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There are only three ways to grow your business: add new customers, sell more to existing customers, or get bigger customers (land whales). Based on the bestselling book, "The Whale Hunters," the step-by-step Whale Finder Plan shows you how to get clients that are 10-20x your average deal size. Join us and learn how to: • Spend your sales and marketing in the right places to find whales • Speed up your whale deals • Safely grow by landing whales • Increase your revenue and margins while decreasing the cost of sales • Conquer your fear of big prospects Presented by Laura Posey, Chief Instigator of Dancing Elephants Achievement Group.
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The Simple Whale Finder Plan
Laura Posey
3 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Whale Hunting: How to Land Big Sales and Transform Your Company
4 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
5 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Why should you care about the Simple
Whale Finder Plan?
•Make more money
•Lower your costs
•Grow your company average
•Gain community respect
It will transform your
company!
6 © 2013 The Whale Hunters. All rights reserved.
What is a Big Sale?
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Current Average
Sale
20X Current
AverageF
10X Current
Average
$1000 $10,000 $20,000
$2500
$5000
$25,000
$25,000
$50,000
$250,000
$50,000
$100,000
$500,000
7 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
8 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Which
whale
is right for
you
right now?
9 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
A good whale filter is:
Narrow - tight ranges of criteria
Focused - one product, one geographic area
Data driven - things you can quantify
© 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Whale Filter Example
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11 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
12 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Research
13 © 2013 The Whale Hunters. All rights reserved.
Initial Research
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$50m - $500m annual revenue: There are auto rentals in US and 122 <250 miles from Philadelphia
State Number of Companies
Connecticut, Delaware & DC 10
Maryland 7
Massachusetts 25
New Jersey 15
New York 29
Pennsylvania 27
Virginia 9
TOTAL 122
© 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com 12
Apply the Whale Filter: Score Each Company
15 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
© 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com 12
Step Three: Your Whale Chart
17 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
18 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Create Dossiers
•Dossier: a growing file
• Criteria from Whale Filter
• Contact info
• Key contacts
•History
•News
• Changes
• Competitors
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Revise whale chart
after dossiers are
complete.
Use your researcher
for this!
19 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Inform Your Team
20 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
21 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Timing Your Approach: Why Now is Not the Time
• Incumbent provider
•No perceived need
• Budget cycle
•More pressing needs
• Big change initiative
• Spending postponed
22 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Signs of Readiness to Buy
• General economic
indicators
• Marketplace news about
the company
• Personnel changes
• Cost-cutting initiatives
• Competitors’ problems
• Reorganization
• New initiatives
• New product
announcement
• New round of funding
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23 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Listen to the whale, not the ocean
What your competitors are
listening to
What you are listening to
24 © 2013 The Whale Hunters. All rights reserved.
The Simple Whale Finder Plan
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Whale Filter
Whale Chart
Signs
Research
Dossiers
Introductions
25 © 2013 The Whale Hunters. All rights reserved.
e. info@thewhalehunters.com p.
480.584.4012 www.thewhalehunters.com
Introductions
•Networking Groups
• Charity Activities
• CEO Groups
• Professional
Associations
• Cold Call
Learn More at
http://bit.ly/16vUGUQ
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