What if you happen to couldn’t make a single extra sale for the remainder of 2021…
And STILL outperform your 2020 gross sales by 30%?
That’s the sort of development our shopper Rajiv Nathan reported all the best way again in August.
Particularly, right here’s what he needed to say:
“I don’t should make one other sale the remainder of the 12 months and I’ll nonetheless eclipse 2020 by 30%! I can confidently say half (doubtlessly extra) of this 12 months’s income development is immediately attributable to the Progress Instruments system.”
The “Progress Instruments system” he’s referencing isn’t rocket science. For Raj’s enterprise, it’s constructed on a repeatable partnership technique that we’ve helped him systematize over the previous 12 months.
If you happen to promote teaching, consulting companies, or programs, you should utilize the very same method to construct out a 100% ad-free lead-gen channel for your small business.
Not too long ago, I invited Raj onto my weekly dwell present Store Speak to interrupt it down step-by-step. Try the interview beneath, plus a full breakdown of the technique he walked me by way of throughout our dialog.
By the best way, as Raj factors out within the video, he’s nonetheless been hauling in new gross sales since he crossed the 30% development mark in August. The truth is, he even has a shot at doubling his 2020 income. Watch to learn the way…
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Let’s Break Down the System Behind Raj’s Large 2021 Progress
To know the system, first we have to have a look at how Raj’s enterprise works.
His Enterprise: Startup Hypeman — They assist startups not suck at pitching themselves.
What He Sells: Raj gives a wide range of teaching and consulting companies to startups, together with:
- Creating pitching supplies like their elevator pitch and pitch deck
- Serving to gross sales groups degree up their precise gross sales pitch
- Ongoing gross sales teaching
His very best clients are early stage corporations looking for investor capital (for the pitching supplies companies) and B2B SaaS corporations which can be scaling (for the gross sales teaching companies).
One of the simplest ways for him to get in entrance of these clients?
A easy sort of partnership referred to as the visitor workshop.
Visitor Workshops: The Easy Partnership That’s Helped Raj Add 6 Figures in Income to His Enterprise in 2021
Raj’s visitor workshop partnerships labored like this:
- He recognized corporations or organizations that already had his very best clients of their viewers
- He narrowed them right down to those which can be non-competitive along with his enterprise (in different phrases, they serve his clients a minimum of barely in another way)
- He requested one of the best match companions if he may ship a visitor workshop for his or her viewers that may assist them get higher at pitching/gross sales (his space of experience)
The wins for Raj:
- He will get to showcase his experience in entrance of a web based viewers of his very best clients.
- Since they already know, like, and belief the companion firm, they’re primed to belief Raj.
- He is ready to add all attendees to his electronic mail record.
- He can then comply with up with each attendee robotically about working collectively.
The wins for the companions:
- They get high quality content material for his or her viewers that they don’t should create themselves. (It may not sound prefer it, however it is a HUGE win and aid for a lot of corporations—extra on that in a second.)
- As Raj put it, “For them, the worth is, although it’s me doing the workshop, they’re internet hosting it. So their title retains getting in entrance of their viewers round gross sales matters. So that they proceed to determine their credibility with their market.”
To point out you precisely how Raj secures and executes these partnerships, let’s break down a latest one he did with wildly profitable outcomes.
Visitor Workshop Partnership: Predictable Income
Predictable Income is a corporation that helps corporations construct their outbound gross sales crew.
So yeah…fairly straightforward to see how their viewers would overlap with the varieties of clients Raj desires to draw.
From mid-summer to early fall they did one visitor workshop collectively per thirty days. In every workshop, Raj coated a unique a part of the gross sales funnel for startups.
- Workshop 1 (June): Elevator Pitch
- Workshop 2 (July): Customized Chilly Emails
- Workshop 3 (August): Demo Requires SaaS Firms
- Workshop 4 (September): Gross sales Shows
None of this was content material Raj needed to create from scratch. Every one was a workshop he had already executed with different companions. This time, nonetheless, he was packaging all of them up with a brand new companion as a novel sequence.
The outcomes?
- Round 150 folks signed up for every workshop, and roughly 50% confirmed up dwell every time.
- Thus far, Raj has generated 5 new clients from these workshops alone.
If you consider how a lot a buyer is price to Raj, that’s an enormous deal.
“Certainly one of them signed final week and we’re doing a $6k starter challenge, however there’s a transparent path towards a $70k deal,” he mentioned.
How Raj Landed This Partnership (Together with His Actual Electronic mail Script)
You may assume it took a whole lot of magic to land a whole sequence of visitor workshops with a outstanding firm in his area.
Certainly Raj had an current connection, a heat introduction, or a large viewers to supply them in return…proper?
Incorrect. 🙂
All it took was a easy electronic mail.
Raj had been a subscriber to Predictable Income’s electronic mail publication for a number of months, which allowed him to get a really feel for his or her content material and elegance.
As soon as he had an thought for a partnership that may be match, he wrote an electronic mail (utilizing the pitching framework we present our shoppers) to the one who manages PR’s publication, Veronica.
Test it out:
As you may see, Raj didn’t begin by pitching a whole sequence of workshops. It was truly the companion who got here again and urged increasing the partnership to a number of workshops!
That’s why you must by no means doubt the ability of offering a possible companion with high quality content material. Like I mentioned earlier, this is usually a HUGE win for different companies.
Right here’s how Raj put it:
“As an outsider, I have a look at Predictable Income and I’m like, ‘They’ve all their [stuff] found out already.’ After which it seems they’re starved for content material, and so they’re like, ‘Hey, we will [feature you] each month for 4 months.’”
The cool half is that, even months later, Raj continues to get leads from these workshops as a result of the recordings are on Predictable Income’s YouTube channel. It’s grow to be an evergreen supply of free high-quality leads for his enterprise. You possibly can even discover hyperlinks to all the recordings on Predictable Income’s web site:
Startup Accelerator Workshops: The Different Kind of Visitor Workshop That’s Killed It for Raj’s Enterprise
One of the worthwhile issues yow will discover for your small business is a sure sort of group that draws your best-fit shoppers.
For instance, for some companies, it’s mastermind teams.
For others, it’s Fb teams.
Raj’s trade has a novel sort of group that is sort of a magnet for his best-fit shoppers—startup accelerators.
These are organizations that usher in a cohort of startups that they sometimes spend money on or simply enroll in a curriculum. There are sometimes 10-30 corporations in a cohort. The accelerator will typically usher in friends to guide workshops for all the corporations in a cohort.
Visitor workshops for accelerators have been one other main supply of development for Raj this 12 months—although they’re sometimes fairly small audiences.
“The conversion charge on that’s sort of at some extent now the place, so long as the room is certified, if there are 20 folks in that startup pitch workshop, three to eight of them will grow to be a buyer,” he mentioned.
Methods to Construct a Visitor Workshop System to Scale Your Enterprise
The fact is that anybody can put collectively a one-off visitor workshop. It was one thing Raj had executed efficiently prior to now. However the cause why they went from a one-off tactic to a dependable development engine for his enterprise this 12 months is as a result of we helped him create a system for lining them up month after month (and optimizing every alternative for gross sales).
Right here’s how he described the distinction:
“It’s a matter of investing within the course of. If you happen to do issues as one-offs, you may get one-off success. However then what do you do the subsequent time? So if you happen to can systematize these things, it actually does change the way you understand your self as a enterprise proprietor, and the way you understand your personal enterprise.”
Need me to personally assist you to construct a partnership system that takes care of lead era for your small business?
Let’s speak.
Schedule a Technique Name on our calendar and we’ll personally present you the varieties of partnership alternatives your small business has (and the way we may also help you unlock them).
On the decision, we’ll research your small business and present you:
- Splendid alternatives in your area of interest
- The step-by-step course of you should utilize to make the most of these alternatives
- What it will seem like to have my crew teaching you thru your entire course of and automating the system for you
Right here’s the hyperlink to seize your spot whereas they’re nonetheless accessible.
Speak quickly!
Originally posted 2023-05-08 23:57:48.