"If your prospecting message, commercial at networking events, isn't leading to business conversations and referrals, let that be a clue." - Robert Johnson

Are you ready to transform your prospecting from a carnival game to a high-performance symphony?

That's what mastering your Bold 60-second commercial can do for you. It's selling - it's about precision, connection, and uncovering hidden opportunities.

Think of it like this: Imagine every conversation is a diamond mine. Your commercial is the laser, helping you identify sparkling leads amidst the rough stones. Each "No" isn't just a rejection, it's a step closer to discovering a "Yes" worth its weight in platinum.

Let's quantify the value of every prospecting interaction:

• Calculate your average commission and total prospecting conversations (including "No's").

• Divide your total income by the number of conversations. Boom! You've got your per-conversation value, even accounting for those polite declines.

This simple exercise flips the script on rejection. Suddenly, every "No" is worth $100 (or more)! It's enough to fuel your motivation and keep you laser-focused on finding those diamonds.

Remember, our goal isn't a hard sell. It's a smart sort. We use the 30-second commercial to identify potential fits and initiate meaningful conversations. If they're not a match, we stay friends and move on. No pressure, just genuine connection.

But what drives genuine connection? It all boils down to Personal Emotional Needs (P.E.N.s). People buy to solve problems, fulfill desires, and ultimately, feel better. Your commercial isn't about you; it's about uncovering their P.E.N.s and demonstrating your ability to address them.

Ready to craft your prospecting masterpiece? We've got you covered! Use the downloadable template to refine your message and unlock its full potential.

Beware of these prospecting pitfalls:

• Weak numbers: Don't just talk the talk, walk the walk. Track your results and refine your approach for maximum impact.

• Unqualified prospects: Use your commercial to sort, not convert. Invest your time wisely in those with genuine potential.

• Salesy vibes: Ditch the slogans and clichés. Focus on authentic connection and showcasing your value.

Remember, your 10, 30, and 60-second versions are a symphony of possibilities. Each length serves a purpose:

• 10 seconds: Hit the high notes – highlight key P.E.N.s.

• 30 seconds: Dive deeper – explore 3-4 P.E.N.s and spark their curiosity.

• 60 seconds: Weave a narrative – add a story, testimonial, or ideal referral to seal the deal.

By mastering your Bold 30-second commercial, you'll transform your prospecting game from a carnival hustle to a high-performance sales strategy. Unleash your inner maestro, uncover those hidden diamonds, and watch your success soar!

Amateurs Convince, Professionals Sort

- Robert Johnson

TRAINING TOPIC

Objective: Craft and deliver a compelling 30-second commercial that identifies ideal prospects, generates interest, and initiates meaningful conversations, leading to increased sales pipeline and revenue.

Target Audience: Sales professionals of all experience levels seeking to improve their prospecting and lead generation skills.

Training Content:

• The Power of the Sort: Understanding the critical role of the 60-second commercial in filtering suspects from qualified prospects, maximizing efficiency and targeting valuable conversations.

• Uncovering P.E.N.s (Personal Emotional Needs): Discovering the emotional drivers behind purchase decisions and tailoring your message to resonate with individual desires and problems.

• Beyond Slogans and Claims: Ditching the salesy jargon and focusing on authentic storytelling, testimonials, and case studies that illustrate value and build trust.

• Structure for Success: Mastering the three variations of the Bold commercial (10, 30, and 60 seconds) for different engagement levels and maximizing impact.

• Neutral Inquiry: Employing the power of open-ended questions to spark dialogue, understand prospect needs, and guide the conversation effectively. Leverage the horsepower of "Or Not" to take the pressure off and not sound salesy.

• Overcoming Rejection: Reframing "No's" as valuable data points and learning opportunities, building resilience and perseverance in the face of sales challenges.

Key Takeaways:

• The Bold 60-second commercial is a powerful sales and networking tool that goes beyond self-promotion to connect with prospects on a deeper level.

• By focusing on P.E.N.s and authentic storytelling, you can build trust, generate interest, and initiate conversations that lead to sales.

• Mastering the different variations of the commercial and embracing feedback helps refine your prospecting skills and drive consistent results.

STRUCTURE

• Quick Intro (<5 seconds): Introduce yourself by first name and context of people you work with (example first time home buyers). Avoid taglines that scream "salesperson."

• Personal Emotional Needs (P.E.N.s) (10 seconds): Briefly describe your offering from the customer's perspective, highlighting 2-3 potential needs you solve. (Frustrated, concerned, losing sleep, feeling ripped off, etc.)

• Benefits Statement (10 seconds): Share how similar people have benefited from your product/service, using a concise story if possible.

• Outro (5 seconds): Conclude with your name, company (optional for networking), and a compelling question that gauges relevance, not a commitment. Use an industry-specific question or another story for networking events.

TEMPLATE

EXAMPLES

Example 1 (30 seconds):

"Hi, I'm Sarah. I help successful business owners like you improve their online presence. Many struggle with feeling invisible online, frustrated with website traffic that doesn't convert, or worried they're missing out on potential customers. At my agency, we've helped similar businesses increase leads by 50% through targeted marketing strategies. Is online visibility something you've been thinking about or not?"

Example 2 (60 seconds):

"I'm John, and I offer custom software development for companies like yours. I often work with VP of Operations facing concerns about outdated systems, frustrated by inefficiencies, and unhappy with manual processes. We recently helped a manufacturing company automate their workflows, saving them over $100,000 annually. Does any of this resonate with your current tech challenges or not?"

Example 3 (60 seconds-Networking Event):  I’m Robert.  I typically get introduced to successful business owners and salespeople who may, at times, be a little disappointed with the number of referrals they get, frustrated with the lack of sales training, or might be struggling with big sales goals.  Many are sick and tired of being treated like a commodity.  Recently, I worked with a dog trainer who was falling further behind mounting credit card debt. After working together for just 3 months he was able to quadruple his income working half as much and paid off his credit cards. I’m not sure you know any salespeople or business owners who might like to learn a bit more?  Robert Johnson with Bold Networking.

PRO TIPS

• Use storytelling – it's memorable and engaging.

• Focus on value, not features.

• Be concise and avoid jargon.

• No acronyms or technical speak.

• Speak with confidence and enthusiasm.

• Practice your pitch with different audiences.

By mastering the 10-30-60 Second Pitch, you'll spark conversations, build trust, and ultimately find more prospects who become clients. Now, go out there and connect!