Improve prospecting with a credibility introduction

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This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey

any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or

use without specific written authorization of ValueSelling Associates is strictly forbidden.

Why should anyone listen to you? Improve prospecting with a Credibility Introduction

Doug Von Koenig

Managing Partner

ValueSelling Associates, Inc.

February 6, 2014


This document contains proprietary information of ValueSelling Associates.

Its receipt or possession does not convey any rights to reproduce or disclose

its contents or to manufacture, use, or sell anything it may describe.

Reproduction, disclosure, or use without specific written authorization of

ValueSelling Associates is strictly forbidden.


3


Credibility - (noun) believability, reliability,

plausibility, trustworthiness


Only one

chance to make

a good first

impression

The more senior

the person

= the less time

you have

30 sec to gain a

senior decision

maker’s initial

attention

First meeting

requires that

you anchor

credibility in

about 2 min

ValueSelling believes…


What we’ll learn today

Creating your Credibility Introduction

Adapting it to different types of clients/verticals/markets

Adapting it to both sales and marketing

ValueSelling best practices for leveraging your

Credibility Introduction for effective prospecting

Questions – fire at will


Complimentary review of your

Credibility Introduction I will review your email and provide specific

feedback/coaching:

Email Doug VonKoenig directly

[email protected]


Creating your credibility introduction

You’ve done this

before and in a way

that sets you apart

The reward was good


The 30-Second Credibility Introduction:

Who you are and what you do?

That you solved a business challenge for an

organization similar to mine

What was unique about how you solved it?

What value (financial impact) did they receive from it?

WHERE’S YOUR CREDIBILITY?


The 30-Second Credibility Introduction:

Who/What: Doug Von Koenig, partner ValueSelling Associates,

accelerate business results

Challenge solved: Major networking provider, reduced stalled sales

while also growing pipeline 3X

Unique: Unique single page roadmap toolset with purposeful probing questions

Value: Stalled sales reduced by 30% and qualified pipeline grew by 3X first year

WHERE’S YOUR CREDIBILITY?


The 30-Second Credibility

Introduction:

“My name is Doug Von Koenig, I’m a

partner with ValueSelling Associates we

specialize in accelerating business results,

my phone is 269-428-8269.

I'd like to discuss how our unique single

page roadmap toolset enabled with

purposeful probing questions helped XYZ

company accelerate sales by reducing their

stalled sales 30%, while also growing their

qualified pipeline 3X within one year.

I will follow up with an email to schedule

time with you. Thank you in advance for

your time.”


Anchoring your credibility 31

30-second version

to gain access

2-minute version will

anchor during the initial

meeting


2-minute Credibility Introduction

First meeting

Hello, Don, I’m Doug Von Koenig, a partner with

ValueSelling. Good to meet you and thank you for

your time today.

I’d like to spend the majority of our time today

learning more about your business, your initiatives

and what gets in the way of accomplishing them.

But before we do that, how much do you know

about ValueSelling? Let me take just a minute to tell

you what we’ve done for other companies in the

industry…

We’re in the business of helping companies

methodically accelerate their business by shortening

sales cycles and improving margins.


2 minute Credibility Introduction-First meeting

More specifically, these results come from leveraging our unique

single page probing question based roadmap toolset which enables

the sales and marketing teams to work smarter and speed up their

efficiency by at least 30%.

I already mentioned that XYZ Company reduced their stalled sales

30% while also growing their pipeline 3X within the first year. ABC

Company leveraged ValueSelling to launch their enterprise business

and realized a 23% attach rate within the first six months.

I’d like to better understand if we have a similar opportunity for

improvement here at your company. So could you tell me a little more

about the company’s goals for 2013 and what you personally have to

do to contribute to this? ....or what stands in the way of you

contributing to these goals...or what you’re expected to do to

contribute to these goals?







Adapting it to both sales & marketing







Adapting it to both sales & marketing


Adapting it to both sales & marketing 17

Use both 30-second and 2-minute versions in same messaging.

30-second version highlighted to gain initial interest

with expanded 2-minute version after.

Marketing


The joys of prospecting

“I don’t wanna call”

Prospecting


Effective Prospecting

1. Identify who to call

2. Research about them and the company/agency

3. Locate a warm referral person

4. Send 30 second credibility introduction email

5. Follow up to email with phone call

6. If no response follow up again the following week by phone

7. Turning the “wrong” call into the “right” call

8. Proceed with discovery call leading ValuePrompter

based discussion…



At the end of today’s webinar…

Download a copy of today’s presentation from our website

www.valueselling.com

Go to Resources > Webinars

http://www.valueselling.com/


Complimentary review of your

Credibility Introduction I will review your email and provide specific

feedback/coaching:

Email Doug VonKoenig directly

[email protected]


Next Webinar

Qualifying prospects: A formula for success

March 11, 2014

9:00 AM PST

Scott Anshuetz

ValueSelling Associate


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The proven formula for accelerating

sales results.

Thank you

Doug Von Koenig

[email protected]

+1 269 428 8269

mailto:[email protected]

Sales

Improve prospecting with a credibility introduction