Prospect More Effectively with a Credibility Introduction
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This document, created by Valueselling Associates, presents a webinar on effective prospecting strategies using a credibility introduction. It emphasizes the importance of making a strong first impression within the first 30 seconds and anchoring credibility during the initial meeting. The document provides insights on crafting a credibility introduction, as well as best practices for engaging senior decision-makers in sales conversations.
![© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
The 30-Second Credibility
Introduction Parts:
“[Power], my name is Doug Von Koenig with ValueSelling
Associates, we help companies accelerate their business results.
The comments from your earnings report (substitute connect
point as appropriate) reminded me of another client, a top
Polymer company who was struggling to achieve revenue goals.
They had forecast issues meaning too many stalled deals and
their overall pipeline was too low. By working with ValueSelling
they were able to reduce stalled sales by 30% and at the same
time grow their qualified pipeline 3X within the first six months.
They said this was worth over $28M to them in those six months
alone.”](https://image.slidesharecdn.com/vsacredibilityintroductionsdougvonkoenig-190221205445/85/Prospect-More-Effectively-with-a-Credibility-Introduction-20-320.jpg)
![© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
The 30-Second Credibility
Introduction Parts:
“[Power], my name is Doug Von Koenig with ValueSelling
Associates, we help companies accelerate their business results.
The comments from your earnings report (substitute connect
point as appropriate) reminded me of another client, a top
Polymer company who was struggling to achieve revenue goals.
They had forecast issues meaning too many stalled deals and
their overall pipeline was too low. By working with ValueSelling
they were able to reduce stalled sales by 30% and at the same
time grow their qualified pipeline 3X within the first six months.
They said this was worth over $28M to them in those six months
alone.”
“The reason I’m asking for time on your schedule is to see if there
is an opportunity for similar success in your organization? Are
these challenges similar to your top challenges and can we
schedule time to discuss what those are please?”
Voice
SMOOTH
TRANSITIONS](https://image.slidesharecdn.com/vsacredibilityintroductionsdougvonkoenig-190221205445/85/Prospect-More-Effectively-with-a-Credibility-Introduction-21-320.jpg)
![© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
The 30-Second Credibility
Introduction Parts:
“[Power], my name is Doug Von Koenig with ValueSelling
Associates, we help companies accelerate their business results.
The comments from your earnings report (substitute connect point
as appropriate) reminded me of another client, a top Polymer
company who was struggling to achieve revenue goals. They had
forecast issues meaning too many stalled deals and their overall
pipeline was too low. By working with ValueSelling they were able
to reduce stalled sales by 30% and at the same time grow their
qualified pipeline 3X within the first six months. They said this
was worth over $28M to them in those six months alone.”
“The reason I’m asking for time on your schedule is to see if there
is an opportunity for similar success in your organization? I will
call you next Monday at 8 AM, please let me know if there is a
better time…”
Email
SMOOTH
TRANSITIONS](https://image.slidesharecdn.com/vsacredibilityintroductionsdougvonkoenig-190221205445/85/Prospect-More-Effectively-with-a-Credibility-Introduction-22-320.jpg)
Prospect More Effectively with a Credibility Introduction
- 1. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Prospect More Effectively with a Credibility Introduction Presented by Doug Von Koenig Associate February 21, 2019 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. Thank you for joining us today. We will be getting started shortly. In the meantime, please share the location that you’re joining us from. Submit your answer in the Q&A window.
- 2. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar #KeepItSimpleDriveResults
- 3. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Prospect More Effectively with a Credibility Introduction Presented by Doug Von Koenig Associate February 21, 2019
- 4. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. All rights reserved. Credibility
- 5. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® cred•i•bil•i•ty (noun) believability, reliability, plausibility, trustworthiness
- 6. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Sales What my friends think I do. What my mom thinks I do. What my society thinks I do. What my customers think I do. What I think I do. What I really do.
- 7. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The Stereotype….
- 8. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
- 9. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® You have 30 seconds to gain the attention of a senior decision- maker
- 10. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® This is the first 30 seconds of the conversation, you need to own it like a boss! You have 30 seconds to gain the attention of a senior decision- maker First Contact © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
- 11. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Get it right = proceed Get it wrong = you’re done
- 12. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® You have about 2 minutes to anchor your credibility at the first meeting… • This is the first 2 minutes of your speaking time, meaning if Power has some things to say first, no problem!
- 13. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® You have about 2 minutes to anchor your credibility at the first meeting… • Remind them of the CI that got you the meeting, then add a second CI example!
- 14. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 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 © 2017 ValueSelling Associates, Inc. All rights reserved. ValueSelling believes… First meeting requires that you anchor credibility in about 2 min
- 15. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • Creating your Credibility Introduction • ValueSelling best practices for leveraging your Credibility Introduction • To get Power to agree to 1st meeting • To anchor your credibility when you get in front of Power • To transition from your credibility intro to talking about Power’s top challenge (and so your sales cycle begins…) • For effective prospecting • Adapting it to different types of clients, verticals or markets • Adapting it to both sales and marketing • Questions – fire at will What we’ll learn today
- 16. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® A gift for you! A complimentary review of your credibility Introduction We will review your email and provide specific feedback and coaching Email Doug Von Koenig directly: doug.vonkoenig@valueselling.com
- 17. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Creating your credibility introduction The financial reward was good You’ve done this before for another client I can relate to; you solved problems similar to mine
- 18. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The 30-Second Credibility Introduction Parts: Who/What: Doug Von Koenig, Partner ValueSelling, accelerate business results Challenge Solved: Top Polymer company struggling to achieve revenue goals Top 1-2 problems: They had forecast issues; too many stalled deals, overall pipeline too low Value: Stalled sales reduced by 30% and qualified pipeline grew by 3X within first six months, they said this was worth over $28M to them in those six months Where’s your credibility
- 19. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are we intentionally not including at this point? Anything about our capabilities (products & services)? Why not? Makes us sound pitchy and, more importantly, Power does not care, yet… The 30-Second Credibility Introduction Parts: Who/What: Doug Von Koenig, Partner ValueSelling, accelerate business results Challenge Solved: Top Polymer company struggling to achieve revenue goals Top 1-2 problems: They had forecast issues; too many stalled deals, overall pipeline too low Value: Stalled sales reduced by 30% and qualified pipeline grew by 3X within first six months, they said this was worth over $28M to them in those six months
- 20. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The 30-Second Credibility Introduction Parts: “[Power], my name is Doug Von Koenig with ValueSelling Associates, we help companies accelerate their business results. The comments from your earnings report (substitute connect point as appropriate) reminded me of another client, a top Polymer company who was struggling to achieve revenue goals. They had forecast issues meaning too many stalled deals and their overall pipeline was too low. By working with ValueSelling they were able to reduce stalled sales by 30% and at the same time grow their qualified pipeline 3X within the first six months. They said this was worth over $28M to them in those six months alone.”
- 21. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The 30-Second Credibility Introduction Parts: “[Power], my name is Doug Von Koenig with ValueSelling Associates, we help companies accelerate their business results. The comments from your earnings report (substitute connect point as appropriate) reminded me of another client, a top Polymer company who was struggling to achieve revenue goals. They had forecast issues meaning too many stalled deals and their overall pipeline was too low. By working with ValueSelling they were able to reduce stalled sales by 30% and at the same time grow their qualified pipeline 3X within the first six months. They said this was worth over $28M to them in those six months alone.” “The reason I’m asking for time on your schedule is to see if there is an opportunity for similar success in your organization? Are these challenges similar to your top challenges and can we schedule time to discuss what those are please?” Voice SMOOTH TRANSITIONS
- 22. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The 30-Second Credibility Introduction Parts: “[Power], my name is Doug Von Koenig with ValueSelling Associates, we help companies accelerate their business results. The comments from your earnings report (substitute connect point as appropriate) reminded me of another client, a top Polymer company who was struggling to achieve revenue goals. They had forecast issues meaning too many stalled deals and their overall pipeline was too low. By working with ValueSelling they were able to reduce stalled sales by 30% and at the same time grow their qualified pipeline 3X within the first six months. They said this was worth over $28M to them in those six months alone.” “The reason I’m asking for time on your schedule is to see if there is an opportunity for similar success in your organization? I will call you next Monday at 8 AM, please let me know if there is a better time…” Email SMOOTH TRANSITIONS
- 23. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • Use your CI every time you meet someone new, period. • Even if you are being introduced from someone on Power’s team • Even if they reached out to your company first • Use both email and voice follow-up (or vice versa), exact same content • Have your CI in front of you when calling (meaning don’t try and do it from memory) • Your CI needs to be vertical market specific (meaning if you’re calling on Healthcare use a medical company example…) • The idea gap is too wide if you use an auto manufacturer as your example calling on someone in Healthcare… Best Practices © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
- 24. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 30-second version to gain access 2-minute version will anchor your credibility during the initial meeting, works the same via phone or in person Anchoring Your Credibility
- 25. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 2-minute Credibility Introduction First Meeting • Hello Power, 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.
- 26. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 2-minute Credibility Introduction First Meeting • More specifically, these results come from leveraging our unique single page probing question based toolset which enables the sales and marketing teams to work smarter and speed up their efficiency by at least 30% This usually results in at least a 10% revenue increase in the first year… • I already mentioned that one of our client’s reduced their stalled sales 30% while also growing their pipeline 3X within the first year. This was worth $28M to them. ABC Company leveraged ValueSelling to launch their enterprise business and realized a 23% attach rate within the first six months. This was worth over $100M to them… • 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 2019 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 are you expected to do to contribute to these goals?
- 27. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Adapting it to both sales & marketing • Who are you and what you do? • That you solved a top business challenge for an organization similar to mine. • What were the top connected 1-2 problems? • What value (financial impact) did they receive from it?
- 28. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Adapting it to both sales & marketing • Who are you and what you do? • That you solved a top business challenge for an organization similar to mine. • What were the top connected 1-2 problems? • What value (financial impact) did they receive from it?
- 29. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Marketing • 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 message is that we are the world’s best problem solvers…
- 30. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® “I don’t want to call.” The joys of prospecting! Prospecting
- 31. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 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… Effective Prospecting Overview
- 32. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > webinars to find recorded prospecting webinars Effective Prospecting Webinar Online B2B Prospecting Challenges Webinar Create a Sales Cadence to Drive Top-of-Funnel Growth Engage Prospects by Asking Better Questions
- 33. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® A gift for you! A complimentary review of your credibility Introduction We will review your email and provide specific feedback and coaching Email Doug Von Koenig directly: doug.vonkoenig@valueselling.com
- 34. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Questions?
- 35. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > webinars to download today’s slides At the end of today’s webinar
- 36. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 36 Mitigate Risk by Posing Anxiety Questions March 21, 2019 | 10:00 AM Pacific Save the date!
- 37. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • Keep it simple. Drive Results. Doug Von Koenig +1 269 428 8269 doug.vonkoenig@valueselling.com in/doug-von- koenig-81ba5812/ ValueSellingAssociates Thank you!