Launched the Book

Posted on February 4, 2013 by admin

It’s official. We’ve launched our new book called, What Works, that my partner and I wrote detailing the notes we’ve taken along the way from starting Richter from scratch, completely bootstrapped with zero revenue to multi-million dollar revenues in under 4 years.

It’s a unique book because we didn’t sit down and say, “OK, lets write a book….” but rather we gathered notes we took along the way from our discoveries. We discovered things that worked and wrote them down. Things that didn’t work and made notes of what not to do and how to fix it.

So this book is a journal of hard won workable knowledge based on a real life entrepreneurial venture. We’ve had many successes and learned from mistakes and created this book to communicate in the most simple language possible, the key insights that work.

Since the world of books is so riddled with fluff and ideas or theory, it’s refreshing to put something out that isn’t. Something that simply says… “look, here’s what works…apply it.”

So with all that said, it’s my recommendation that you buy and read What Works for a tiny investment of $17 which will help drive your business forward based on key insights that continues to drive ours.

Reading is a critical element to success and something that you should make a daily habit of. This is one new book for your collection of highly applicable, workable insights that will pay for itself many times over.

Here’s the link to buy one or many for your team: http://www.whatworksbook.com

Note: if you want to buy in bulk, we have a special What Works Experience PDF to send over which outlines extra perks you get for buying 25 or more books so email us at info@richter10point2.com if you would like to have that sent along.

All the best,

- Robert

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Happy Holidays from Richter10.2

Posted on December 17, 2012 by admin

To all of our clients, friends and contacts, we wish you all the best this holiday season and an exceptionally prosperous 2013!

All the best,
The Executives and Staff of Richter10.2

Happy Holidays from Richter10.2 from Richter10.2 Media Group on Vimeo.

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While the world sleeps, watches TV and Movies….

Posted on October 8, 2012 by admin

Building a company or gaining success is a very committed discipline. Don’t kid yourself when you see articles about rich and famous entrepreneurs to think for one second that they got lucky or it was easy in any way. I assure you that it takes enormous hustle and action to attain anything. Most people don’t have what it takes. They lack discipline and focus to push when others relax. The temptation to watch a movie or sleep or get distracted is too great so they never make it. Every successful person I know and I know plenty, have worked their tail off. They forge ahead with unbelievable commitment. While you go to bed or go out for drinks or watch a movie, they write and execute a strategic plan, make another 30 calls, fire off emails that will take them further, board a plane that takes them to a meeting that will open a new opportunity, stay awake for one more hour to get something important done, go for a run to stay sharp or execute a project target that will take them to the next level.

 

I’m telling you it takes focus and discipline. Look at what you’re doing now and then figure out how to ramp it up 3 or 4 times. If that thought scares you or makes you feel like it sounds a little crazy then you’re thinking is more in line with what is needed. We live in a pretty cush society. It’s deceptive and distracting and it holds you back. You need to barrel through obstacles and push yourself beyond what you actually thought you were capable of. If you wrote down what you felt your potential was and then looked at where you currently are – how much of a gap would be exposed between the two? It’s an eye opener, I know.

 

So I simply would challenge you to step up your game. Don’t get distracted. You can succeed – that much I can promise but the question is, how bad do you want it and what are you willing to do to attain it? In other words, is your drive or desire greater than the work required to accomplish it? If not, you may be screwed but on the other hand, if you can muster up a fire in your belly that will carry you to wake up at 5AM, go for a run, work while others sleep, read a book while others watch TV, execute targets while others relax, push on while many clock out…. well, you have a very good shot at accomplishing anything you can possibly dream of.

 

Don’t think it over too much. Challenge yourself to DO and continue to DO until you’re there. I believe this country needs more people that are willing to hustle to attain their dreams – now more than ever.

 

- Robert Cornish

CEO, Richter10.2 Media Group

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Selling Power Magazine – Four Tips to Achieve Successful Close Rates

Posted on July 4, 2012 by admin

Every path to a successful close is a little different. You might find key phrases, gestures, and examples that most prospects find persuasive, but each sales call presents unique opportunities and challenges.

We frequently run mock-sales and prospect-scenario drills with our sales team to control and improve our close ratio and sales income. Here are four of the most common pitfalls and solutions we review.

Pitfall 1: Launching into a sales pitch.
Salespeople frequently go right into their pitch and do entirely too much talking. Instead, they need to fully acknowledge the prospect and express genuine care and interest.

We drill our sales reps on showing their interest in the prospect and his or her company. To make the drill authentic, give reps information about the prospect company so they have relevant questions to ask. (Your team should be researching prospects on social media to uncover anything that might spark initial communication.)

Pitfall 2: Lack of confidence.
When salespeople are not completely sold on their own product or service, you can hear it in their voice and manner. A very confident salesperson does not hesitate or stumble while speaking. This is a common challenge for underperforming reps who have been disappointed by rejection. Their lack of closed deals has lowered their morale and reduced their confidence – which continues to reduce their ability to sell and close business.

We drill to work out that uncertainty. This can be done by getting the salesperson to list thoughts, concerns, or ideas about the product or service. From there, we ask the mock prospect to simply ask those same questions. Give reps a training packet, product description, or online demo on a mobile device to help them educate the prospect.

Pitfall 3: Incorrect sequence.
When reps neglect sales-process sequence, the sale can become stuck or take a huge amount of time and effort to close. We’ve consistently found that when the correct sequence is followed, we close a higher percentage of business. To identify the correct steps, you simply need to run through your own sales process step-by-step to note the flow. You can review the past 10 sales or so to identify each and every step.

For example, the process might start with an email or phone call from the prospect. It would then move through the following sequence:

  • discovery phone call or meeting;
  • proposal sent for review;
  • proposal review call or meeting;
  • salesperson’s handling of the prospect’s concerns, questions, or objections;
  • salesperson’s asking for the sale in some way;
  • closing.

We have the exact steps listed on a chart and in our CRM, as well. This helps reps focus on pushing to the next step.

Pitfall 4: Forgetting to ask.
Asking for the sale is critical. It sounds fantastically simple, but many reps simply never ask. So we work with our sales reps until they make it a habit to ask in many different ways for the close.

For example, the salesperson may say, “It sounds like we have everything you need here, so let’s get this started.” Then the prospect might reply with, “Actually, we are looking at doing it next week.” So the salesperson will need to ask again in a different way, such as, “I completely understand. Here’s why it makes sense this week…” It may take three or more rounds like this to get the sale closed.

It’s hard for salespeople to spot what’s causing low close numbers. Identifying the problem is key; then you can also identify the solution and drill your reps on the practices that will increase their ability to close.

– Robert Cornish
Robert Cornish is CEO of Richter10.2 Media Group.
Original Article on Selling Power: http://www.sellingpower.com/content/article.php?a=9858
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Richter10.2 Introduces PRIME Strategy to Clients

Posted on July 4, 2012 by admin

Richter10.2 Media Group has begun implementing their latest program, PRIME Strategy, in an effort to streamline their research services that generate sales and revenue for their clients.

San Jose, CA (PRWEB) July 02, 2012

Richter10.2 Media Group has begun implementing their latest program, PRIME Strategy, in an effort to streamline their research services that generate sales and revenue for their clients.

PRIME Strategy is broken up into four steps that result in one goal: increasing the client’s bottom-line by creating relationships, or “reaches” as Richter10.2 calls it. These four steps include identifying the target audience of a company, creating introductions, developing tools for sales, and producing reaches that impact revenue.

Robert Cornish, CEO of Richter10.2 Media Group, is very excited about how Richter PRIME will benefit the company’s many clients that range from many different industries. “At Richter10.2, our goal is to make ourselves ‘mission critical’ to our clients’ success. Richter PRIME helps us achieve this by making our services even more accessible for new prospects.”

According to Cornish, PRIME Strategy is a method that Richter10.2 has used for its own business development, which has seen tremendous growth as a result. “We’ve been using the basics of this model since day one. Only now, we have managed to make it a strategy that almost any business can apply to their own growth model.”

For a more detailed look into this new program, please visit http://richter10point2.com

 

Jon Negroni
Richter10.2 Media Group
727-447-3600
Email Information

 

http://news.yahoo.com/richter10-2-introduces-prime-strategy-clients-071006670.html

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What Would a “Want” Button Mean for Facebook?

Posted on July 3, 2012 by admin
Facebook-want-button

Not since the release of the “like” button have people been so energized about a new Facebook plug-in. This is probably because the “want” button could truly turn things around for the social media giant. 

After all, the major problem Facebook has come across with breaking into the stock market is the trust investors have in the company’s ability to generate money, and a “want” button could finally change that. Companies have already seen the value in knowing how many people “like” their products, but actually knowing who “wants” their products could be a gamechanger.

Instead of ads just featuring a guide to “liking” the company, they could bring about the logical next step of showing interest in the product, thus cutting out the middle step and making it more appealing to the consumer, who is far too distracted to give one page his/her full attention.

This would solve a major problem with the “like” button, which doesn’t distinguish between people who already own a product and those who want it in the future. This would do wonders for Facebook Insights being able to accurately track prospects and customers, and an accurate ROI system is just what Facebook needs to build a reputation as a social media marketing hub to be reckoned with.

We’ll just have to see. So far, the reaction to the possibility of a “want” button is positive, but we are sure to see haters pop up in protest of the new feature (as always). I for one can only see good coming from it, granted it is executed correctly. Basically, Jon Negroni wants this.

Jon Negroni is the Director of Public Relations, Promotion, and Marketing at Richter10.2 Media Group. For more information regarding Richter10.2, check out our introduction video here.

Image credit: http://c7.valuewalk.com/wp-content/uploads/2012/06/facebook-want-button.jpg

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Trouble at Work? Write this Down.

Posted on July 2, 2012 by admin
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Maybe you had a bad week or a bad month. It probably hung over your head this past weekend and got you down. Well, as we start this new week and new month, commit to making a real change in your productivity.

Get out a piece of paper, preferably something large like a steno pad, and write down exactly what you need to do on a daily basis to increase your productivity this week. I strongly recommend using paper rather than an online document. 

Example: Monday – I need to make 10 calls, get to stage 2 of 3 projects, you get the idea.

These are lineups of everything you need to accomplish on a daily basis in order to boost your production, which in turn boosts your results. This works because it forces you to identify exactly what it takes for you to reach that level at work that you and your senior are expecting.

If you don’t start generating results and high numbers from this methodology, then the problem is then that you are not trained in your post well enough to work unsupervised. 

Jon Negroni is the Director of Public Relations, Promotion, and Marketing at Richter10.2 Media Group. For more information regarding Richter10.2, check out our introduction video here.

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In Everything You Do, Be Image-Driven

Posted on June 29, 2012 by admin
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I don’t mean literal pictures or photos. Images are ideals held by more than one mind. It is a shared perspective that translates to every member of your immediate circle. In business, we worry a lot about what our image is, because:

Images beget relationships.

Relationships beget progress.

Progress begets fortune.

Fortune begets satisfaction.

Satisfaction begets an image. 

Every business that I can think of desires to have a positive image that exceeds the expectations of their publics, as well as the comparisons made with their competition. 

So in every decision you make as an employee, employer, manager, executive, or what have you, always be image-driven. 

Executives, make sure your employees know what your ideal image is, and if they don’t, plaster it on your wall. 

Jon Negroni is the Director of Public Relations, Promotion, and Marketing at Richter10.2 Media Group. For more information regarding Richter10.2, check out our introduction video here.

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Do You Know Your Sales Process Cold?

Posted on June 28, 2012 by admin
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Jake Sanders – How many prospects do you have right now that you have had your initial discovery call with but haven’t closed? My guess is 98%! Well, it’s not really a guess because according to FollowUpSuccess, only 2% of sales are made on the first contact.

So 2% of the time, a prospect is going to lay a deal right on your lap. Fantastic. Congrats. Btw…that is NOT sales my friend. That’s order taking.

Ok, well then how do you close the other 98%?

Following up is a great start, but the previous article also points out that 80% of all sales are made between the fifth and twelfth contact, meaning the first, second or even third follow-up just isn’t enough.

If you don’t know your sales process like the back of your hand, then today is the day to learn! Stop whatever you are doing right now, get out a piece of paper, and write down your company’s successful sales process. Keep in mind that your company may have multiple sales processes based on the different products/services it sells.

Once you have it written down in front of you, take a look at your pipeline and figure out where each deal is in the process and exactly what your next step needs to be. Call and follow-up to make sure the prospect received additional info, examples, proposals or proposal reviews. Finally, ask for the close and collect the money. There you have it.

Now that you know the true next step, you can handle it with confidence and get each deal moving in a positive direction. The key here is knowing exactly why you are following up and having that plan ready before you pick up the phone or draft the email. It sounds really simple and obvious, but the reality is that almost 75% of all salespeople will never make more than two attempts to follow-up with a prospect.

This means that simply knowing your sales process and executing the right steps at the right time already puts you ahead of the average joe salesman. That little bit of extra effort is what will propel you to close more deals!

Jake Sanders is the Vice President of Sales at Richter10.2 Media Group. For more information about Richter10.2, check out our introduction video here.

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The Internet: More Mobile Than Ever

Posted on June 27, 2012 by admin
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A new study by Pew just confirmed that 88% of US adults own a cell phone and 55% of US adults browse the internet on their phone. Keep in mind that this doesn’t include teens. Even more interesting is that of those 55%, 31% report to using their phone to access the internet more than any other device.

These numbers would be wise to note seeing as they are indicating explosive growth in mobile web. After all, smartphones weren’t even a common name back in 2009, and the iPad has only been around since 2010, just two years ago.

In just a few years, we have seen the rise of mobile internet on par with the rise of everyone’s favorite topic these days, social media. Social media, however, is really just a facet of the importance of digital technology and how those advances are shaping the way we connect to each other online.

Marketers aren’t the only force in the world that need to take note of where their audience is accessing their content. Businesses looking to keep their products relevant need to make sure that their services reflect these shifts in technology.

Making your product or brand “mobile-friendly” is much more important than some may think.Not caring about how your site appears on a mobile phone, for example, can be a disastrous PR move, seeing as your site is a reflection of your credibility.

There are definitely great abiders by this, as we see many more businesses utilizing cloud software more efficiently than ever, but that is not enough. As I said before, digital technology and how it is constantly changing shapes exactly how we use these new advances such as the cloud, mobile apps, telecommunications, what have you.

More and more people are converting to the notion that tablets and smartphones are the true tools of the future. Will your company heed that?

Jon Negroni is the Director of Public Relations, Promotion, and Marketing at Richter10.2 Media Group. For more information regarding Richter10.2, check out our introduction video here.

 

 

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