MAKE YOUR BONES WITH MARQUEE ACCOUNTS - WILLIAM EASTMAN

PROFIT RADIO..."Grow With Us"

Introduction
Today I am wearing only the E hat - Executive and thinking about both the business and life, my life. After over 40 years in the business and 5 startups I understand how you can be consumed by the whole thing. You have a dream, dedicate yourself to making it happen, and neglect everything else. This is the focus and reason for the series "Living The Life...On Your Terms". I can't promise any reform for my past sins just a recognition of what could have been done better.

That is part of IBGR becoming your CGO - your virtual Chief Growth Officer. In that mode we have built a platform that moves beyond the one-way conversation of radio and podcasts to real relationships; our Community of Commerce where you can engage world-class talent.

A thought before we start, I invite you to my new group in the Community - Living the Life . If you are a serial entrepreneur and looking to discuss how to build a business that runs itself so you can start running multiple businesses or live a more balanced life, what ever that means - this is the right spot.

LISTEN > ENGAGE > APPLY

Objectives - The WHY
Today's show is in the series flow. If I am going to build an organization that is large enough to self manage and does consume me in the process, I have to understand the concept of leverage. The action of a lever or the mechanical advantage gained by it, to use one event or approach to accomplish more. Building a business empire requires the application of leverage at every opportunity.

Today's leverage conversation comes from your prime customers or Marquee Accounts.

Key Issues - Owner Perspective:

1. Gaining credibility for the company by our prime accounts.
2. Gaining referrals for similar accounts.
3. Take the pressure off price - higher margins.
4. Achieve higher close ratios.

What You Need to Know - The WHAT​

• Find customers highly influential in their markets;
• Find customers that are innovative, on the leading edge of their industry;
• Find customers where you can achieve exponential growth in the account;
• Right mindset - they want you to win because you are growing an element of their business.

What You Need to Do​​ - The HOW

1. You must provide them a very high level of service. If you're not big enough to provide that level to everybody, create a VIP Tier in your Value Ladder.
2. There must be frequent contact to understand all the dynamics of the relationship. Let them educate and mentor you.
3. Express and act as if they are core to your success because they are.
4. They are happy to give accurate testimonials and referrals.
5. Make sure you understand their branding and value proposition, find the compatibility and stay in this zone.

​We are your single, one stop source for business success, period, end of story.

1. ​Listen to the Living The Life Series 
2. JOIN the Community of Commerce 
3. Show Up Next week

Make sure you leave some thoughts in the comment section below. I am interested in continuing the conversation.

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