What for those who couldn’t make a single extra sale for the remainder of 2021…
And STILL outperform your 2020 gross sales by 30%?
That’s the type of progress our consumer Rajiv Nathan reported all the way in which again in August.
Specifically, right here’s what he needed to say:
“I don’t have to make another sale the rest of the year and I’ll still eclipse 2020 by 30%! I can confidently say half (potentially more) of this year’s revenue growth is directly attributable to the Growth Tools system.”
The “Growth Tools 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 promote teaching, consulting providers, or programs, you need to use the very same method to construct out a 100% ad-free lead-gen channel for your small business.
Recently, I invited Raj onto my weekly stay present Shop Talk to interrupt it down step-by-step. Check out the interview beneath, plus a full breakdown of the technique he walked me by throughout our dialog.
By the way in which, as Raj factors out within the video, he’s nonetheless been hauling in new gross sales since he crossed the 30% progress mark in August. In truth, he even has a shot at doubling his 2020 income. Watch to learn how…
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Let’s Break Down the System Behind Raj’s Massive 2021 Growth
To perceive the system, first we have to have a look at how Raj’s enterprise works.
His Business: Startup Hypeman — They assist startups not suck at pitching themselves.
What He Sells: Raj provides quite a lot of teaching and consulting providers to startups, together with:
- Creating pitching supplies like their elevator pitch and pitch deck
- Helping gross sales groups stage up their precise gross sales pitch
- Ongoing gross sales teaching
His excellent clients are early stage corporations looking for investor capital (for the pitching supplies providers) and B2B SaaS corporations which might be scaling (for the gross sales teaching providers).
The greatest approach for him to get in entrance of these clients?
A easy sort of partnership referred to as the visitor workshop.
Guest Workshops: The Simple Partnership That’s Helped Raj Add 6 Figures in Revenue to His Business in 2021
Raj’s visitor workshop partnerships labored like this:
- He recognized corporations or organizations that already had his excellent clients of their viewers
- He narrowed them all the way down to those which might be non-competitive along with his enterprise (in different phrases, they serve his clients at the least 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 might 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 excellent clients.
- Since they already know, like, and belief the accomplice firm, they’re primed to belief Raj.
- He is ready to add all attendees to his e mail record.
- He can then comply with up with each attendee mechanically about working collectively.
The wins for the companions:
- They get high quality content material for his or her viewers that they don’t need to 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 value is, even though it’s me doing the workshop, they’re hosting it. So their name keeps getting in front of their audience around sales topics. So they continue to establish their credibility with their market.”
To present you precisely how Raj secures and executes these partnerships, let’s break down a current one he did with wildly profitable outcomes.
Guest Workshop Partnership: Predictable Revenue
Predictable Revenue is a corporation that helps corporations construct their outbound gross sales workforce.
So yeah…fairly simple to see how their viewers would overlap with the kinds of clients Raj needs to draw.
From mid-summer to early fall they did one visitor workshop collectively monthly. In every workshop, Raj lined a special a part of the gross sales funnel for startups.
- Workshop 1 (June): Elevator Pitch
- Workshop 2 (July): Personalized Cold Emails
- Workshop 3 (August): Demo Calls for SaaS Companies
- Workshop 4 (September): Sales Presentations
None of this was content material Raj needed to create from scratch. Each one was a workshop he had already carried out with different companions. This time, nevertheless, he was packaging all of them up with a brand new accomplice as a singular collection.
The outcomes?
- Around 150 individuals signed up for every workshop, and roughly 50% confirmed up stay every time.
- So far, Raj has generated 5 new clients from these workshops alone.
When you think about how a lot a buyer is price to Raj, that’s an enormous deal.
“One of them signed last week and we’re doing a $6k starter project, but there’s a clear path toward a $70k deal,” he mentioned.
How Raj Landed This Partnership (Including His Exact Email Script)
You may suppose it took lots of magic to land a whole collection of visitor workshops with a distinguished firm in his house.
Surely Raj had an present connection, a heat introduction, or a large viewers to supply them in return…proper?
Wrong. 🙂
All it took was a easy e mail.
Raj had been a subscriber to Predictable Revenue’s e mail publication for a couple of months, which allowed him to get a really feel for his or her content material and magnificence.
Once he had an concept for a partnership that might be match, he wrote an e mail (utilizing the pitching framework we present our shoppers) to the one who manages PR’s publication, Veronica.
Check it out:
As you possibly can see, Raj didn’t begin by pitching a whole collection of workshops. It was truly the accomplice who got here again and instructed increasing the partnership to a number of workshops!
That’s why you must by no means doubt the ability of offering a possible accomplice with high quality content material. Like I mentioned earlier, this generally is a HUGE win for different companies.
Here’s how Raj put it:
“As an outsider, I look at Predictable Revenue and I’m like, ‘They have all their [stuff] figured out already.’ And then it turns out they’re starved for content, and they’re like, ‘Hey, we can [feature you] every month for four 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 Revenue’s YouTube channel. It’s turn out to be an evergreen supply of free high-quality leads for his enterprise. You may even discover hyperlinks to the entire recordings on Predictable Revenue’s web site:
Startup Accelerator Workshops: The Other Type of Guest Workshop That’s Killed It for Raj’s Business
One of probably the most useful issues you could find for your small business is a sure sort of group that pulls your best-fit shoppers.
For instance, for some companies, it’s mastermind groups.
For others, it’s Facebook groups.
Raj’s business has a singular sort of group that is sort of a magnet for his best-fit shoppers—startup accelerators.
These are organizations that herald a cohort of startups that they sometimes put money into or simply enroll in a curriculum. There are sometimes 10-30 corporations in a cohort. The accelerator will typically herald visitors to steer workshops for the entire corporations in a cohort.
Guest workshops for accelerators have been one other main supply of progress for Raj this 12 months—although they’re sometimes fairly small audiences.
“The conversion rate on that is kind of at a point now where, as long as the room is qualified, if there are 20 people in that startup pitch workshop, three to eight of them will become a customer,” he mentioned.
How to Build a Guest Workshop System to Scale Your Business
The actuality is that anybody can put collectively a one-off visitor workshop. It was one thing Raj had carried out efficiently prior to now. But the explanation why they went from a one-off tactic to a dependable progress 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).
Here’s how he described the distinction:
“It’s a matter of investing in the process. If you do things as one-offs, you might get one-off success. But then what do you do the next time? So if you can systematize this stuff, it really does change how you perceive yourself as a business owner, and how you perceive your own business.”
Want me to personally enable you to construct a partnership system that takes care of lead technology for your small business?
Let’s discuss.
Schedule a Strategy Call on our calendar and we are going to personally present you the kinds of partnership alternatives your small business has (and the way we might help you unlock them).
On the decision, we’ll research your small business and present you:
- Ideal alternatives in your area of interest
- The step-by-step course of you need to use to reap the benefits of these alternatives
- What it will appear like to have my workforce teaching you thru your complete course of and automating the system for you
Here’s the link to grab your spot while they’re still available.
Talk quickly!