Do you feel bored when you’re thinking about your corporate offers? Perhaps you’re only just starting to consider selling B2B and you’re not really sure what you can even sell to companies… or what types of products/ services that they buy? Well, in today’s episode I’ve got you covered – and we’re diving into all things offers. So if you’ve been stuck, searching frantically for the best ways to package your skills and make them immediately interesting and sellable to corporate organisations, this episode is the one for you!
In this episode, I’m sharing;
- What a corporate offer, product or service really is. ([03:14])
- Why it’s important not to let corporate organisations dictate which types of offers you are going to sell. ([05:06])
- The main reasons that certain solutions don’t work for corporate organisations. ([06:08])
- How to get stakeholders / decision makers to be open to having a conversation about alternative solutions. ([07:10])
- How keynote talks can be a great offer for corporate companies to buy for their employees. ([08:11])
- Whether a keynote talk has to be motivational in nature for corporate companies. ([08:27])
- Jay Baer and why he’s one of my favourite B2B corporate sellers. ([10:03])
- Liz Wiseman and the ways that she’s changing the way corporations work. ([10:44])
- The price ranges expected for corporate organisations to pay for keynote talks. ([12:45])
- Core skills you need to be able to create a sought after keynote speaker revenue stream for corporate organisations. ([13:40])
- Why Lunch and Learn sessions can be incredibly valuable to corporate companies. ([16:11])
- Practical elements to Lunch and Learn sessions – and what they really entail. ([17:41])
- Personality types/ business owners that are best suited to delivering Lunch and Learn sessions. ([18:46])
- Indicative pricing for lunch and learn sessions. ([19:35])
- Selling retainers to corporate organisations. ([20:02])
- Training I’ll be delivering on retainer sessions at the Converting Corporates event this April. ([20:24])
- The most common reason that small business owners tend not to sell retainers spectacularly well to corporate organisations. ([20:58])
- How retainers impact your relationship with decision makers and stakeholders in corporate companies. ([22:04])
- The two different types of retainers you can sell to corporate organisations. ([23:04])
- Indicative pricing for retainer projects being sold to corporate clients. ([24:33])
- Why you need to be confident and competent in pricing your corporate services if you want to sell retained packages / services to corporate clients. ([25:04])
- Selling passive income products to corporate clients – and whether they really work in the corporate space. ([26:47])
- Low transformation, high volume products and the role they have to play in corporate companies. ([27:41])
- How to create high transformation, low touch passive products for corporate companies. ([29:12])
- How one of my C Suite clients is using their book to create consistent revenue (passively!) (30::18)
- Major considerations you need to make when selling passive / licensed products to corporate companies. ([32:35])
- The serious considerations you need to make if you didn’t have the revenue generation you expected last year. ([36:01])
Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We’re covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: https://bit.ly/ConvertingCorporatesEvent2022
Key Resources Mentioned in this Episode:
Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now:https://sellingtocorporate.com/the-c-suite/
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
https://sellingtocorporate.com/corporate-bundle/
How to leave a review –
https://sellingtocorporate.com/how-to-leave-a-podcast-review-on-itunes/
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:
https://jessicalorimer.as.me/?appointmentType=12012999
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:
https://sellingtocorporate.com/top-5-business-development-question-guide/
