The presentation highlights the attitude we need to develop to successfully launch a startup. Learning to convince and persuade plays a critical role and the proven funnel system will help you close deals fast.

1. LEARNING TO SELL
THE MOST ESSENTIAL START-UP SKILL

2. LEARNING TO SELL
INTRODUCTION
▸ Everyone in this room, either owns a business or wants to
start one
▸ Sales are the most important business function
▸ Selling is being able to convince and influence someone to
TAKE ACTION……it involves psychology
▸ Proven sales system which will grow your business
▸ Any business can use this system

3. FINDING CUSTOMERS!
WHAT’S THE MAIN PROBLEM WHEN
ANYONE LAUNCHES A NEW BUSINESS?

4. FINDING MORE CUSTOMERS!
WHAT IS THE PROBLEM WHEN ANYONE
TRIES TO EXPAND A BUSINESS?

5. SUCCESSIVE
APPROXIMATIONS
SYSTEM IS BASED
ON A PSYCHOLOGICAL
PRINCIPLE CALLED:
‣ Gets a prospect to say yes to a small request, creating a
psychological bond and justification for the decision
‣ Bond grows stronger as your prospect has the
psychological need to remain consistent and forms a
relationship

6. ▸ How do you find new customers? EASY: you PROVE what
your business can offer - people LOVE FREE OFFERS!
▸ Free information - if you’re in the legal or accounting field
▸ Free product offer
▸ Free Trial
STEP 1 - THE LEAD GENERATOR
FINDING PROSPECTS

7. EXAMPLE:
STEP 1 - THE LEAD GENERATOR
FINDING PROSPECTS

8. EXAMPLE:
STEP 1 - THE LEAD GENERATOR
FINDING PROSPECTS

9. GOAL:
‣ Show off your product or service
‣ Customer gets a taste for the product without any obligation
‣ Builds trust and relationship with prospect
STEP 1 - THE LEAD GENERATOR
FINDING PROSPECTS

10. Pay a small FEE but GET BIG VALUE. Many business do step
one but skip the starter sale and go for the BIG sale, it will result
is a LOW conversion rate.
DON’T DO THIS!
The main goal here is to build trust by charging a very low fee
in return the customer receives HUGE value, we over deliver.
Then when you move to the next step the sale is nearly
automatic.
STEP 2 - THE STARTER SALE
CONVERTING A PROSPECT INTO A CUSTOMER

11. EXAMPLE:
‣ NetFlix - Pay only $1 for another free month
‣ Spotify - Pay $1 for a premium subscription for 90 days.
‣ La Finca - Wine tasting and menu sample for 10 euros a
person.
‣ Legal - you got the guy in for a face to face meeting for a
very low rate, accountant - first tax return for reduced fee.
STEP 2 - THE STARTER SALE
CONVERTING A PROSPECT INTO A CUSTOMER

12. Goal:
‣ Turn prospect into customer
‣ Get customer to appreciate the value of the product by
paying a small amount
‣ Get the customers hooked on the product
STEP 2 - THE STARTER SALE
CONVERTING A PROSPECT INTO A CUSTOMER

13. This is where most people start the sales process and it results in HUGE marketing costs and a very
LOW conversion rate. They go in and try to sell them on the big sale, and what happens?
It results in a 20% conversion rate if you’re lucky. NOT SO GREAT!
When you go back to a customer that already paid something the conversion rate is on average
over 90%. For Netflix its 93%.
Making this sale is KEY for creating a long term profitable customer.
‣ You need a WOW factor at this point, this is the place you lock the customer in for life
‣ This sale should cover the costs of the first TWO steps and allow you to invest more in marketing
‣ The real profit comes from the next two steps in this process
‣ Again you want to over deliver on the promises at this point
STEP 3 - THE MILESTONE SALE
FIRST REAL BIG MONEY SALE

14. EXAMPLE:
STEP 3 - THE MILESTONE SALE
FIRST REAL BIG MONEY SALE

15. EXAMPLE:
STEP 3 - THE MILESTONE SALE
FIRST REAL BIG MONEY SALE

16. GOAL:
‣ Acquire the customer
‣ Building the relationship
‣ Building revenue to re-invest in marketing
STEP 3 - THE MILESTONE SALE
FIRST REAL BIG MONEY SALE

17. Up to now all we have been doing is acquiring customers. Its time to make
money off the customers we acquired.
We do this by up selling or cross selling. This sale is made immediately after the
MILESTONE SALE. Now we take advantage of the needs and wants of the
customer.
You should aim to make this sale RIGHT AWAY. Customer is in a BUYING
MENTALITY, they already like you and it’s a good way to build the relationship
more.
Super important is to ASK for the sale.
Don’t UPSELL before they made the initial purchase decision in step 3. You will
scare them away and lose the FIRST REAL SALE.
STEP 4 - PROFIT MULTIPLIER
TIME TO MAKE REAL PROFITS

18. EXAMPLE:
STEP 4 - PROFIT MULTIPLIER
TIME TO MAKE REAL PROFITS

19. EXAMPLE:
STEP 4 - PROFIT MULTIPLIER
TIME TO MAKE REAL PROFITS

20. EXAMPLE:
STEP 4 - PROFIT MULTIPLIER
TIME TO MAKE REAL PROFITS

21. GOAL:
Is very simple - Extract profit from your customer when they are
in a buying mode. 30% of customers will buy an additional
product if it complements the main product they are buying.
IMPORTANT - don’t over charge with cross or up sales - people
know that game and you will sell 100X more if your fair in your
pricing.
STEP 4 - PROFIT MULTIPLIER
TIME TO MAKE REAL PROFITS

22. ▸ This part is so huge, and it amazes me how many business
fail to do this. Customers that have purchased from you once
and were happy are very likely to come back again and again
▸ This step will multiply your sales
▸ Its simple - it involves keeping in touch with your customers
and communicating
▸ First place you should look for business growth
STEP 5 - CONSTANT COMMUNICATION
GET YOUR CUSTOMERS MONEY AGAIN AND AGAIN

23. STEPS AND EXAMPLES:
1. Communication - staying in touch with your customers, keeping
them updated about your business, your staff, what you’re doing
2. Loyalty programs - keep your customers coming back by giving
them an incentive to do so
3. Product line expansions - offer more products your customer
base needs
4. Community programs – get involved in your community
STEP 5 - CONSTANT COMMUNICATION
GET YOUR CUSTOMERS MONEY AGAIN AND AGAIN

24. HOW SCALING IMPACTS YOUR BOTTOM LINE?
VERY SIMPLE EXAMPLE
▸ Your business which makes: £7,500 a month
▸ Imagine you used steps 1-3 to get 3X the customers:
£22,500 a month
▸ Implementing - up selling or cross selling and grew your
business by 3X: £67,500 per month
▸ Now get the customer to come back 3X as often by
communication: £202,500 per month
Total profit: £2,430,000

25. “THE SECRET OF
GETTING AHEAD IS
GETTING STARTED.”
Mark Twain