station your prospect listens to
• Know why they are buying: 3 reasons – make money, save money, eliminate/reduce frustration or pain
• Remind them why they are buying
• Only talk to them about how this deal will help them!

2.  Ask for the Deal

• You have identified your prospect’s needs
• You have presented a solution to their needs
• You have earned the right to ask them to buy your recommended solution…So ASK!

3.  Stop Selling

• Your prospects know what they want
• They asked you to provide it and you did
• The more you talk, the more they think you are not done providing the solution
• Stop talking and let them decide to decide

4.  Close the Deal  

• Closing is about confidence
• If your prospect feels you have confidence in your solution, they will have confidence in your solution
• Confidence comes from preparation + a quality product you believe in + using the Confident Stance (if nervous, focus on something you are great at: parenting, a hobby, being a terrific friend, etc. Feel that energy in your body and posture.)
• Role play your final presentation in advance and prepare answers to objections

If you want these things for yourself too, then I have a gift for you. This is a gift that is going to rock your world, it is a gesture solely with YOUR success in mind.

==> http://bit.ly/97KnyV

For only the cost of shipping and handling ($4.95) I’d love to give you my 7 Figure Business Systems (which includes over 45 “must have” business documents, procedures, templates tutorials and worksheets). AND you’ll get 2 weeks FREE trial to my 7 Figure Business Formula Video Mentoring Program. After your FREE trial, unless you notify us, you will be automatically enrolled |in this $97 a month Exclusive Training Program. 

Christine Comaford, The 7 Figure Business Builder
CEO of Mighty Ventures, Inc.
NY Times Best Selling Author

PS: Grab your copy now and ROCK the two-week trial. Supplies are limited and I have no plans to create more. http://bit.ly/97KnyV

#1. Networking = Sometimes, fewer leads of higher quality.  The most important thing you need to focus on here is “palm up networking.” Remembber, palm up networking is the spirit of giving first, getting later. It’s one of the best ways to form a connection with others. Find out what they care about, and help them get it. You’ll get yours in time. 

#2. Higher quality leads = Pre-qualified leads. If your sales leads are introduced to you from a current client, or from a sales prospect, you immediately have gained the lead’s trust (at least initially) due to your association with the person who introduced you (translated: referrals, referrals, referrals).

#3. Get your networking “tools” together: Plaxo.com, LinkedIn.com, Meetup.com, BNI.com, etc.

#4. Build emotional equity! Energy = Equity, Equity = Access, Access = Influence

If you want these things for yourself too, then I have a gift for you. This is a gift that is going to rock your world, it is a gesture solely with YOUR success in mind.

 ==> http://bit.ly/97KnyV

For only the cost of shipping and handling ($4.95) I’d love to give you my 7 Figure Business Systems (which includes over 45 “must have” business documents, procedures, templates tutorials and worksheets). AND you’ll get 2 weeks FREE trial to my 7 Figure Business Formula Video Mentoring Program. After your FREE trial, unless you notify us, you will be automatically enrolled |in this $97 a month Exclusive Training Program. 

Christine Comaford, The 7 Figure Business Builder
CEO of Mighty Ventures, Inc.
NY Times Best Selling Author
 

PS: Grab your copy now and ROCK the two-week trial. Supplies are limited and I have no plans to create more. http://bit.ly/97KnyV

Okay, the other side of $$$ is sales and marketing.

Here are the questions to help you determine your sales/marketing plan:

• What are your lead-generation sources and techniques, disqualification processes, and best practices?

• What are your online and offline marketing strategies? Do you have campaigns mapped out six months in advance? These will change and evolve, but putting a stake in the ground is crucial. Marketing campaigns don’t happen in a vacuum—your tech team, operations and administrative team, and sales team will need to both be in the loop and probably contribute their time.

• Do you provide education-based marketing? Be generous. The more free information and resources you provide that are targeted to adding value and guiding prospects into and through your sales funnel, the better.

• What’s your sales-force strategy: direct and indirect sales forces, joint ventures, affiliates, value-added resellers?

• Have you mapped out your sales-force compensation, quotas, accelerators, recoverable vs. nonrecoverable draws?

• Assess your company’s money status. Do you have enough? How much more do you want? When? You can get it through sales, financing or both, so be sure to map out your plans and proceed on parallel paths.

If you can be prepared with the answers to these questions before you begin your sales and marketing effort, your process will go much faster – and be much more likely to succeed.  To shoot the breeze with ME and my AMAZING team from Mighty Ventures, get your seat at my Results Now Summit in San Francisco (THIS week! June 5/6). You’ll also get a million-dollar education in business acceleration from me personally, get to meet with some fantastic angel investors, enjoy endless networking opportunities and learn real strategies for success to help you launch your business into the stratosphere!

To your continued success!

Christine Comaford, Business Accelerator
CEO of Mighty Ventures, Inc.
NY Times Best Selling Author

http://www.ResultsNowSummit.com  

For the next few days, I’m going to focus on the MONEY end of things. (Which is a topic that needs FAR more than one blog. So it will be featured in great detail at my Results Now Summit this week in San Francisco.) For new entrepreneurs – or old ones with a new idea or new company, that means fundraising. And fundraising, my friends, is sales. No matter how you look at it, Sales = Seduction. Pure and simple. Today let’s look at the logic, then the promise, involved in seduction. When we’re being seduced, we’re hoping that the payoff is going to be really good. The great news is, when financing and building a company, you have some time before you have to deliver on your promises. To start to determine your financing needs, prepare answers to the following questions:

• What types, terms, timing, and tradeoffs are acceptable? (You’ll need a capital acquisition strategy to determine this.) Perhaps angel investors are most appropriate. If so, you’ll get the money in faster if you focus on a small bridge loan that will convert to equity later. Be sure to offer warrant coverage or a premium on conversion to make investing now compelling.

• Have you prepared for your financing round? Do you have a concise and compelling pitch and list of appropriate targets?

• Do you have your legal act together? You may want a sample term sheet, shareholder or loan agreements, and a confidentiality and proprietary inventions agreement.

• Do you know the dos and don’ts of fundraising?

• Have you prepared a due diligence package? This process will be remarkably fast if you prepare in advance.

• Have you mapped out the long-term effects of dilution? How will you be reporting to your investors, lenders, and board of directors? How will you manage your board of directors?

If you can be prepared with the answers to these questions before you begin your financing journey, your process will go much faster – and be much more likely to succeed.  To shoot the breeze with two amazing angel investors – The Harvard Angels and The Golden Gate Angels, come to my Results Now Summit in San Francisco. You’ll also get a million-dollar education in business acceleration from me personally, and there will huge networking opportunities and amazing strategies for success to help you launch your business into the stratosphere!

To your continued success!

Christine Comaford, Business Accelerator
CEO of Mighty Ventures, Inc.
NY Times Best Selling Author

http://www.ResultsNowSummit.com