[PPT] - Swag Coach presents 2018 SALES CRUSH Planning Workshop My Uncle PowerPoint Presentation

SLIDE 1

Swag Coach™ presents …

2018 SALES CRUSH Planning Workshop

SLIDE 2

Page 2

My Uncle Marvin told me…

“PLAN Your Work Then WORK Your Plan”

SLIDE 3

Page 3

Today I Will Show You the very same Sales Planning Approach I use so you can …

MAKE IT RAIN $$$!

SLIDE 4

Page 4

Hi There …

I’m Josh Frey

Swag Peddler since 1996 Some Street Cred:

I have personally sold $1M+ annually, 17 yrs running. I coach a team of reps that sell $2M+ annually … and growing. I have helped launch 18 new swag businesses since 2012. I have personally coached over 50 sales reps in my career … and counting.

SLIDE 5

Page 5

My Story

1994 - 2003 2004 - PRESENT 2012 - PRESENT

SLIDE 6

Page 6

What You Will Learn Today

1. How to Find a Target Market & Buyers to Sell To
2. How to Position Yourself as an Expert to your Target Audience
3. How to Create a Sales & Action Plan (with Goals)

SLIDE 7

Page 7

I am a front line sales rep … just like you!

I have learned a ton over the past 20+ years and like to collaborate and “pay it forward”.

Why I Am Here

SLIDE 8

Page 8

Why Are You Here?

SLIDE 9

Page 9

How Long Have You Been Selling Swag?

SLIDE 10

Page 10

SLIDE 11

Page 11

My Advisory Board Moment

SLIDE 12

Page 12

Step #1:

Pick a Target Market

SLIDE 13

Page 13

Choose a Market Based on YOUR Personal Interests/Hobbies, Passions

r Experience

SLIDE 14

Page 14

Colleges & Universities, Alumni Groups Trade Schools and Online Colleges High Schools and Elementary Schools Hospitals Health Insurance Companies and Brokers Gyms & Spas Pharmaceuticals Doctors & Healthcare Professionals Banks Venture Capital Firms Investment Firms & Stock Brokerage Houses Business Insurance & Mortgage Companies and Brokers Publicly Traded Companies Textiles Beer & Wine Manufacturers & Distributors Races and Running Events Car Manufacturers & Dealerships Auto Repair Associations & Non-Profits Churches and Synagogues Big Box & Fortune 500 Retailers Online Retailers Hotels & Resorts Restaurants Country Clubs & Golf Courses Ad & PR Agencies Event & Conference Planning Firms Marketing & Experiential Marketing Firms Federal Government State, City & County Governments Military Construction companies Government Contractors Technology Companies Accounting, Law and Profess Services Firms Utility & Renewable Energy Firms Residential & Commercial Real Estate firms Real Estate Brokers & Developers Professional & Amateur Sports Teams Media - TV, Radio, Newspapers

Target Market Examples

SLIDE 15

Page 15

Step #2:

Research the Top 50 Largest

(Players/Companies/Organizations in that Market)

SLIDE 16

Page 16

Step #3:

Identify Buyers in Your Target Market

SLIDE 17

Page 17

HR Directors PR Directors Sales Managers Property Managers Small Business Owners Presidents COO’s Marketing Directors Procurement Directors Distributors Project Managers Training Managers Recruitment Managers Store Managers General Managers Maintenance Directors Office Managers Executive Assistants Tradeshow Managers Executive Directors Events Team Managers Client Managers VP’s of Marketing Brand Managers Retail Buyers VP’s of Training Regional Managers Membership Directors Brokers Production Managers Doctors Managing Partners CEO’s

Top Buyers of Swag by Title

SLIDE 18

Page 18

Real Estate Associations Banks

Property Managers Membership Directors Executive Assistants Marketing Directors Assts to Executive Director Marketing Directors Training Directors Meetings & Events Mgrs Branch Managers Leasing Team Managers Lobbying Directors Brand Managers Facilities Managers Executive Directors Regional Brand Managers Brand Managers VP’s of Marketing Community Events Managers

Examples of Top Buyer Titles/Market

SLIDE 19

Page 19

Step #4:

Connect with Your Target Buyers

SLIDE 20

Page 20

Step #5:

Go & Sell!

(In Person, Off Line and On Line)

SLIDE 21

Page 21

Become an EXPERT

in whatever Markets/Industries you Serve

SLIDE 22

Page 22

Learn WHERE Your Buyers “Play” – online and offline
Learn Industry BUZZ Words and Lingo - Speak “Their” Language
Offer Products and Services that “Plug In” to Their Needs
Set Your Targets & Goals Around this Strategic Sales Approach

SLIDE 23

Page 23

Tracking me so far?

SLIDE 24

Page 24

Where they Play –Associations (NAA), FB & LinkedIn Industry Groups
Industry Buzz Words – Move Ins, Lease Renewals, Resident Retention, Curb

Signage, Team Uniforms

Product & Service Offering - Leasing Team Apparel, Resident Gifts,

Maintenance Uniforms, Print Collateral for Your Leasing Team

Josh’s Target Market

SLIDE 25

Page 25

TARGET MARKET PROFILE SHEET (EXAMPLE)

Your Target Market: Property Management Co’s

Target Market Publications/Websites/Social Media Groups: (list at least 3)

www.smmonline.com NAA FaceBook Group www.multifamilyhousingnews.com Multifamily LinkedIn Group

Target Market Tradeshows & Events: (list at least 2)

SMM Conference NAA Annual Conference National Association of Home Builders Conference REIT Annual Conference

Top 50 Players in Your Target Market: (list at least 1 industry link where can see the listing)

See www.NAHB.org (data survey pages and top listings by company size)

Top Positions/Titles that Buy: (list at least 4)

Marketing Manager Regional Property Manager Training Director Maintenance Director (uniforms)

Your Top Contacts in this area (or ones you know who know people – list 5)

Jennifer Jones – Lincoln Erica Johnson – Summit Jerome King – Milestone Lisa Smith – Concord Kathy Frank – Equity Karen Abrams - Archstone

SLIDE 26

Page 26

Take 5 Minutes to Pick Your Target Market

(Handout 1)

SLIDE 27

Page 27

TARGET MARKET PROFILE SHEET

Your Target Market: CHOOSE YOUR 1 MARKET

Target Market Publications/Websites/Social Media Groups: (list at least 3) Target Market Tradeshows & Events: (list at least 2) Top 50 Players in Your Target Market: (list at least 1 industry link where can see the listing) Top Positions/Titles that Buy: (list at least 4) Your Top Contacts in this area (or ones you know who know people – list 5)

SLIDE 28

Page 28

Recap

SLIDE 29

Page 29

Play By Play for Targeting Buyers & Selling The Swag - 10 MUST DO Steps

#1 – Identify 3 Target Markets to Pursue (Based on Personal Interests/Passions/Experience) #2 – Choose 1 Market to Start #3 – Research the Top 50 Largest Players/Companies/Organizations in that Market #4 – Research & Identify the Top Buyers of Promotional Products, Apparel & Print #5 – Put together your Targeted List of Potential Buyers (Prospects) & Contacts #6 – Cross Reference Social Media sites to connect with your list (LinkedIn, Google+, Facebook, etc) #7 – Research Trade Associations for your Target Market (what your buyers “play”) #8 – Research the Top Tradeshows & Events for your Target Market #9 – Contact All of These People! #10 – Cast a Net to Your Contacts to Let them Know what You are Doing

Summary

SLIDE 30

Page 30

SLIDE 31

Page 31

Ready to Write Your Sales Plan for 2018?

SLIDE 32

Page 32

Handouts 2 and 3 …

Tools I Use to …

Plan

(establish annual goals + write an action plan)

Hyper Focus

(list my target clients & prospects and sales dollar goals for each; industry “expert” strategy)

Execute

(set my KPI’s and personal calendar)

SLIDE 33

Page 33

Example: Josh’s Annual Sales Goals & Theme

Josh's Business Growth Plan for 2018

THEME: The Dream is Free, the Hustle is Sold Separately!

2018 Goals:

SALES: $1.2M in Sales MARGINS: 45% Avg Gross Profit Margins COMMISSIONS EARNED: $270,000

2018 2017 Sales $1,200,0000 $1,100,000 Margins 45% 40% Commissions Earned $270,000 $220,000

SLIDE 34

Page 34

Example: Josh’s Action Plan

To Make This Happen Josh Will: SALES RHYTHM - Get into a Rhythm with the Sales each Week - work the performance calendar! FORGET ME NOT - Implement Best Practices to stay Top of Mind with top 50 clients - free samples, articles of interest, in-person appointments, lunches, etc. LINKEDIN - Get LinkedIn with all clients and prospects and see who they know and ask for introductions within their industries. NEGOTIATE - Get Your Margins Up by Selling from Preferred Suppliers (EQP), Negotiate Pricing with Suppliers, etc UPSELL – Understand what they do & how they use the products they buy, finding out what budget line items they control. Then upsell

them. 20% More Sales from my Existing Clients.

BE A PRO - Be an Expert in their Company - learn their "lingo" and then plug my products into their sales and marketing needs and budgets.

ASK FOR REFERRALS – within/outside the company, within the industry or with LinkedIn network in general. "Doink them on the head" with how they can help me.

SLIDE 35

Page 35

Example: Josh’s Top Client and Prospect Targets

(NOTE: Past Accounts I am Going to Bring Back!)

Top 25 Clients Volume Mid YTD Estimate of Sales % of Goal Reached Top 25 Prospects Potential Sales Volume Mid YTD Estimate of Sales % of Goal Reached Long & Foster Company Store $500,000 $0 0% Residential Services of DC $50,000 $0 0% REIT Company Store $200,000 $0 0% Residential Services of VA $50,000 $0 0% Jackson Management $50,000 $0 0% 1899 Svs $10,000 $0 0% American Property Management $50,000 $0 0% Residential Services of IL $15,000 $0 0% Young Residential Services $50,000 $0 0% First Trust Residential $10,000 $0 0% AAA Property Management $50,000 $0 0% Atlantic Residential Mgt $10,000 $0 0% US Property Management $25,000 $0 0% Windsor Bay Mgt $10,000 $0 0% US Military Housing $25,000 $0 0% The Lodge Management Group $10,000 $0 0% CA Property Management Services $25,000 $0 0% US Residential Services $10,000 $0 0% DC Property Management $25,000 $0 0% ABC Property Management $10,000 $0 0% Washington Management $25,000 $0 0% 123 Property Management $10,000 $0 0% Jefferson Management Group $25,000 $0 0% 202 Mgt $10,000 $0 0% Hometown Property Management $15,000 $0 0% 212 Mgt $10,000 $0 0% Maryland Management Group $10,000 $0 0% CSC Management Group $10,000 $0 0% Virginia Management Services $10,000 $0 0% Got You Covered Management $10,000 $0 0% PRO Management Group $10,000 $0 0% Your Property Mgt Team $10,000 $0 0% Apartment Managers Group $10,000 $0 0% MGT $10,000 $0 0% Mid-Atlantic Property Management $10,000 $0 0% Mgt Services of LA $10,000 $0 0% Company 19 $0 $0 #DIV/0! Mgt Services of NYC $10,000 $0 0% Company 20 $0 $0 #DIV/0! 215 Mgt $10,000 $0 0% Company 21 $0 $0 #DIV/0! 415 Mgt $10,000 $0 0% Company 22 $0 $0 #DIV/0! Prospect Company 25 $0 $0 0% Company 23 $0 $0 #DIV/0! Prospect Company 25 $0 $0 0% Company 24 $0 $0 #DIV/0! Prospect Company 25 $0 $0 0% Company 25 $0 $0 #DIV/0! Prospect Company 25 $0 $0 #DIV/0! TOTAL PROJECTED SALES $1,115,000 $0 0% TOTAL PROJECTED SALES $295,000 $0 0%

SLIDE 36

Page 36

Take 10 Minutes to START Your Plan

Write Down Your Annual Goals and a few Action Steps & Clients/Prospects. Think about an Annual Theme!

(Handout 2)

SLIDE 37

Page 37

Write Down Your Goals & Action Plan (page 1)

My Business Growth Plan for 2018 THEME:

2018 Goals: SALES $ Results 2017 2016 MARGINS

% Sales

COMMISSIONS EARNED $

Gross Margins Commissions Earned To Make This Happen I Will DO the Following: #1 #2 #3 #4 #5 (NOTE: Past Accounts I am Going to Bring Back!) Top 25 Clients Company Name Sales Volume Mid YTD Estimate of Sales % of Goal Reached Top 25 Prospects Company Name Potential Sales Volume Mid YTD Estimate of Sales % of Goal Reached Company 1 Prospect Company 1 Company 2 Prospect Company 2 Company 3 Prospect Company 3 Company 4 Prospect Company 4 Company 5 Prospect Company 5 Company 6 Prospect Company 6 Company 7 Prospect Company 7 Company 8 Prospect Company 8 Company 9 Prospect Company 9 Company 10 Prospect Company 10 Company 11 Prospect Company 11 Company 12 Prospect Company 12 Company 13 Prospect Company 13 Company 14 Prospect Company 14 Company 15 Prospect Company 15 Company 16 Prospect Company 16 Company 17 Prospect Company 17 Company 18 Prospect Company 18 Company 19 Prospect Company 19 Company 20 Prospect Company 20 Company 21 Prospect Company 21 Company 22 Prospect Company 22 Company 23 Prospect Company 23 Company 24 Prospect Company 24 Company 25 Prospect Company 25 TOTAL PROJECTED SALES TOTAL PROJECTED SALES

Need More Help From The Swag Coach? Contact Josh at SwagCoaching@Gmail.com

SLIDE 38

Page 38

SLIDE 39

Page 39

Handout 3

Example: Josh’s Key Performance Indicators (KPI’s)

What KEY Metrics will help you Stay the Course? The Numbers WILL Tell Your Story of Success!

(KPI'S) Daily Weekly Monthly Annual Goals

Sales $5,000 $25,000.00 $100,000 $1,200,000

70% CLOSE RATE

Gross Profit $ $2,250 $11,250.00 $45,000 $540,000

45% MARGINS

Meetings w/Decision- Makers 2 10 40 480 Proposals 5 25 100 1200

$1,500 AVG SALE

Pipeline $ $7,500.00 $37,500 $150,000.00 $1,800,000

SLIDE 40

Page 40

All KPI’s Should be a assigned a Trackable Number

Meetings with Decision Makers Networking Events Volunteer Meetings/Events New Leads/Prospects Generated Upsell Asks Referral Requests

Examples of KPI’s

(Best Practices with Metrics)

SLIDE 41

Page 41

Handout 3

Example: Josh’s Weekly Schedule

Weekly Schedule

Mondays Tuesdays Wednesdays Thurdays Fridays 9 - 10 am

Plan Your Day