The Client Builder Program
What if I told you that, no matter what your business claims to do or provide, you’re actually in the marketing and selling business. Think about it. Can you really have a business or practice without being able to reach out and invite someone to become your client?
The three biggest obstacles faced by most business owners when it comes to marketing and sales are: (1) lack of knowledge, (2) lack of time, and (3) lack of money. Small business owners frequently tell me they want a way to access guidance, know-how and support they can afford to help them overcome their sales and marketing challenges and grow their businesses by design, not by accident.
The Client Builder Program is specifically designed for small business owners and independent professionals that want to take their revenues to the next level, but don’t have the in-house marketing or sales support they need to make that happen. We provide you with the training to implement a sales and marketing system of your own.
Plus, you can be certain that every strategy, tool and technique that we provide and help you implement has been tried and tested on the street to ensure that it really works the way we say it does. Our greatest strength lies in our ability to “walk our talk” and apply the strategies and tactics we teach in our workshops to the context of each client’s specific situation.
We not only show you what to do, we show you how to do it using your own providers or one of our strategic partners.
How It Works:
1. Choose the track you want to start with.
Everyone in the program starts out by choosing the track they want to work on first. If lead generation is your biggest challenge, we recommend that you choose the marketing track. If your biggest challenge is converting leads into new client relationships you should choose the selling track. If you are not sure where to start, we recommend that you start with marketing.
2. Receive your training materials
Marketing track:
- Duct Tape Marketing book by John Jantsch;
- Duct Tape Marketing’s Ultimate Marketing System consisting of 14 workbooks and 4 audio CDs
- Marketing Plan Pro software powered by Duct Tape Marketing.
Selling track:
- The Client Builder Selling Workbook consisting of fourteen modules
- Your personal DISC Profile from TTI
- Lead the Field audio program by Earl Nightingale
3. Attend the Strategy First! Half-day Workshop (held monthly)
Regardless of what track you choose to start with, everyone in the Client Builder Program begins the program by attending the Strategy First! half-day workshop where they learn how to determine who their ideal target client is, how to develop and communicate their core marketing message, and create an image for their business.
4. Begin attending workshops for your chosen track.
We offer two different marketing workshops and two different sales training workshops each month where we cover a specific aspect of the Duct Tape Marketing System or the Client Builder Selling Process. Each meeting is a combination of four key elements:
- Training and Coaching… to learn and implement the Duct Tape Marketing and/or the Client Builder Selling system.
- Peer Group Discussions… to gain wisdom from other business owners.
- Action Projects… to move you from a “learning” to an “earning” mode.
- Accountability… to ensure that you follow through on your Sales & Marketing plans and SEE the results.
Each workshop runs from 8:30 am until 11:00 am at Sigma’s Conference and Event Center located at 1717 Babcock Blvd., Pittsburgh, PA 15209.
Workshop Details:
As a participant in the Client Builder Program you are free to attend any of our workshops as often as you like. Our Strategy First! workshop is held monthly and each of our Duct Tape Marketing workshops or Client Builder Selling workshops are offered at least three times a year. Therefore, if you miss one or want to revisit the topic the next time around, you have that opportunity.
The Strategy First! Workshop (Held Monthly)
Discovering Your Ideal Target Market – Finding and focusing on a market that values what you have to offer is the essential first marketing step. Defining the ideal client and finding more just like them is the purpose of this workshop.
Differentiate and Dominate: Developing and communicating your core marketing message – Most prospects view one business just like any other – they think that all accounting firms do the same thing, all electricians do the same thing etc. etc. When this perception exists you are left to compete on price. One of the most important marketing strategies the small business must master is the art of differentiation. Finding an important point of difference, one that matters to your ideal clients, is the primary focus of this workshop.
Duct Tape Marketing Workshops ( Two different workshops held every month):
Give Them an Image: Communicating the complete marketing package – One element that contributes greatly to the success of your firm is the experience that your clients and prospects have with your firm. A great deal of this experience can be found in the image that your firm projects in its marketing. This image and how you present your products and services can be the key to delivering your core unique difference and making your firm the obvious choice in your industry.
Designing a Marketing Kit That Can Be Customized for Each Prospect – Forget the tri-fold brochure and step up to a marketing tool that will educate your clients and really show them how you have what they need. This inexpensive and flexible marketing kit allows you to personalize your communications and speak to each prospect individually.
Marketing Stories: Tell them a story and win them forever - Stories help you sell your products and services more effectively by helping you connect with your clients and prospects on a much greater emotional level. Today’s prospect is looking to do business with firms they can connect with. This lesson teaches how to use this powerful marketing tool and extends the value of your marketing kit.
Case Studies and Testimonials: Demonstrating results through real life client work – Demonstrating the results your work has obtained for actual clients is a great way to prove that you and your products and services can, in fact, perform. This lesson will show you ways to consistently obtain the information you need to create compelling case studies and client testimonials.
Small Business Advertising: Every sale starts with a lead – Most small businesses waste what little money they put into advertising. It’s not that advertising doesn’t work; it’s that they don’t understand the right way to put it to work. In this lesson you will discovers ways to get your advertising to produce stunning amounts of high quality, qualified leads.
Referral Marketing: Generating a flood of new business without spending a dime – For some industries, referrals are the only way to gain access to your ideal target market. Not many people go to the phone book to find a doctor, lawyer or accountant! Learn how to generate referrals in a systematic way and discover some great promotions used by real-world referral generating small businesses.
Public Relations: Earned media attention and expert status – Some of your most effective sales will be facilitated by a publication that has good things to say about you or your products. There is something very powerful about a third-party endorsement from a magazine or newspaper. In this lesson you will learn how to tap into this little understood lead generation strategy.
Creating a Content Based Web Presence: Content, concept and offline integration – A website should be much more than a static brochure. This workshop will help you understand how to create content that educates and helps you stand out. Extend your web site to become a tool to generate leads and serve your customers.
Search Engine Marketing: Building traffic and repeat visitors through optimization, list building and local search – Web sites have become an essential marketing tool no matter the size or purpose of your business. Local shoppers are using the Internet to find local businesses in every city in America. Miss this session and you may get left behind.
Extending the Conversation: Blogs, Podcasts, RSS and online PR – Blogs have moved beyond a trendy new tech topic to become a must have small business marketing and communication tool. Blogs help your search engine traffic, help demonstrate your content knowledge and build trust within your market.
Client Builder Selling Workshops ( Two different workshops held every month) :
The Power of a Process – How to save time, replicate your success and improve your odds of closing every deal. The seven steps in our client development process.
Advance Agreements – How to stay in control of the sales process.
Preparation – How to position yourself, plan your calls and prepare your opening strategy.
Diagnosis – How to uncover the problems or opportunities that you can help your prospect solve and capture.
Inside the Investment Steps – How and when to discuss the prospect’s investment and the fundamentals of negotiating.
Deciphering the Decision Process – Uncovering the who, how, when, why, and what of a prospect’s decision making process.
Closing the Deal – Establishing commitment, delivering your presentation and confirming the deal.
Socratic Questioning – How to uncover a prospect’s true buying motives through advanced questioning strategies.
Counterintuitive Questioning – How to get your point across without making your prospect defensive.
Major Account Selling – How to sell to groups and committees and control the long cycle sale.
Improving Your Mental Game – How to generate greater self confidence
The Psychology Behind the Sale – Why people do what they do when it comes to making buying decisions
You Also Get:
Unlimited Email and “Coach-on-Call” Telephone Support - You may call or email as often as you like on any sales or marketing issue you are facing in your business or practice.
10% Off On Everything We Sell – Active participants in the Client Builder Program receive a discount of 10% off any of the information products and certain marketing services sold by Client Builder Marketing.
The Opportunity to Give Someone Our Exclusive $500 “Pay It Forward” Business Gift – Every active participant in the Client Builder Program has the opportunity to give a business colleague a gift of $500 towards their enrollment in program. The person can even give this gift to someone inside their own company. Moreover, there is no limit as to the number of times they can extend this offer. The only limitation is that the $500 gift may not be given to the same person more than once and the person receiving the gift must not already be an active client of Client Builder Marketing. In addition, recipients of the gift cannot accept and redeem more than one $500 gift.
The Opportunity to Receive Our Exclusive $500 “Pay It Forward” Referral Reward - Any client, active or inactive, who introduces Client Builder Marketing to someone who eventually becomes a participant in the Client Builder program or one of our private training or coaching programs costing $2,000 or more receives a gift of $500 towards their enrollment in any of our coaching programs. There is no limit to the number of times a client can receive this reward.
Summary of What’s Included:
Coaching: Five lessons delivered over the internet.
Support: Unlimited Email Support and “Coach on Call” Telephone Support for as long as you are in the program.
Materials:
- Duct Tape Marketing book by John Jantsch;
- Duct Tape Marketing’s Ultimate Marketing System consisting of 14 workbooks and 4 audio CDs
- Marketing Plan Pro software powered by Duct Tape Marketing.
- The Client Builder Selling Workbook consisting of fourteen modules
- Your personal DISC Profile from TTI
- Lead the Field audio program by Earl Nightingale
Investment: $995 for the first month and $495 per month for every month thereafter regardless of whether you are in the Marketing Track or the Selling track. After one full year, the monthly fee drops to $195 per month for as long as you remain in the program.
Frequently Asked Questions:
What is Expected of You?
- Attend each group meeting you register to attend.
- Treat all information shared during the group meetings as private and confidential – ie. not to be shared outside the group
- Refrain from making negative comments about other members
- Notify your ClientBuilder coach if you can’t attend a workshop that you have previously registered to attend.
- Arrive at each meeting before it starts and stay until it ends.
- Complete each action assignment in a timely manner and be prepared to share the results you’re producing from it… with your fellow group members.
- Participate in group discussions, brainstorming and problem-solving sessions.
- Offer your ideas and suggestions to other members freely and openly
- Implement the marketing strategies and techniques you’re learning to the best of your abilities and in a timely manner after being introduced to them.
- Participate in role plays in the sales coaching sessions to practice and understand the concepts introduced.
How long does the program last?
That is entirely up to you. Our goal is to help you implement the Duct Tape Marketing System and the Client Builder Selling Process in your business. Some people can accomplish that task in as little as five months, while others may take a year or longer. It all depends on the size and complexity of your business along with the energy you are willing to devote to making it happen.
At a minimum we suggest that you participate in the program for at least four months. However, most of our clients stay with the program for a full year and even longer due to ongoing enhancements to technology and the ever-increasing complexities of the market.
What if you don’t like it?
We are so confident that you will find the program to be beneficial that we guarantee your satisfaction. If at any point in the program you decide that you are not getting your money’s worth for whatever reason, you are free to drop out of the program and keep everything you have received up until that point. All we ask is two weeks notice so that we can halt our billing process for the upcoming month.
If you drop out, can you ever come back?
Absolutely. There are times when our clients leave the program because they feel that they have their marketing and sales under control. However, they have found that may slip back into changes to the marketplace
When can you start?
You can begin whenever you’re ready. Literally. Each month, we offer an intensive half-day Strategy First! introductory workshop to get you started.
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