Reflect n Grow

Purpose of The Sales Accelerator Program

The purpose of “The Sales Accelerator” is to help Wealth Managers identify, acquire, service and nurture High Net-worth clients. 

A little about me

I have been a sales and marketing professional in the Indian financial services industry for over three decades. 

I have led the sales and marketing teams at Franklin Templeton, MetLife Insurance, FIL (part of Fidelity Worldwide Inc.) and UTI Asset Management in India.  

Does this sound like you?

You could be a Portfolio Manager or a Private Banker or part of the Sales & Business Development team, and acquiring High Net-Worth individuals directly or through distributors is vital to your business growth. 

You waste a lot of time dealing with customers who add little value to your business. You struggle to find time to prospect and even if you do so, you get little success with it. 

You believe that if you do a good job, you will automatically get referrals. You are reluctant to ask for referrals and when you do ask, you just do not get them. 

Why should you consider this program?

There are three primary reasons on why this program could be important for you:

1. You are unable to devote adequate time to prospecting. As a result, you struggle to acquire new clients on a consistent basis.

 2. You give up on your prospects once they have said “No” to you after your initial pitch. As a result, your conversion ratios are very low.

 3. You are unable to gain referrals from your existing clients. Hence you end up doing cold calling that provides zero or little results in terms of acquiring new clients.

My work focuses on these three outcomes: 

a. I will help you prioritise your current customers. This will help you free up some time which you can devote to prospecting on a regular basis. 

b. I will help you set up a simple engagement strategy to stay in constant touch with your prospects.  This will help you improve your conversion ratios significantly.

c. You will be able to generate referrals on a consistent basis. You will reach a stage where there the need to do cold calling will be eliminated completely.

What can you expect working with me?

The core focus of my work is to help you develop a structured and a practical approach to sales and business development. 

You will have tremendous clarity on who are your best clients and how you can identify, acquire, service and nurture them.

Whenever you struggle with your business growth, you will know where to start and what exactly needs to be done to fix the issues that you are facing.

The Sales Accelerator is all about achieving and maintain a high rate of growth in your business. 

How do I work with my clients?

I do not believe in a one size fits all approach. 

All my programs are customised to your requirements. I go through the following steps in some form or the other when I work with my clients.

Participant Shortlist: We start with identifying the list of participants who would benefit the most from my program. These could be a very small group in case of PMS/AIF providers and in case of wealth management/MF firms, we restrict the group size to a max of 25.

Customisation: I then interview a couple of participants, their supervisors and leadership team to delve deeper into the challenges and the key issues that my program should address. I use the learnings from this session to design the offline workshop and the online group coaching sessions.

Online introductory Program: All the participants are given access to my online program (about 70 mins of video) to help them get introduced to program. I generally provide 7 days to complete the online program.

Offline Workshop: This is followed up by a 4 to 4.5 hour live, in-person workshop. At the end of workshop, the participants would have developed a step-by-step action plan.

Group Coaching Sessions (online): We monitor and fine tune the action plan through weekly online video group coaching sessions for a full year. 

Management De-brief sessions: In case of large firms, I do monthly management briefing sessions to keep them abreast of the progress being made.

Why my program is able to produce results?

The focus of my program is always on implementation. As a result, you will be able to measure the impact of the program on your business.

 It is based on time tested principles. Trust takes a lot of time to build and hence cold calling is not a great way to prospect. Replace “Cold calling” with “Referrals” and the magic begins to happen.

 I help you build a sharp focus on your best clients. Business success is all about recognising them and organising yourself to serve them better.

What is special about my work?

My work is unique in several ways. 

I focus on concrete results. The program outcomes are clearly measurable.

Customisation is key. I ensure that the program address the specific issues you are facing.

The program has a long duration (minimum one year). I appreciate that it takes a while for the participants to analyse, plan and implement the key changes that are necessary for delivering measurable results.

I bring my entire sales and marketing leadership experience into play. So, there are no unrealistic expectations from the participants as they are going through the program.

Most importantly, I believe in a “skin in the game” approach. The fee that you pay is largely linked to the results that you achieve. 

What I help you avoid?

While I was developing my program, I realised that there are broadly two kinds of programs available in the market. 

Standard & Cheap Programs:

Most of them have standard inputs and come really cheap. 

These programs are good as you get to learn some concepts but rarely result in any meaningful change. 

Customised & Expensive Programs:

On the other hand, there could be programs that are fairly customised. They take you through standardised assessments and 360 degree feedbacks. 

But rarely do they provide specific steps, and even if they do, the implementation is left to the ability and discretion of the participant. 

The Sales Accelerator gets you the best of both worlds. You get the customisation and feedback necessary for improvement and you pay largely based on results. This ensures that you get the biggest bang for your buck. 

How is my approach different?

While I was developing my program, I was wondering what should be the ultimate outcome that my clients would be seeking from me.

Unlike programs that focus on skill development or personal development, sales and business outcomes are easy to measure. 

So, I decided to build my program that is focussed on specific outcomes. 

Having built large businesses from scratch, I understand that only a process orientation helps you deliver results on a consistent basis. And you cannot inculcate a process orientation by just sharing what needs to be done. 

You need to part of the implementation.

Hence, I decided to take the tougher route of creating (a) a long term program (b) that is outcome based  (c) has transformation built in due to the strong process orientation and (d) pays me largely based on results.

What is not true of “The Sales Accelerator”?

The Sales Accelerator is not a quick fix solution. If you want instant results, then this program is not for you.

If you want to learn how you can do cold calling, the sales accelerator will not be of help as I ask all my participants never to do cold calling. I encourage them to get introduced through someone and never approach a prospect directly. The sales accelerator helps you prioritise “Referrals” over “Cold Calling”.

The differentiator in the market is not the product or the service that you offer but the way they experience that product and service by buying them through you. The Sales Accelerator puts the entire onus of growing your business on “you”.

Yes, I do encourage you to develop a better product or service, but this differentiation may not last for long. 

You can only succeed, if you believe you are the one that brings uniqueness to your product or service.

Next Steps:

If you have any questions regarding the program or want to explore more, you can write to me at  [email protected] and we will set up a time that's mutually convenient to take our discussions forward.

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