Most business developers in financial services have been in a state of disillusionment as the Covid-19 pandemic has gripped the world. This crisis has taken a huge human and economic toll as large swathes of the global economy become unviable.  While more able to weather short term market volatility, the wealthy have their own set of challenges and risks... 

And that represents opportunities and vulnerabilities for Private Client Advisors.  So join me on Thursday August 27th at 1pm with my special guest Brent Herspiegel - Entrepreneur, President of Herspiegel Consulting and avid car collector as we discuss 5 conversations HNWIs want to have right now. In this free executive briefing you'll learn:

• What HNWIs are actually thinking about when it comes to their wealth
• The re-emergence of social impact investing
• Why most Family Offices are vulnerable to ransomeware hacks
• The real thinking around fees
• The need to create more engaging digital client experiences 

 Selling to HNWIs has got to about more than just returns and we will be making recommendations as to what Private Client Advisors can do to hone their approach. Click here for details. 

Join Bill Walton on January 31st at 10am EST as he discusses the valuable role sales leaders play on growth and transition. Bill has over 20 years of experience as a sales leader and author on the topic. Topics will include: 

• “The Managerial Covenant”: Getting producers to commit to bigger goals
• The difference between general leadership and sales leadership
• The four competencies of effective sales leaders
• What sales leaders in financial services need to start doing, and STOP doing
• Managing across multiple generations
• Finding more time to coach

Click here to join this FREE complementary session as we promote National Leadership Development Day #NLDD

This week represents mass scale openings of businesses across our great country. My job?        Put you in a position to pursue and land new business now. I'm doing this with my online training program  4 Steps to New Business Now . So as a fellow salesperson, here is why I’d commit to doing this: 

At $195, that’s $65 an hour with the nation’s top sales coach (there’s a one-hour coaching call 8 weeks after the session). Most charge $250/hour. Here are some other reasons to give yourself permission to do this. By attending this workshop you’ll be better able to:

• distinguish yourself from other “vendors”
• apply a targeting approach that yields a more “qualified” list 
• analyze a prospect’s business to find the right entry point
• adopt a warm doors approach to ensure no call is ever “cold”
• segment prospects to ensure the right connection at the right time
• leverage the best mode and timing for social media and email outreach
• apply email scripts and elevator pitches proven to secure meetings
• structure meetings that always lead to the next one. 

All you need to do?  Show up. Live. That's it. 

The fourth and final step to new business now is engagement. W​hether it's your initial outreach or your first meeting, all of your work in client type targeting, segmentation and messaging comes into play. You don't know everything about the prospect at this point but you know enough to form a hypothesis. This hypothesis drives your outreach and your ultimate connection. For actual appointments, remember it's your time too. You did your homework - now go have a great meeting:
Email - leverage the subject line and no more than 5 lines (think small smarphone!)
Text - only if given permission
LinkedIn InMail  - great option. Err on the side of deference and respect. Operate slowly.
Social media - it's a giving game so have something to share that triangulates back to your client type.
Phone: no one picks up the phone right? But they do listen to their messages. Use it as a strategic touch in setting your appointments. Here's more from Bill Walton on ENGAGEMENT:

If you have no other option than to bring in new business now, join us on June 25 or June 26​ for a virtual training class that will put you on the right path! Or, send Bill a note at bwalton@billwaltonsalestraining.com. 

If you want new Business Now, your messaging must be client type focused and packed with credibility. Anything else is bug spray. Most prospecting messaging is self serving and unaligned with the center-of-plate issues of the prospect. So...turn that around - include why other clients make the conscious decision to work with you, the nature of the problems you're solving and the client type impact you're having. Anything else will be ignored! Here's Bill Walton sharing how to create your new business now messaging: 

If you're not supremely confident in your messaging, join us on June 25 or June 26 to learn how you can accelerate your new business Now! For more information, send Bill Walton an email directly at bwalton@billwaltonsalestraining.com.

The 4 Steps to New Business Now is about just that... ​​​​​NOW. To win business early and often, you only have time to pursue high value prospects. You have no time to be with prospects that aren't poised to buy. Good News? We can put your list into "poised to buy" shape! Factors for segmentation (in addition to client type) are profitability, business model fit, referral potential and servicing. These are critical factors for new business now, especially if you make money from renewals. Here's Bill Walton sharing how to segment and prioritize for New Business Now:

If you're in need of new business NOW Join us at the end of the month. On June 25th and          June 26th we will put you on the right course! Or send me an email at: bwalton@billwaltopsalestraining.com! 

The 4 Steps to New Business Now is just that; it's about ​​​​NOW. To win business early and often, your approach needs to center on several distinct client types. Speed and success comes when EVERYTHING flows from a focus on a specific subindustry and the key stakeholders that drive those organizations.  Why this approach? Because buyers buy comfort – comfort that you empathize with their issues, comfort that you know their space, comfort that you’ve been there before. They also don’t want to waste time educating salespeople. So the client-type approach will help you be more comfortable leading with insights and ideas over product attributes; sharing best practices and observations over testimonials and pricing. Your prospects are asking for this.    Listen to Bill Walton to learn how to adopt your own Client-type Approach to New Business Now:

If you need new business now, join us LIVE! for an engaging event with Bill Walton this month!

Save the date! June 25th and June 26th - a workshop to move forward from the inertia of our pandemic. Business is open for business and sellers need to be ready - but with a different decorum!

In this training session you'll learn an approach that actual buyers recommend you take to engage them properly and efficiently. No fluff, no pitches, no salesy approaches - but good, business-based grounding for a discussion that you're prepared for. Spend 2 hours with me and you'll be able to: 

• Immediately distinguish yourself from other “vendors”
• Utilize a client-type targeting approach to create a “qualified” list 
• Learn how to analyze a prospect’s business to find the right entry point
• Adopt a warm doors approach to ensure no call is ever “cold”
• Segment prospects to ensure the right connection at the right time
• Learn the best mode and timing for social media and email outreach
• Receive live email scripts and elevator pitches proven to secure meetings
• Structure meetings that always lead to the next one. 

Why this and why now? TWO REASONS: You need results now and no one has time for trial and error and clients expect you to arrive already knowing how you can help. I pledge to help you deliver on both of these reasons. I am committed to your success. Sign up here.

​I look forward to working with you!

May, 2020: Bill Walton Sales Training is preparing American business to go back to work. Our virtual training program The Four Steps For New Business NOW™ has been specifically designed for salespeople to help their prospects and clients manage their own reopening transition. 

An Elevator Pitch
Once described as the words you’d use if it were just you and your ideal prospect on an elevator to the top floor, this messaging element does a little more than a tagline. At BWST, we’ve adopted an elevator pitch construct called the I/Why/You pitch.

I/Why/You pitches have three components.
I: who I am and the firm I represent
Why: detail on what I do and why other clients choose to work with me
You: why you, the prospect, might be interested (based on your research)