Would You Buy from You? Your Brand Make the Difference ...expo.ppai.org/Sessions/handouts/would you...

transcript

Would You Buy from You? Your Brand Make the Difference

PPAI EXPOJanuary 11, 2016

Las Vegas, NV

Ryan T. SauersPresident/Owner

Sauers Consulting StrategiesRyanSauers.com

(CUB) Constantly Connected World

Constantly Connected World

We ALL hear it…

•I am drowning

•I am slammed

•I am buried

•I am running ragged

•Things are crazy

• I am swamped

• I am covered up

• I am in the weeds

• I am snowed under

• Solution= provide headache relief…

• Value… differentiation.

Constantly Connected

TIME= 168 hours/week

Didn’t have vs. Didn’t make time

Inundation

Multimedia

Everyday

Busy, noisy, short attention span world

Message must stand out (VALUE)

Communications Exercise

In a big room with a lot of people it is hard for me to remember what one person told me. Much less remember it after the message has been shared several times.

(CUB) Under the Iceberg Mindset:WHY VS. WHAT/HOW Thinking

Our WHY

•WHY= Person’s “truth” why one thinks the way they do

•WHY= set of presumptions that one holds to be true

• “May be true/somewhat true/totally false that we that we hold consciously or unconsciously—consistently or inconsistently about the makeup of the world” (Sire, 2004).

Our WHY

•Why= fundamental (deep) perspective from which one addresses every situation in life.

•Peel back enough we find one’s why

•Goal in sales= WHY

• 5 Why’s Communications Model

•Why VS. WHAT/HOW thinking in sales

•EX: Sunday 10:45am EX:• STAND UP ?? EXERCISE= shows our WHY

Blind Spot= Sales WHY Tool

SMART Sales Strategy

To grow blind spot: get 360 feedback (all around)

Then, set SMART goals

Specific

Measurable

Attainable

Relevant

Timebound

EX: We want to grow our sales? Yes or No.:

WHY? Perception IS Reality

Sales Competence Levels

•Stage 1) Unconsciously incompetent

•Stage 2) Consciously incompetent

•Stage 3) Consciously competent

•Stage 4) Unconsciously competent

Our WHY: Perception IS Reality

Are things the same as they appear?

FEAR and our WHY

False, Evidence, Appearing, Real

FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED

WITH THE EXPERIENCE OF YEARS

(CUB) Brand Makes the Difference

Brand Makes the Difference

• Everyone has a brand

• Not if you have one…but what you do with

• Your brand is NOT what you say but what others say

• Brand is built on TRUST

• Perception IS Reality w/brand (pen twirl)

Lacking Brand Distinctiveness

Because SO… many sound SO… similar:

• Competitive Pricing

• Experienced team

• Privately run business

• Super customer service

• One stop shopping

• High quality products

• Turn-key Solutions

• Rich history

• Industry leader

Blah, blah, blah!!!

Brands that Sound Same= Charlie

Brand Acronym

Baseline ReputationAttributesName Distinctiveness

• Exercise: Brand in 5 words/One word

• Exercise: Brand in 5 words/ One word© RyanSauers.com

Your Brand: So What?

• What makes your message more important than others?

• EX: what does your number of years in business mean?

• So what you or company began in 1985?

• What value does this mean to customer?

• WIFT?

Your Brand: Why You?

Why are you the best to:

Solve this problem/fulfill this need/handle this

What are you offering that is unique?

What is your…

(DSF) Differentiating Sales Factor

What can you provide/do better than others?

Your Brand: Who Cares?

• Is message meaningful to prospects/clients?

• Do you have satisfied clients or RAVING FANS FANS?

• Are you seen as a “value” or “cost”?

• Solutions PARTNER OR Transactional VENDOR?

• PRICE= the cost of something

• VALUE= Price + Services/Offerings + You

Nobody else can be YOU. EX: (signature)

BRAND: What does logo represent?

6 I’s of Branding

• Incredible

• Intentional

• Informative

• Integrity

• Inspirational

• Innovative

Your Brand Makes the Difference

•To improve in Sales: develop a PACT

•P= Passion

•A=Authenticity

•C= Creativity

•T=Trust

• STRETCH EXERCISE Where are you?

Sales Strategy

• Want it bad enough you’ll find a way… and if you don’t…

• Begin with (end) in Mind…(Start/Stop) Doing List

• 3 types of people: Make things happen/Watch things happen/Wonder what happened

• Question has changed to: Why Would YOU Not Buy from You?

• Where do you want to go? (Alice in Wonderland)

• Q and A

Let’s Connect:

Ryan T. Sauers: President/OwnerSauers Consulting Strategies

Twitter: @RyanSauersLinkedin.com/in/RyanSauers

Facebook.com/SauersConsulting

YouTube.com/RyanTSauersRyanSauers.com

Ryan@RyanSauers.com

404-374-0543

Would You Buy from You? Your Brand Make the Difference ...expo.ppai.org/Sessions/handouts/would you...

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