The BtoB Transformation Survey includes feedback from 103 respondents who were “involved in the purchase of a business solution or system within the past 12 months.” I’m not sure if this is a big enough sample to make a case (researchers out there, is it?) … however, it does give us pause to consider whether our sales and marketing strategies have hit the sweet spot or are way off base.

According to the survey, the following led to the other 97% of sales. Download survey.

• 33% called provider directly
• 10% chatted with providers on their website via live chat
• 53% of sales came from the provider contacting me after I asked for further information from their website

If this survey is to be believed, it means that the new reality is that the buyer is totally in control. In short, the sale is made before the prospect contacts the company.

I’m not sure that many B2B or B2C companies are geared up to handle this reality.

Google calls this before-the-sale process the “Zero Moment of Truth”.

This means that marketers have to raise their game and ensure that every avenue is covered with relevant information that the prospect needs. Thus, those companies without a well thought-out and crafted content marketing strategy will be sucking on the hind teat whilst their more clued up competitors will streak ahead.

If your company needs help with its content marketing strategy, contact The Business Generator, Jacques de Villiers.

If you don’t want to receive unsolicited email, you may want to take the Direct Marketing Association of South Africa up on its offer of ensuring that its members wont contact you again. You can go on its Don’t Contact Me Database.

From the website www.optout.co.za

Registering on this database will mean that you will not be contacted by members of the DMA (Direct Marketing Association of Southern Africa).

The DCM (Don’t Contact Me Database) helps you to make sure your address, email address, telephone and cell number are no longer available to organisations, who are members of the DMA, who want to make offers and send information that you do not wish to receive. You can also do this by contacting companies directly and asking them not to contact you.

Before you register however…
You should reflect on the fact that registering may well prevent you from receiving information which you would really like to have – thereby cutting you off from relevant and worthwhile opportunities. For example charities use telemarketing as an economical way to raise awareness and much needed support.

If you are happy to receive direct marketing contacts from some companies but not others, contact the companies who you do not wish to hear from and ask them to remove your details from their contact lists. Registering your details on the DCM could stop all contacts from all companies registered with the DMA, including charities and voluntary organisations who you might want to support.

Registration requirements
When you register you will be required to enter a valid RSA ID number and email address. On completion of the registration you will receive an email requesting that you confirm that you want to be on the “Don’t Contact Me Database” and once we have received your confirmation you will then be registered. If you do not respond within 5 days your details will be deleted. Go to www.optout.co.za if you don’t want to receive mail from the DMA’s members.

Jacques de Villiers and MindTrust Marketing presents:

Kivi Bernhard and Presentology™ – The Art & Science of Presentation and Delivery Excellence

Date: 9 December 2011
Time: 08h00 – 11h00
Venue: The Sunnyside Park Hotel, Parktown, Johannesburg, South Africa
Investment: R897.00 per person
Book with: Simone Scholtz simone@jacquesdevilliers.com or 071 670 2168

In the past, all you needed to do was “get” a job and “show up.” But, times have changed—the global economy is in deep crisis and if your organization intends to win, all members of your team must have the ability to communicate that with excellence!

Come and learn from an internationally recognised master speaker what it means to:

• Have presence and command credibility rather than just “taking up space and time”
• Get your point across in a compelling way rather than just “deliver information”
• Be “fully present” in both your verbal and nonverbal skills
• Understand the mechanics and psychology of speaking and listening and learn to transport an audience from “good” to “wow”!
• Use body language, platform psychology, stage presence and verbal skills to command attention without deviating from your core message

This is a lifetime opportunity to hear one of the most dynamic and sought after platform speakers in the world today. As an international class master speaker Kivi Bernhard has been requested to spend time with executive teams of Fortune 500’s including CNN, Home Depot, TBS, Coke and ING. Kivi is a veteran communicator with a compelling personal story and the ability to help each member of your team add to the effectiveness of your company’s message.

About Kivi Bernhard – www.kivibernhard.com

Based in Atlanta, Georgia, Kivi was born and raised in Johannesburg, South Africa. After relocating to the USA in 1997 with his wife and family and a total net worth of $860.22, Kivi went on to build a multimillion dollar international wholesale diamond business. Kivi Bernhard has received accolade from some of the finest business schools in America.

Kivi Bernhard is one of those amazing people you meet every once in a while and never forget. With an unusual synthesis, he is an orthodox Jew, passionate family man, adventurer, accomplished business entrepreneur, author and renowned speaker. CEO and founder of Kivi International LLC, an internationally known wholesale loose diamond distributor, Kivi’s business network reads like a current edition of “Who’s Who?” Tapping into this asset has allowed him access to the minds and spirit of some of the most accomplished names in the local and global business arena. A keen student of life with a huge appetite for laughter and love, Kivi is an accomplished and published musician, Judo medalist and gemological consultant.

Kivi’s “other love,” the African bush, has become part and parcel of his fiber as a human being and is what inspired the development of Leopardology™. He has an amazing ability to synthesize his lifelong passion and study of Africa’s predators with timeless life lessons across the spectrum of human experience. Often describe an amalgamation of “Crocodile Dundee” and “Jerry McGuire with yarmulka” Kivi is a riveting and captivating orator. Equally at home tracking lion deep in the African bush as he is in the executive suites of a Fortune 500, he will regale you with enthralling stories of both. A consummate professional, Kivi Bernhard is a fountain of positive energy and human potential. His personal journey, including his victories and his losses, have given him a unique laboratory in which to study the DNA of this thing we call “success.”

Testimonials for Kivi Bernhard – www.kivibernhard.com

“..Kivi Bernhard is regarded as one of the top ten platform speakers in the world today..”
Successful Meetings

I had to make this my first email of the day! Unfortunately, I had an early flight and missed your session on “Presentology™: The analysis of presentation and delivery excellence”, the second day of the meeting. All I have heard from ALL of my colleagues is that I missed a once in a lifetime experience for senior executive training. They said you were like nothing they have ever heard or experienced before. I have just purchased Leopardology, I’m very much looking forward to reading it and I am still kicking myself for not being there. It is all people are talking about.
Tammy, District Human Resources Manager – The Home Depot

Hello and it was a pleasure to meet you throughout the day at the CNN training meeting.
Mr.Bernhard – you were exceptional with a wealth of knowledge and professional experience to share. However, it was your warmth and positive energy that was captivating and refreshing to experience. It was indeed a privilege to meet and learn from you. I hope only someday to command a stage with the poise and presence that you do. What a speaker you are!
Brittanie Palumbo Entertainment & Animation Human Resources ▪ TS&O Human Resources

I write you this quick note to express what an incredible job you did at our executive training meeting in Puerto Rico. You were just outstanding and our entire sales team received very positive comments the whole day. Even though we are now the largest hotel group in the world, you have really brought our executives something unique that will not only affect our business but our lives also. You are also one of a kind speaker. Thank you friend!.
Salo Smaletz Regional Vice President Development – IHG InterContinental Hotels Group, Latin America

It was a great day yesterday. Your seminar presentation is simply ingenious and you are a very gifted speaker as well. I look forward to getting into your book.
We are heavily seasoned executives and I believe that what you gave us will not only impact our 2010, but in many ways our entire strategic thinking. We were looking for innovative thinking and wow, did you supply it! Thanks again for making our sales training event such a huge success. I would strongly introduce you to other GE divisions.
Chris A. Seeterlin Sourcing Manager / Supplier Diversity Leader GE Energy

Please allow me to share with you how excellent your presentation was at the Chicago meeting. To be quite frank with you we have NEVER heard a speaker of your caliber before. The teaching ideas of Leopardology are really just exceptional and have given us real world ideas that we can take away and implement in our business growth. These ideas are so applicable to our world of banking and financial services and you were just right on point! Congratulations on our best presentation ever heard, hands down! I will be reaching out to you very shortly. A side note, I just completed your book and it is excellent.

Kirill Vorobeychik, Vice President, Merrill Lynch

“…truly just an incredible keynote. Your message is absolutely perfect for our BCA members. A huge congratulations!…”
Ron Jaworski  – Business Clubs America

“We are the largest distributor of aerial lifts and platforms in the world. We have a worldwide presence…beyond question Kivi’s  international perspective and global business background made his keynote one of the best we have ever heard…”
George Chen, VP Sales, Genie, China


Professional speaker and author, Kivi Bernhard contacted me on 25 July to say that he would be presenting to some blue chip companies in South Africa in December. He asked if I would be interested in setting up a seminar or two (Leopardology™ and Presentology™) for my South African clients. I checked out his credentials and spoke to a couple of professional speakers from the PSASA and got glowing reviews. So, here’s an opportunity to learn from someone who is considered to be one of the top ten platform speakers in the world today …

Leopardology™ – 8 December
Presentology™ – 9 December
Venue: Sunnyside Park Hotel, Parktown
Time: 08h00 – 11h00
Investment: R897 per delegate (attend both seminars for only R1 394. That’s a R400 saving).

Book Now
Simone Scholtz
simone@jacquesdevilliers.com or 071 670 2168

Leopardology™ The Hunt For Profit In A Tough Global Economy

Heavily requested subsequent to the release of Kivi Bernhard’s critically acclaimed book, Leopardology™ – The Hunt For Profit In A Tough Global Economy! (Morgan James of NY, 2009) This is a high energy and penetrating audio-visual presentation that will take you audience deep into the African bushlands and open savannahs with the aid of award winning video footage.

The African leopard is the most successful and adaptable feline predator on earth and is master of the solo hunt. Making clients is one thing, maximizing profit and retaining them as repeat clients is quite another. It is truly an art and fast becoming the determinant of who gets to stay in business to survive the global economic transition. With incredible platform excellence that has become Kivi’s speaking signature, Kivi Bernhard will amaze, inform, motivate and inspire audiences with laughter and fun, as he extracts a possible solution from this majestic predator.

This seminar will include three of the now internationally renowned “Pillars of Positive Predatory Thinking™ ” that make up Leopardology™: You got it! Critical business thinking and strategy gleaned from the hunt of Africa’s most successful predator. It will literally leave your audience spell-bound – that is, as soon as they sit back from the edge of their seats! This presentation will empower and infuse attendees with a keen “knowledge of self” and will allow them to take precise inventory of their exact personal tooling and apparatus. This is critical, cutting-edge business and life thinking, presented like nothing you have ever experienced before. This seminar is, simultaneously, a visual, emotional and intellectual experience!

Amandla e’Ingwe – Traditional Zulu saying: “May the Strength of The Leopard Be With You!”

Presentology™ The Analysis Of Presentation And Delivery Excellence! Learning communication secrets of world class speakers

In the past, all you needed to do was “get” a job and “show up.” But, times have changed—the global economy is in deep crisis and if your organization intends to win, all members of your team must have the ability to communicate that with excellence! Come and learn from an internationally recognized master speaker what it means to:

• Have presence and command credibility rather than just “taking up space and time”
• Get your point across in a compelling way rather than just “deliver information”
• Be “fully present” in both your verbal and nonverbal skills
• Understand the mechanics and psychology of speaking and listening and learn to transport an audience from “good” to “wow”!
• Use body language, platform psychology, stage presence and verbal skills to command attention without deviating from your core message

This is a lifetime opportunity to hear one of the most dynamic and sought after platform speakers in the world today. As an international class master speaker Kivi Bernhard has been requested to spend time with executive teams of Fortune 500’s including CNN, Home Depot, TBS, Coke and ING. Kivi is a veteran communicator with a compelling personal story and the ability to help each member of your team add to the effectiveness of your company’s message.

About Kivi Bernhard

“… Kivi Bernhard is regarded as one of the top ten platform speakers in the world today…”, Successful Meetings – The Authority on Meetings & Incentives

Taking the professional speakers circuit by storm, Kivi Bernhard has been requested to keynote audiences from the Bahamas to Bangkok. Described by a leading international speaker bureau as “one of the most promising and talented speakers in the world today” Kivi is a riveting and captivating speaker and is renowned for his platform excellence.

Based in Atlanta, Georgia, Kivi was born and raised in Johannesburg, South Africa. After relocating to the USA in 1997 with his wife and family and a total net worth of $860.22, Kivi went on to build a multimillion dollar international wholesale diamond business. Kivi Bernhard has received accolade from some of the finest business schools in America.

Kivi Bernhard is one of those amazing people you meet every once in a while and never forget. With an unusual synthesis, he is an orthodox Jew, passionate family man, adventurer, accomplished business entrepreneur, author and renowned speaker. CEO and founder of Kivi International LLC, an internationally known wholesale loose diamond distributor, Kivi’s business network reads like a current edition of “Who’s Who?” Tapping into this asset has allowed him access to the minds and spirit of some of the most accomplished names in the local and global business arena. A keen student of life with a huge appetite for laughter and love, Kivi is an accomplished and published musician, Judo medalist and gemological consultant.

Kivi’s “other love,” the African bush, has become part and parcel of his fiber as a human being and is what inspired the development of Leopardology™. He has an amazing ability to synthesize his lifelong passion and study of Africa’s predators with timeless life lessons across the spectrum of human experience. Often describe an amalgamation of “Crocodile Dundee” and “Jerry McGuire with yarmulka” Kivi is a riveting and captivating orator. Equally at home tracking lion deep in the African bush as he is in the executive suites of a Fortune 500, he will regale you with enthralling stories of both. A consummate professional, Kivi Bernhard is a fountain of positive energy and human potential. His personal journey, including his victories and his losses, have given him a unique laboratory in which to study the DNA of this thing we call “success.”

Testimonials for Kivi Bernhard – www.kivibernhard.com

“..Kivi Bernhard is regarded as one of the top ten platform speakers in the world today..”
Successful Meetings

I had to make this my first email of the day! Unfortunately, I had an early flight and missed your session on “Presentology™: The analysis of presentation and delivery excellence”, the second day of the meeting. All I have heard from ALL of my colleagues is that I missed a once in a lifetime experience for senior executive training. They said you were like nothing they have ever heard or experienced before. I have just purchased Leopardology, I’m very much looking forward to reading it and I am still kicking myself for not being there. It is all people are talking about.
Tammy, District Human Resources Manager – The Home Depot

Hello and it was a pleasure to meet you throughout the day at the CNN training meeting.
Mr.Bernhard – you were exceptional with a wealth of knowledge and professional experience to share. However, it was your warmth and positive energy that was captivating and refreshing to experience. It was indeed a privilege to meet and learn from you. I hope only someday to command a stage with the poise and presence that you do. What a speaker you are!
Brittanie Palumbo Entertainment & Animation Human Resources ▪ TS&O Human Resources

I write you this quick note to express what an incredible job you did at our executive training meeting in Puerto Rico. You were just outstanding and our entire sales team received very positive comments the whole day. Even though we are now the largest hotel group in the world, you have really brought our executives something unique that will not only affect our business but our lives also. You are also one of a kind speaker. Thank you friend!.
Salo Smaletz Regional Vice President Development – IHG InterContinental Hotels Group, Latin America

It was a great day yesterday. Your seminar presentation is simply ingenious and you are a very gifted speaker as well. I look forward to getting into your book.
We are heavily seasoned executives and I believe that what you gave us will not only impact our 2010, but in many ways our entire strategic thinking. We were looking for innovative thinking and wow, did you supply it! Thanks again for making our sales training event such a huge success. I would strongly introduce you to other GE divisions.
Chris A. Seeterlin Sourcing Manager / Supplier Diversity Leader GE Energy

Please allow me to share with you how excellent your presentation was at the Chicago meeting. To be quite frank with you we have NEVER heard a speaker of your caliber before. The teaching ideas of Leopardology are really just exceptional and have given us real world ideas that we can take away and implement in our business growth. These ideas are so applicable to our world of banking and financial services and you were just right on point! Congratulations on our best presentation ever heard, hands down! I will be reaching out to you very shortly. A side note, I just completed your book and it is excellent.
Kirill Vorobeychik, Vice President, Merrill Lynch

“…truly just an incredible keynote. Your message is absolutely perfect for our BCA members. A huge congratulations!…”
Ron Jaworski  – Business Clubs America

“We are the largest distributor of aerial lifts and platforms in the world. We have a worldwide presence…beyond question Kivi’s  international perspective and global business background made his keynote one of the best we have ever heard…”
George Chen, VP Sales, Genie, China

Seminars

Leopardology™ – 8 December
Presentology™ – 9 December
Venue: Sunnyside Park Hotel, Parktown
Time: 08h00 – 11h00
Investment: R897 per delegate (attend both seminars for only R1 394. That’s a R400 saving).

Book Now
Simone Scholtz
simone@jacquesdevilliers.com or 071 670 2168

Hit the Ground Running in 2012

Do you think January 2012 is going to be the same as January 2011?

In all probability it will be the same. Most of us putter along in January trying to switch on a brain that turned to porridge over the December holidays. We shift into third gear in February and finally take off in March. Only to lose momentum in April when all the public holidays descend on us!

We don’t have time to waste (and if you believe the Mayan 2012 calendar end-of-days prediction, we have even less time to waste ) when it comes to setting up our lives for success.

The best time to start setting up the foundations of success is in November and December 2011. This gives you ample time to re-evaluate, recalibrate, re-engineer and reconnect with yourself. Set yourself up for success by hitting the ground running in January 2012.

The Business Generator, Jacques de Villiers will be running his once-a-year Goal Setting Workshop on November 10.

Jacques will not profit from this workshop

Because I want you to design a life of purpose and success … and to hit the ground running in January 2012, I’m going to make the workshop as affordable as possible.

R350.00 for a full-day workshop, including lunch, notes and community.

R40 will go to giving a Marmite sandwich to a child in need through my affiliation with Buy1Give1. This means that just by being at the workshop, each delegate will contribute 120 Marmite sandwiches to children who are less fortunate than ours.

I can’t say it better than the Community Chest, “Marmite is a nutritious savoury spread made from brewer’s yeast, packed with B-vitamins. This helps put a smear of cheer on a slice of bread and a smile on a child.”

The Fee Unpacked

R260 for venue, teas and lunch
R40 for Marmite sandwiches (that’s 120 sandwiches)
R50 for manuals and other content material

So, besides helping feed underprivileged children, what’s in it for you?

Here’s what you’ll discover on the workshop:

• How the brain works and how to fully optimise it creative power
• How to build a bullet-proof self-esteem
• How to find your purpose and become happier
• How to get meaning in your life by connecting with what’s important
• How to set goals and ACHIEVE them

Print out or share

Book Now

Venue: Sunnyside Park Hotel, Parktown
Date: November 10, 2011
Time: 09h00 – 15h00
Investment: R350

Simone Scholtz
071 6702168

Comments or questions are welcome.

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Check out what PR/PR President, Pam Lontos has to say about social media marketing.

The Top 5 Mistakes of Social Media Marketing

As a business owner, you already know the importance of utilizing traditional PR – print, radio and TV exposure – to keep your name circulating in the marketplace. Now, however, there’s a new PR outlet you need to become familiar with. It’s called Social Media Marketing, and when combined with your traditional PR efforts, Social Media Marketing can help you penetrate the marketplace with your message quicker and easier than ever before.

What is Social Media Marketing? It’s utilizing the various social networking sites to enforce your brand and market your business. A social networking site is simply an online meeting place. Think of it like an eHarmony or Match.com for business people. On such sites, people can post a profile with the hopes of meeting other like-minded professionals for business reasons.

According to the Nielsen Research Group, social networks and blogs have moved ahead of personal e-mail among the most popular online activities people engage in. Additionally, USA Today reports that the time spent on these sites is growing three times faster than the overall Internet rate. More than two-thirds of the world’s online population now visits social networking and blogging sites.

Knowing this, it’s clear that if you haven’t yet engaged in Social Media Marketing, the time to start is now. But before you do, you need to be aware of the top mistakes businesses make with this PR outlet so you can avoid them and get the biggest return for your marketing investment.

Mistake #1: Having more than one face on the Internet

When you’re engaging in Social Media Marketing (called SMM from here on out) you’re really building your image from the ground up. The goal of SMM is to virally spread parts of your image across the Internet. The word “parts” is important. Basically, you’re starting with a holographic image of yourself in the virtual world. You then need to break that hologram apart and find the appropriate places on the Internet where you can frame certain pieces of that hologram.

When someone looks at all the pieces at the various sites, they should be able to put them together to see a single whole. They should not see multiple images of who you are, as that would ruin your credibility. Therefore, if you have multiple Facebook accounts, for example, your personal one has to be hidden and by invitation only. You don’t want that other image out there confusing people and possibly diminishing your reputation.

Mistake #2: Collecting friends

SMM is how you create instant buzz on the Internet by getting the same message out over and over. It’s spreading your message and getting yourself branded so you can get more business. Social networking, on the other hand, is about making friends. For example, you’ve likely seen someone on LinkedIn who has 25,000+ contacts. That’s great, but what do you do with all those contacts? Remember, just because you have a phone book in your office doesn’t mean you can open the book at random, pick a name, and call them for business.

When you collect a contact, you’re supposed to be opening the door to exchange information and build a relationship. Think of it as relationship marketing in the 21st century, and the same rules apply. The only difference is that you’re building the relationship online rather than over coffee.

Mistake #3: Putting out the wrong messages

You’ve likely seen people put posts on Twitter or Facebook that say something like, “John Smith is watching a great movie and eating popcorn.” Such messages may be fine for personal networks, but for business networks you need to put out messages that are useful to your readers. In other words, don’t talk about yourself. You want to give valuable tips and advice so that the people who read your posts want to repost them to their own sites. That’s how your message spreads virally.

The key is to keep your messages consistent. Remember that people are subscribing to various feeds in order to get your information. They are essentially saying that your message has value. That’s why you can’t do a series of sales tips and then post a couple of your favorite omelet recipes. You have to stay on message, and your message has to be for your readers.

With that said, it is okay to occasionally have a press release type message that says something like, “John Smith is speaking at ABC Convention on employee productivity today.” Such a message does two things: 1) It tells people they might not get a tip today or tomorrow because you’re busy, and 2) It shows that other big-wigs out there think your message is important. It’s a positive reinforcement that boosts your credibility, so long as you don’t do it too frequently.

Mistake #4: Posting inappropriate information.
Don’t allow yourself or anyone on your site to post anything online that you don’t want your most conservative client to see. You never know where something will end up, especially since the nature of the Internet is for things to spread virally. For example, a CEO of a corporation had a picture of himself and his girlfriend on a topless beach in Mexico. In the photo she’s riding on his shoulders with her breasts exposed. For some reason, he decided to post the photo on his personal invitation-only Facebook site.

The only problem is that he was married. His wife (or rather, his now ex-wife) saw the photo. How? Someone on his invitation-only Facebook account thought it was a great picture and decided to repost it on the public Internet. To top it all off, his board of directors got wind of the photo and fired him. Now he’s no longer employable in that field or that position again. The moral of this story: Never post anything on any site that you wouldn’t personally show your own grandmother.

Mistake #5: Assuming that it is better to have your message in only one place on the Internet.
In the “old days” of the Internet, people believed they had to keep all their content on their own Web site. The theory was that spreading it out ruined your credibility and diminished your reputation as being a unique business. Not so today. In fact, with SMM, the opposite is true. The more places you can get your message to appear simultaneously, the more effective your message will be.

Think of it as constructing a funnel. You want to lay several trails of information, all of which lead to your main site. Therefore, no matter how someone stumbles upon you, as long as they “follow the trail,” they’ll eventually find you. That’s essentially what you’re doing with your Twitters and other SMM messages. You’re putting out kernels of information. If someone wants the next kernel, they have to follow the trail. Eventually it funnels them to one Web site, which is where you wanted them to be anyway. You’re creating an environment where people see your message everywhere. As a result, you now have their attention and you have the opportunity to sell your product, your services, or whatever you’re selling at that point of distribution.

Here’s an example of the power of funneling: Recently Aaron Chronester posted a message on Twitter. Someone saw his post and reposted it on their blog. CNN and the New York Times found the post interesting and reported on it. Because of that exposure, Chronester got a book deal from Simon and Schuster. So, what was his post about? Current events? Global warming? A tell-all celebrity biography? Nope. It was a Twitter post with a unique bacon recipe, as Chronester was trying to get publicity for a barbeque club he belonged to. That’s how powerful funneling your message can be.

Get Noticed with SMM
The marketplace is changing, and you have to change with it. Your name has to be everywhere – in print, on radio, on TV, and on the social networking sites. The more you can get your name and message circulating in the various mediums, the higher your chances of clients seeing your information and ultimately hiring you. Thanks to SMM you can get your message out to thousands of people in an instant. And the results are greater credibility, more exposure, and higher sales – all of which positively impact your bottom line.

About Pam Lontos

Pam Lontos is president of PR/PR, a public relations firm based in Orlando, Florida. She is author of I See Your Name Everywhere and is a former vice president of sales for Disney’s Shamrock Broadcasting. PR/PR has placed clients in publications such as USA Today, Entrepreneur, Time, Reader’s Digest, and Cosmopolitan. PR/PR works with established businesses, as well as entrepreneurs who are just launching their company. For a free publicity consultation, e-mail Pam@prpr.net or call 407-299-6128. To receive free publicity tips, go to www.prpr.net and register for the monthly e-newsletter, PR/PR Pulse! ]]> http://www.jacquesdevilliers.com/2011/10/the-top-5-mistakes-of-social-media-marketing/feed/ 1 http://www.jacquesdevilliers.com/2011/08/how-to-close-more-deals-more-consistently/ http://www.jacquesdevilliers.com/2011/08/how-to-close-more-deals-more-consistently/#comments Thu, 25 Aug 2011 09:59:59 +0000 Jacques de Villiers http://www.jacquesdevilliers.com/?p=634 Three of South Africa’s top sales and marketing experts have joined forces for half a day to enlighten, enchant, entertain and inform sales professionals on
The Neuroscience of Persuasion – How To Close More Deals More Consistently.

• Ian Rheeder – The Neuropsychology of Persuasion [Understand how your prospect's brain works during the sales process]
• Ray Patterson – How to become a RAP sales person [Motivating sales people to be proud of their profession]
• Jacques de Villiers – How to Sell Face-to-Face in a Digital World [Coming to grips with a more sophisticated and discerning buyer]

The Neuropsychology of Persuasion – Ian Rheeder

Ian Rheeder

At a neuropsychological level, few salespeople have ever considered what their customer’s are going through during the sales and negotiation process. Put yourself a decade ahead of the pack and learn to do the following:

• Understand the Big-8 primal emotions in a sales situation
• The eight levers of persuasion
• The neuroscience behind asking the most important trust-building question in sales
• The neuropsychology behind why we can’t remember names (straight after being introduced to someone)
• The neuropsychology of handling objections
• The neuropsychology behind why mentioning ‘win-win’ is so important during negotiations

About Ian

With abundant experience in both B2B and FMCG, Ian Rheeder is a registered Chartered Marketer who differentiates himself as a master of both sales and marketing management. Ian is a full-time marketing consultant and trainer, spending much of his time facilitating strategic workshops with clients. His sales and marketing management experience includes 30 international FMCG & B2B brands.

Ray Patterson – How to become a RAP Sales Professional

Ray Patterson

Whenever Ray presents his 45-minute keynote he gets rave review. If you’re going to listen to one ‘sales motivation talk’ this year … this is the one. It will leave you inspired and ready to tackle your sales career with renewed vigor.

• Stop being a “Rep” (Someone who represents their product or service) and start being a “RAP” Responsible, Accountable and Proud. Someone who uses skills and techniques to SELL their product or service.
• Be proud of yourself and your profession. Nothing ever happens, until a sales person sells something!
• Are you EEE enabled. Energy, Enthusiasm and Excitement. These are critical to sales success. Having the knowledge and skills without the right attitude is a recipe for disaster in sales. Everyone relies on your enthusiasm. Your customer, your company and your family.
• Emotion verses logic. All people buy the same. They make a decision based on an emotion and defend the sale with logic.

About Ray

Is passionate about the sales profession and about sales people being proud of who they are and proud of what they do. He is a dynamic presenter with a lifetimes experience in sales and sales management. With more than 40 years experience in the selling profession, Ray is a ‘salesman’s salesman’.

How to Sell Face-to-Face in a Digital World – Jacques de Villiers

Many sales people are confused and hesitant to embrace the Internet and Social Media to connect with, and sell to, their prospective clients. Sales people need to connect with the buyer on the buyer’s

Jacques de Villiers

terms … and, if that means that the buyer wants to relate via digital media, then the sales person needs to adapt to the changing demands.

Discover …

• How to use digital media to find prospects and connect with clients
• The 3 ways to improve your business
• The importance of being #1 in your niche market
• How to position yourself as an expert

About Jacques

Jacques has been helping companies make sense of marketing and sales for real return on investment since 1998.His clients have named him The Business Generator because his marketing and sales strategies, processes and systems have brought them in additional revenue that they never bargained on. His expertise is firmly grounded in the marketing, sales and employee motivation arena. In his journey with his clients, he is laser focused on generating them more revenue through ‘lead generation’, ‘lead conversion’ and motivated staff.

Book Now

Investment: R897.00 per delegate.
If you book 5 or more people from the same company, one can attend for free [You pay for 4].

Book with Simone Scholtz:

Mobile: 071 670 2168
Email: simone@jacquesdevilliers.com

Programme

08h30 for 09h00 – Registration

09h05 – 09h55 – Ray Patterson [How to Become a RAP Sales Professional]

10h00 – 10h45 – Jacques de Villiers [How to Sell Face-to-Face in a Digital World]

10h45 – 11h05 – Tea break

11h10 – 11h55 – Ian Rheeder [The Neuropsychology of Persuasion]

12h00 – Close and Thanks

Check out the details below.

Jacques de Villiers has crafted a new course for sales professionals who have been in the saddle for a while but are not cutting it right now or who just want to get that extra edge over their competitors. Let’s face it, it is a different business-to-business (B2B) ‘sales’ world out there now. What worked two years ago is certainly not working now. I don’t need to tell you that the economy is tougher, nor do I need to tell you that the prospect of today is also a different animal altogether. The truth is that today’s B2B buyer is more sophisticated and needs an altogether new approach.

Prospecting is Dead

Remember the ‘good old days’ when you phoned 10 people for an appointment and you got to see three. Those days are gone. I’ll bet my last cent that the ratios run more to every 30 people you phone, you get an appointment with one. You’ve got more chance of going to your prospect’s voice mail and of headed off at the pass by her gatekeeper than you have of actually connecting face-to-face. Old school prospecting and selling is dead.

How to Sell Face-To-Face in a Digital World

Is designed to help sales professionals come to terms with the new selling playing field, adapt to it and master it so that they can make more sales.

On the Master Class you’ll discover:

• How to master yourself and the new environment you are selling into.
• How to create a profile on your ideal client so that you can laser focus on those prospects that really matter and discard those that don’t. This strategy alone will ensure that you don’t lose 20 hours a week.
• Where to find your ideal client on the Internet and through social media.
• Why it is important to position yourself and your company as #1 in your market space.
• How to narrow your focus and niche your product or service even if you have multiple offerings and multiple markets.
• How to craft power scripts that will get you an appointment more often than not.
• How to write and deliver compelling voice messages to ensure that your prospect phones you back.
• How to position yourself as an expert. Tip: The 21st Century buyer is not interested in fluffy, flabby generalists. She’s looking for laser focused experts that can solve her particular problem.
• How to tell your company’s and your story so that you can emotionally connect with your prospect and get her to favour you over your competitors.
• How to use Facebook, You Tube, Twitter and Linked In for prospecting and sales success. Yes, I know you don’t want to get into this space because it is an unknown and it is scary. All I know is that companies that are allowing their sales force to get into conversation with their clients and prospects are in many cases doubling and tripling their sales. The truth is that you have to embrace social media or go the way of the dinosaur.
• How to conduct an effective sales meeting. There’s no doubt that the sale still happens belly-to-belly and eyeball-to-eyeball. The problem is that most sales people still haven’t mastered this important aspect of the sale. If you don’t believe me, consider what the Harvard Business Review claimed in 2010: “Only 9.1% of sales meetings result in a sale and just 1 out of 250 sales people exceed their targets.”

About Jacques de Villiers

Jacques is a sales and marketing strategist who specialises in developing sales professionals, sales managers and sales/marketing teams. He has more than 170 companies close more deals more consistently through his Architecture of Selling Systems since 1998.

Investment

R1997.00 per delegate
This includes:

• The Architecture of Selling Manual
• Template: How to Profile Your Ideal Client
• Template: How to Write A Compelling Script to Secure Qualified Appointments
• Template: How to Write an Effective Voice Message
• And, of course, refreshments

Bonuses

• Secrets to Success in the Corporate World. This book is packed full of strategies that you can use to ensure you succeed at work and in life. It has been co-created by 10 of South Africa’s leading people empowerment experts. Value: R150
• How to Persuade Anybody to do Almost Anything. This DVD contains the six essential strategies that influence people to buy.

To Book

Contact Simone Scholtz 071 670 2168 simone@jacquesdevilliers.com