Super Agent

Archive for October, 2016

Creating a Lifestyle Changing Suspect List

Building, refining and segmenting your top-100 list is a critical step to help you stay focused on creating first appointments. Your top-100 is based on the profile you developed for your perfect client-type and typically of the revenue size you most frequently pursue and close.

These accounts may be 5, 10, 20, or even 50 thousand in revenue depending on the book of business you are creating.

Today, think about accounts that are outside the size of the accounts you typically write. For those of you who focus on writing 10,000 in revenue accounts- think about accounts that perhaps 25,000-50,000 in revenue. If you typically write 25,000-50,000 accounts- think about the accounts that generate 100,000-150,000 in revenue.

The purpose of the exercise is to identify 5-10 accounts within your marketplace that are significantly larger than your “average” account size. They are still in the geographic footprint that you serve, still within the niche of business you focus on, but are significantly larger in size and perhaps complexity.

In fact, if you were to land one of these accounts, it would likely take the place of one of your top-10 accounts in terms of revenue. Bumping one of your top-10 accounts down to #11 is rewarding more than just financially. It helps you build confidence and a new level of excitement for selling. It also can give you the “space” necessary to pursue other larger opportunities.

Often your book of business and your pipeline is a reflection of the lifestyle you want to achieve. If your pipeline and the top-100 are only filled with accounts that look like every other account you have, then maybe it’s time to think bigger and explore and build a separate list of Lifestyle Accounts.

You may be surprised that it really doesn’t take an altogether different strategy to write accounts twice the size you typically focus on. Sure, there may be greater complexity managing these accounts, but you can do that with the support of your team and the resources you have available here at Oceanus Partners.

Why not give it a try?

You have everything to gain and virtually no downside!

Read a Book

Setting time aside to devote to professional development can be difficult, but it is certainly necessary. The developments of the Kindle and IPAD have certainly made the ability to possess several books much more comfortable, especially when travelling to and from client visits.

So what should we read? Effective libraries tend to focus on two things: How to run your business better and how to help your clients better.

One of the best books of 2015 was The Challenger Customer, written by the same authors of The Challenger Sale.

The Challenger Customer provides sellers insights into buyers, not surprisingly there is a lot that sellers need to learn. While we’ve incorporated a lot of what we read in this book into our trainings over the past several months, we’ve only just scratched the surface. For this reason, we strongly recommend that you read it for yourselves.

Some key takeaways that you may find exceedingly helpful include:

- Understanding who in the organization you should target as your champion. You may be surprised it’s not necessarily the person most eager to work with you.

- How messaging to prospects has got to change. Creating effective messaging has become even more important than it was in the past. Your messaging has to create insight and teach your prospects something new about their business and how they may be focusing on the wrong issues and yes, even doing things wrong!

- Understanding how buyers buy. We know that there are more stakeholders at the buying table. Understanding how to engage with a team of buyers as well as how to build a consensus is going to be critical to your future success.

These takeaways are a few of the insights you’ll gain by reading The Challenger Customer. It is packed not only with great insights, but a ton of research. The book shares the research gained through the Corporate Executive Board, a multi-million dollar, multi-national insight and technology company. The CEB has the resources available to conduct surveys and studies that we can all benefit from.

If you’re looking for a great book which will provide you insights into how buyers buy today- The Challenger Customer is strongly recommended.

Let us know what you think!