It is all about results and only results!

I have been running advisory board for several years now and I have been asked why I offer a 100% return on your investment guarantee to the board members.

The answer is simple: we get results.

Let me share with you a case study.

I had a company owner join The Entrepreneur’s Advisory Board because he wasn’t closing any sales. Here are the three steps we took to help him:

1.His advisors had him create a presentation of 30 minutes he would take all his prospects through. This accomplished three things for him:

a.It slowed him down. He knew his product so well that his prospects could not keep up with him. This caused several problems for him.

b.We reviewed the presentation and his delivery for clarity and focus and made recommendation for improvement. During the presentation we had him include specific questions to get the prospect involved.

c.We changed the focus of the sales presentation from “look how great we are” to “here is what is in it for you” when you work with us.

As a result of that approach three things happened:

1.He started to understand his prospects differently. Objections started coming up that he had not heard before. We started to address each objection in turn and craft specific remedies to help the prospect understand better.

2.We saved him a lot of money in marketing because there was no need to leave behind marketing collateral. His prospects understood the product and process and what was in it for them when they worked together.

3.He realized he was selling into the wrong markets

He kept changing his presentation as he learned about his customers and addressed the objections in his presentation.
He changed his market from manufacturers to professional services firms and he determined the major hurtle that prevented his clients from moving forward with him and addressed this right up front in his sales presentation (they were concerned about the amount of time it would take.) He assured them it would take just a few hours and not the weeks of they thought they would need. He backed it up with a guarantee: if it took more time than planned he would reduce his price 10%.
After a lot of hard work his backlog grew to 10 good opportunities. He closed his first big opportunity recently that he expects will put 100K in his pocket over the next 12 months.
It was really fun for his group of advisory to watch the stress leave his body, see the smile come back to his face and watch work be fun again.

Not bad for six months of work.

Do all my clients get these results? Of course not. Not all clients are as coachable. Not all clients will work as hard and not all client will change their behavior when something is not working. He did everything that was asked to do.
Over the course of the next few weeks I will be posting more studies. I do not what you to think this was an accident or a onetime event. It was not.

Call me if you want to see how The Entrepreneur’s Advisory Board can help your business. If you are a business coach or a business consultant and you want to offer an advisory board service to your client please let me know.

Your Professional Business Coach
Ron Finklestein
330-990-0788
ron@akris.net