How to seduce your ideal client

This episode of Business Jazz Podcast is (mainly) about :

How to do an elevator pitch to the CEO of your ‘ideal potential client’.
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Podcasting from Cork Ireland
Paul O’Mahony & Roger Overall talk about
how to be genuinely attractive in business today
(GAIBT).

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There is no perfect way. You need to find your best way.

There are some essentials & some desirables.

You must

  • find out how to get in touch with the person afterwards
  • ensure they know how to contact you (if they want to).

BusinessJazz-S4-E4-Cartoon-800px (3)

Give us an example of a successful elevator pitch you’ve done Paul

Paul’s elevator pitch story: 
to an advertising agency director.
Paul eavesdropped on a conversation during a coffee break at a conference in Dublin. (The person in the queue was a director of Arks “one of Ireland’s longest-established agencies, with billings of £21 million (€27 million) in 1999 – up from £6 million in 1996”.)

The Guinness stout account was once held by Arks for more than 20 years.

What Paul did led to a contract to provide services to the agency – presentation skills training courses for account managers & creatives.

Learning:
A queue for coffee’s a great place to take the first step – to make a “memorable splash“.

P&R speculate how Michael Lynch AV3 Media (for example) could make a ‘memorable splash’ – introducing AV3 Media to new potential clients.

PLEASE NOTE:
The topic of Elevator Pitches emerged as a surprise during this podcast. P&R don’t decide beforehand what they’re going to focus on.
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A ‘business development’ news story :
ShowandTell Communications is in a situation.
Another podcast team are
(1) in difficult  & (2) looking for advice

Asked for advice, S&T offered a solution. The solution involved offering to do some work (audio-editing) – for free.

Because S&T want to be seen as genuinely attractive 

Our No 1 aim at Business Jazz Podcast is to
(1) Be Useful to Show&Tell Communications (our parent company)
[and equally at the same time]
(2) Be Useful to other businesses

That’s why we offered a trial – one piece of work – valuable but not a huge service.

Why a Trial period is a good idea: 
A trial piece of work. The advantage to both parties – being able to stop without losing face – time to get to know each other & see whether both like working together.

In this case, it’s important to clarify the quality of the audio-editing needed – before quoting or agreeing a fee for the service.

You’ll hear lots of chat about editing audio – the tricky work involved in removing background sounds – how it can take a long time to remove sounds entirely.

[There’s short reference to sound of Theresa May coughing at Tory Party Conference.]
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Contact Paul & Roger on www.businessjazz.net
– if you’d like to follow up on anything on this podcast.

Please tell someone about this podcast

How to sell parking spaces to customers who want to marry you

Podcasting from a moving car in Cork Ireland, for 34 minutes
you’ll hear Roger Overall & Paul O’Mahony
talk about a sales funnel to
Help you overcome customer resistance

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In Episode 8 of Season 3, we address a problem every sales-person
knows much too well

We start with a shock

Podcasting from Cork
We’re in Paul’s small 2008 Audi.  Driving gingerly along narrow streets – in between parked cars – waving to barbers & hair stylists – without jumping any traffic lights.

This is first time we’ve recorded  BusinessJazz Podcast in a mobile studio.

Paul’s broke the law – Roger aided & abetted.

You hear us chatting about …

  • Why we’re recording on the move
  • Republic of Work  (1.10) – it’s not just for startups  (2.00)
  • Remember the Republic of Work needs to be genuinely attractive
  • I can’t find anything wrong with Republic of Work.” (Roger)
  • The Cafe @ Blackrock Castle Observatory was our spiritual home (3.00)
  • Today we’re driving towards a business community centre (3.35)
  • Remember every business needs to sell: certainly Republic of Work needs to sell what it offers to its ideal customers
  • There’s a rumour there might be poetry in business (4.10)
  • Remember “Be both Attractive & Sell” –  or else your business will fail to fly  (4.25)
  • Cork City roads are not attractive enough  (4.45)
  • Barbers & hair-dressers  (4.55)

Insight

Drive your business forward 

We get stuck into selling…

  • Introducing The Sales Funnel (5.20)
  • Journey “From Awareness to Selling” (5.50)
  • Who do you want to know you exist? (6.45)
  • Who has “Desire to solve a problem now” (7.10)
  • You have to find out “Who’s ready & able to go ahead?” (7.40)
  • When do you say “Here I am – I can solve your problem, as quickly as you need“? (8.25)
  • What’s your  Quality Standard ? (9.30)
  • What is Good Value For Money  (GVFM) ? (9.45)
  • Clients that want to marry you… (10.20)
  • 6 things top class “used car sales people” find out (11.20)
  • “In the old days...” (12:00)
  • The best sales people send you to another supplier (12:45)
  • How to become trustworthy  (13.30)

Insight

Sell yourself a funnel 

Parking in Cork 

  • How to listen to a potential customer (14.20)
  • Be a “good nice likable person” – establish rapport (15.00)
  • How to build depth of friendship
  • Be friendly (15.40)
  • People like before they buy
  • Gather information to guide you towards making a sale (16.20)
  • Either a Rolls Royce or a Mini may do (16.40)
  • “If you can’t make a sale –  make a good reputation
  • Illegal moving of a traffic cone (17.30)
  • Risk assessment said it was safe to move it one  metre (18.10)
  • Make space in crowded market / parking place (19.10)
  • Create your own space (1920)
  • Innovative law-breaking  (19.50)
  • Summary (20.28)

Insight

Be attractive as a mover & shaker

  • How to address unspoken reservations (2055)
  • Matching your competitors (21.25)
  • People have doubts (21.45)
  • Being let down nicely (22.05)
  • Overcoming doubt
  • Satisfaction guaranteed  (22.15)
  • Trusting & Liking (22.25)
  • Money back guarantee (23.35)
  • “Send us back the wrapper” rant (24.00)
  • Valueless guarantees

Insight

There is always something hidden

  • The half-drunk bottle story (24.35)
  • Lifetime value of a transaction in a supermarket (25.00)
  • The €40K transaction
  • Imagine filming people entering a supermarket…
  • Without a quibble (27.25)
  • Wine Corks  v Screw-tops (28.10)
  • Recycling plastic stoppers (28.20)
  • The cork trees in Spain are dying (29.00)
  • How to open a bottle without a screwdriver (29.15)
  • Cork School of Music 29.45

Insight

That bottle of Rioja is worth €40,000

The next question:

  • May we Podcast from Republic of Work in future?

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Appeal to our supporters :
Please tell one person
about #BusinessJazzPodcast
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Our 4 best bits of advice

  • Use a Sales Funnel
  • First be trusted & loved
  • Rapport reigns – foster & nurture it
  • Show you’re trustworthy – the most genuinely attractive supplier

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Let’s work together – fondly
@rogeroverall Show and Tell Communications
@omaniblog on Twitter – Phone Paul
@bizjazzpodcast Leave comment on businessjazz.net
@mcfontaine Mark Cotton (sound)  AudioWrangler

We’ll be back next week