We are excited to share with you CLIENT ACQUISITION of the Three Volume Set of the BUSINESS BLUEPRINT FOR SUCCESS. In this book, you will be immersed into 13 chapters of 120 chapters that contain hundereds of lesson plans and business development modules to move you and your business to higher levels of business success. Each of these 13 chapters were developed over the last 25 years of studying and implementing business success concepts that work! Each month, we update many of our Business Development Lesson Plans… which is why this BOOK is in a spiral bound binder, so that you can insert the updated lesson plans as they are released for more powerful/current strategies!
In this Client Acquisition, we will start with teaching you the strategies of developing your Business “Client Acquisition”… and creating your map to “Success” with understanding who are your “Customers” and “Clients” for your company. We will then discuss with you how your “Lead Generation” and “Lead Conversion” will be two of the many foundations stones you will need to achieve higher levels of financial success. You will also learn how to understand the “Paradox of a Sale” … the “Target Marketing” and the “Referral Marketing” you need to develop your “Strategic Alliances”. You will also learn about how to develop reliable and consistent “Broadcasting” and increase your “Web Presence” in competing within your Target Market.
TABLE OF CONTENTS
CLIENT ACQUISITION “Business Development Modules & Lesson Plans”
From “Client Acquisition” to “Social Networks”
How “Business Smart” are you: “Can you Help “Tommy Boy”? Page: 10
Multiple Choice Test Page: 13
81. Client Acquisition: How to attract, sell to and keep customers/clients for life
Identify, Communicate, Attract Page: 14
EXTRA CREDIT: What are SMART STRATEGIES? Page: 22
82. Customers & Clients: Everyone’s favorite radio station is WIIFM
Serve, Benefits, Exchange Page: 26
83. Lead Generation: The art & science of identifying/contacting potential clients
Data, Identify, Communicate Page: 34
How to Get More Customers and Clients Page: 42
84. Lead Conversion: The art and science exchanging of money – products
Agreement, Exchange, Benefits Page: 48
85. Paradox of a Sale: A successful sale is based upon “disagreement”.
Perception, Value, Exchange Page: 56
86. GADECK: Greetings, Approach, Discovery, Editing, Closing, Contract
Join, Reveal, Solve Page: 64
87. Target Marketing: Communicating your compelling message to a target
Culture, Communication, Delivery Page: 72
How “Business Smart” are you: “Can you Help Goldilocks”? Page: 80
Multiple Choice Test Page: 83
88. Referral Systems: Create a reciprocal, sustaining & profitable referral network
Integrity, Credibility, Revenue Page: 84
How to Give and Receive Better Referrals Page: 92
89. Strategic Alliances: The reciprocity of specific WIIFM referral network
Respect, Reciprocity, Referrals Page: 96
90. Broadcasting: Sending out the message to “all” to hear, see and feel
General, Communication, Engage Page: 104
91. Web Presence: Maximizing what your interest “presence” will create for you
Internet, Social, Visible Page: 112
92. Internet Strategies: Understanding ballet while rafting on a category 5 river
Optimization, E-Commerce, Strategy Page: 120
93. Social Networks: People will buy from those who have visibility & credibility
Online, Reputation, Community Page: 128
How “Business Smart” are you: “Can you Help Snow White”? Page: 136
Stretch Your Mind Page: 139
Table of Contents for Volume One, Volume Two, Volume Three: Page: 140
About the instructor
Shawn R. Jackson
Business Development Consultant
Mr. Jackson is a highly accomplished and results oriented Attorney & Instructor with over thirty years of broad-based sales/business development and marketing experience. He consistently receives excellent responses and results. His exceptional analytic, planning and organizational abilities coupled with excellent leadership, presentation and interpersonal skills and a dedicated work ethic creates an opportunity for businesses to grow and prosper.
BUSINESS DEVELOPMENT ATTORNEY - 18 Years
His experience includes consulting and transactional business development both in private practice and with various Community Chambers. His private practice includes business development and compliance issues for general corporations, close corporations and Limited Liability Companies. He has assisted multiple clients on legal formation, compliance and business structure, systemic development, strategic business growth and both National & International negotiations.
Incorporation Startups including “C” Corps, “S” Corps & LLC’s
Transactional Business Law, Intellectual Property, Contracts
Contract Disputes, Real Estate Disputes
Law and Business Development Center
Alternative Dispute Resolution
Empire Law School (cum laude)
BUSINESS OWNER - 38 Years
He has developed successful businesses for over 30 years with in-depth experience in manufacturing, retail and employee development skills. He is an astute, results-oriented leader with proven success in managing retail teams and achieving profitability within 90 days of the commencement of the venture.
Owned & Operated Wholesale/Retail/Manufacturing Businesses since 1975.
Developed Successful Business Teams
Sales Training & Business Development for National Manufacturer
Board of Directors: Rohnert Park Chamber of Commerce
"It is not often that I feel compelled to send a message of thanks to someone who has done a service for me, but I feel that you have really stepped up and gave more than what was expected throughout the process…. You were patient, compassionate, and professional. Thank you!"
BUSINESS DEVELOPMENT CONSULTANT - 28 Years
Mr. Jackson formulates and executes sales strategies, business plans, and marketing programs that are responsive to a rapidly-changing market. His efforts have focused on market expansion campaigns, product launches and account penetration. He has extensive expertise in consultative sales development and presentation of complex programs, products and solutions.
Written, Designed and Implemented multiple Business Plans
Instructor (Contracts, Business Organizations & Negotiation)
Designed & Implemented multiple Systemic & Strategic Marketing Plans.
Worked with the Target Corporation and Vendors for nationwide expansion.
National and International Business Contract Development & Negotiation
Worked with National Animal Rights Non-Profit Organization
NEGOTIATOR - 30 Years
Mr. Jackson has a demonstrated history of sound judgment and effective decision-making abilities with a distinction for managing high-level negotiations among senior management and achieving mutual and workable solutions to complex problems and profitable projects.
Negotiated multiple Licensor/Licensee Contracts in the United States.
Negotiated Contracts with Principals in South Africa, United Kingdom.
Hong Kong, Beijing, Belgium, Canada and the United Arab Emirates.
Negotiated Intellectual Property Agreements with national companies
EXPERIENCED INSTRUCTOR - 20 Years
He consistently receives the highest marks from students and fellow instructors. He provides a dynamic and interactive class with substantial class participation. Mr. Jackson understands that students will absorb and apply more education when they can see it, hear it, feel it and speak it. He also understands that education is, in part, entertainment, so humor is an important part of teaching.
Business Development Training (a 7 week course and a 12 week course)
Workshop Instructor “Today’s Business Law”, “Negotiation Strategies for Success”, “Choosing your Legal Entity”
Business Development Trainer; teaching entrepreneurs to be more successful.