October Membership Meeting
Thank you to those who were able to attend our October meeting!
- A moment of silence was observed to honor 2011-12 SME President, Elizabeth Mendelson who passed away on October 20, 2019.
- The proposed change to the SME by-law’s authorizing the increase in the single expenditure amount from $75,000 to $110,000 was passed.
- Thank you to all the members who brought guests to today’s meeting. We had over 25 guests attend! Please continue to share and invite others each month to experience the great things happening at SME!
Highlights from our Speaker Larry Young
Walk the Sales Plank: Throwing Your Competition Overboard and Seizing Their Dream Clients
Buyers today are more sophisticated and are wielding more power in the sales process. In many cases, 70-75% of the buying decision is made before your prospect even meets with you, positioning you and your competitors with the same opportunity.
3 Simple ways to differentiate yourself from your competition:
Provide value – Become the expert in that field. Entrepreneurs want to know what they don’t know. Deliver value as a trusted advisor to your prospect.
Build connections that your competitors won’t find. Use insights outside of your industry. Be different/think different using cross-industry learning.
Build a meeting that is so valuable they would almost be willing to pay you for your time. Cold calling is not dead. It still works, but you have to be creative.
When you structure your meetings appropriately, you will create an after burn.
Rapport (5 minutes) – Relationships are important but that is not where the prospects find value. In the past, we would try to create value on solutions we bring. It doesn’t work today. If you want to stand out – go with credibility first, the rapport will come.
Trends (25 minutes) – The most powerful piece you can bring to the meeting. Share 2-3 trends of what is happening in their industry. Your ability to do this better than anyone else will set you apart. You are not talking about your company or products – you are talking about insights. You are in control of the time when you share insights.
Collaborate (20 minutes) – Decision maker will share something like “my business is a little different, how will it affect your insights”. You work together on the solution.
Next Steps (10 minutes) – Share with them where we go from here. Increases the chances that they will answer your calls. They want to know what happens next.
In sales, we need to stop losing sleep over what we sell and lose sleep over the value we offer our clients.
Committees are the heart and soul of our organization. Each month a different committee will share what they are working on. This month we welcomed Mark Schlueter, board liaison for the Engagement committee:
The Engagement Committee coordinates and plans SME Small Group Events and Membership Mixers. Committee members also meet with new members to share the benefits of their SME membership and ways to be involved.
Mark your calendar for the next Small Group Event on Thursday, November 14 from 12:00PM – 1:00PM with Mayor Paul TenHaken at the Sanford House.
If you are interested in being a part of this committee or hosting a mixer, contact Marsha Anderson.
Thank you to our meeting sponsor, First PREMIER Bank/PREMIER Bankcard. Sponsors allow us to bring in talented, quality speakers like we saw this month. As a sponsor the speaker comes to your business for a 1-hour presentation to your staff/customers and a table of 8 guests for the lunch.
If you are interested in being a sponsor for future meetings contact Tim Schut, Tim.Schut@firstpremier.com.
Thank you to the members who brought a guest to this months meeting! Everyone who brought a guest was put in to a random drawing for a one night stay at Grand Falls Casino and Golf Resort. Congratulations to our winner, Nita Flagtwet !
Thank you to Grand Falls for their generous contribution of the hotel stay!
Be on the lookout for other opportunities to win Grand Falls hotel stays throughout the year.