3 minute read
Fall Conference Preview
John Martindale about what Brothers Services’ salespeople were doing on their sales calls. We realized that it takes salespeople an average of ten minutes to get through the first pass of the presentation. Ten minutes is a long time online and they were even getting it wrong. The beginning of the presentation is crucial to getting the sale. It’s the “why” behind the whole CCN process, but that’s hard to convey quickly when you have a prospect in front of you asking, “How much is it going to cost and why can’t you lower your price?” This led to us producing a short video that in less than two minutes, covers the entire first part of the CCN presentation. Then the salesperson can jump right into answering the questions. After testing it we found that it was not only successful with the consumers, but the salespeople liked it because it made their job much easier. Now, we don’t have to worry about the salespeople getting the “why” right. Once they play the video, the salesperson can transition right into answering the questions using their own answer materials. This has resulted in higher customer satisfaction with the sales process and increased closed sales.
What idea will pay your CCN dues?
That only came about because I spoke with one of the members and found out that we needed to speed up the process. This will be one of the things we’re going to teach in the sales mastery program in August. You don’t have to be a statistician or a Ph.D. in math to know that one little change may pay for your CCN dues for years.
The new CCN is here.
CCN is going to deliver our training in a whole new way. We’re going to be delivering our training via livestream and transforming the entire business to a whole different model. We used to think that we were in the live event business, holding training classes when there was enough demand. This has all changed. We’re becoming an online university for contractors with additional networking capabilities and benchmarking. It’s changed the way our whole business is going to operate and provide a whole lot more value for everyone. Since everything will be livestreamed, attendees will not have to travel. This eliminates our need to find venues to hold the training, which will allow us to hold training classes every month. This will allow a company to get a new employee trained almost immediately and avoid any downtime, not to mention that the cost of training will be reduced significantly, which will save everyone money. Never underestimate the power of networking with others in your field. Even for contractors who have been in it for a long time, with changes happening so quickly and new people coming into our industry, there is always something new to learn and implement.
CCN LIVE-STREAM EVENT CCN LIVE-STREAM EVENT CCN LIVE-STREAM EVENT
Join us for the CCN Fall Conference September 30-October 1 10am-5pm est
Virtual happy hour 6pm-7pm September 30
The CCN Fall Conference will take place from September 30-Oct 1 and will focus completely on the new normal and making 2020 beyond a success. Highlights include a deep dive into the CCN 3.0 Sales Mastery training and best practices for selling virtually. The Masterminds have always been the heart of CCN conferences where contractors can take advantage of the network, but they’ve never been more important in this rapidly changing landscape. Additional sessions devoted to COVID and keeping workers safe and succeeding remotely will unfortunately be as important as ever. But there will be an equal focus on moving forward with new online marketing strategies, the best technology for success, and a panel on just what the new normal is going to look like.
