How to Create a One Sheet for Presenting to Ideal and Likely Buyers

Show Notes

Are you having a hard time duplicating your sales process? If this is you, then you need a One Sheet. In this segment of the Thrivetime Show, Clay Clark will tell you what you need to know about creating a One Sheet.

    1. NOTABLE QUOTABLE – LAW OF CREDIBILITY – “Don’t say anything you can’t prove.” – Jerry Vass (Author of Soft Selling in a Hard World)
    2. NOTABLE QUOTABLE – LAW OF CREDIBILITY 2.0 – “Prove every statement that you make during your sales presentations and this will keep you both honest and accurate. Nobody trusts a fast-talking and loose with facts salesperson. Deliver your sales presentation slowly and with conviction because you have the facts working in your favor.” – Clay Clark
    3. NOTABLE QUOTABLE – “In sales you are guilty until proven innocent.” – Michael Levine (Public relations consultant of choice for Nike, Pizza Hut, Prince, Michael Jackson, Charlton Heston, etc.)
    4. ACTION ITEMS –
      1. Steps for Creating the Perfect One Sheet:
      2. Must be create a two-sided 8.5 x 11 heavy weight high quality full color document.
        1. NOTABLE QUOTABLE – You can’t print a high quality print piece designed to wow people on cheap paper that is printed using an inkjet.
      3. Succinctly show the problems that you solve for your ideal and likely buyers.
      4. Succinctly show the gains that your ideal and likely buyers will experience as a result of using your product or service. You must support every claim with a fact (cited statistic from a well known and trusted source)
      5. Succinctly show the pains that your ideal and likely buyers will experience if they choose not to use your product or service. You must support every claim with a fact (cited statistic from a well known and trusted source)
      6. List powerful testimonials from your current or past customers. You must support every claim with a fact (include the phone numbers of your references).
      7. Make a line item list on how you compare to your competition.
      8. Demonstrate the pricing options that make sense for the consumer (Package A, B, or C).
      9. List media appearances that you have been featured on (if you have been on any at this point).
      10. List awards that you have won (don’t list bogus made up awards, this is a regular move used by salespeople).
        1. NOTABLE QUOTABLE – “It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” – Warren Buffett
Business Coach | Ask Clay & Z Anything

Audio Transcription

And now, back to the best business coach time, shell, on top radio 1170, welcome back to the right time, show on your radio and they were broadcasting for the man cave studios, and so should we got the paint wood burning in the wind out there. When does the? When does it turn into the smell and the ambiance in the aura of the man cave to dexter’s, a really good or on the mancave? The weather is incredible. It’s lit by above the head. Halogen bulbs know they know they’re, not there medicine. You disrespect me in the cornerelephants everywhere:elephant elephant, elephant or I’ll pick it up at hobby, lobby or michaels, or any in your man cave has elephantitis of the elephants. Can you look up the definition of elephantitis real, quick, please i! Don’t want to hear that look that up. We can talk about it after we get off here. I just want you to look it up and we’ll talk through it off the year created hit one sheep for your ideal unlikely best business coach buyers. That is to talk to me about what is a one. Let me get off of the screen. Okay, i! Want she is exactly what it says:it is it’s one sheet that you put a bunch of your company’s information on so you’re, going to have all your contact information. You want to have social proof of partners that you have or you’re really famous or big clients that you had in the main thing that you want to have on this thing is a comparison table of u versus your competition directly or like the typical competitor in your industry. So the hub jim verse the typical gym I’m, going to fire off a bunch of notable quotable, a bunch of specific actionable data that your business coach can help you execute. But here’s what you want to do to make a perfect one sheet. One is your one:cheat needs to be laminated 8.5 by 11 heavyweight document. If it all possible full color don’t put that crap out on inkjet print out high-quality make it look. Great legend can’t present a high-quality print piece on cheap paper.

All right, then, on the one-sheet. You want to succinctly show problems that you solve for your ideal and likely buyers, then, on the same print piece, you want to show the games that your company can provide your ideal unlikely buyers. You want to show the games that your idea unlikely buyers experience as a result of using your product or service, and you also must support every game every claim with a fact. It’s not going to be good enough to just simply make a lot of claims on the sheet of paper. You have to actually prove what you are saying. Your coach can help you do that another element to show the pains of dealing up where I doing like the buyer. If they choose not to work with you again, you want to succinctly show the best business coach pains that your idea, unlikely buyer, will experience if they choose not to use your product or service and I recommend that you would cite statistical proof from a well-known in trusted source that what you’re saying is true, then you’d want to list powerful testimonials from your current or past customers, and you must support again every claim with a fact on this case. When your listing powerful testimony of the two testimonials you would want to list the phone numbers of your references. Don’t list bogus references chap you got a list of phone numbers of your references. How I want to ask you clay all the clients that you’ve worked with you get pushback on this stage of it when you’re trying to make sure that you’re providing and showing these perspective ideal unlikely buyers at these are real. Do people push back when they you try to find somebody to put their number on their? How do you go about making that happen? I, don’t ask you to do it yeah, because I asked people can I use you as a reference. I do ask that question. Can I use you as a reference and then they say yeah and then I put them as a reference. I don’t take.

Could I use you as a reference on this or that and statistically very few people call the references, but when they do it’s always awesome. That’s good right, because somebody goes absolutely but I’m not going to say. Could I use you as a reference on this? Could I use you as a reference on this got you could I use i, make it easier to do that? Just I want to make it easy for people to prove it. When I’m saying is in fact act, that’s the whole goal, then I want to make a line item list a line item list. This is big. Make a line item list of how you compare to your competition, making a line item list of how you compare with your competition. Then you want to demonstrate the pricing options in a way that makes sense to the consumer packaged a b or c package, but you want to list the options. The package options that you provide to the consumer can see all this information on one sheet of paper to listen to media appearances you’ve been on. Why is it so important to list the media appearances drop you been on if you could have been on meet in the past, because it gives you a level of credibility because your level of best business coach expertise, if somebody sees that you’ve been on the news on multiple channels talking about certain things, then it just gives you. The initial that initial mind frame of this person knows what they’re talking about. If they’re, on tv. Most of the major media outlets will not let you appear on the unless you have a credible ground, regrettable biography, and that’s why it’s important to list those media appearances that you’ve been on the list any real, authentic wards awards that you’ve won.

If you have won an award for your business, why would you want to list of the real awards that you want your business and not bogus made up of words, which is a regular move? Your bogus made up of awards is a lie and overall overtime. Those lies will catch up with you and I’m going to give you a bad reputation. What’s the the the the quote, clay about it takes 20 years to build a reputation. Yeah, that’s right! I want to make sure we’re getting. This quote to you:thrive, nation, near chapel, warren, buffett, reputation, buffett. This is warren buffett, the legendary investor talking to you. He says it takes 20 years to build a reputation and 5 minutes to ruin it. If you think about that you’ll do things differently. It’s a hundred percent accurate, so don’t make up a bogus awards and then, if you are winning awards I do see a lot of times it hard working. People are humble people and they don’t want to brag about best business coach things or seen braggadocious or seem like they’re pushing things in people’s faces, but you got to let people know that you’re awesome if you’re awesome be proud to tell the world that you’re awesome and what I want to do is I want to get luke. Owen’s I take on this owner of the the hub jim’s on the radio. Three notable quotables look like to get your take on this jerry bass, the best selling author of soft selling in a hard world states, don’t say anything you can’t prove he goes on to state. This is big. This is michael levine. This is michael levine who stayed in this town, michael, levine, states and sales.

You are guilty until proven innocent michael levine. This is the pr consulting, the pr consultant of toys for nike for pizza hut for prince or michael jackson. He states in sales. You are guilty until proven innocent and I tell people all the time. You want to prove every statement that you make during your sales presentation, and this will keep you both honest and accurate. Nobody trust a fast-talking person is loose with facts, deliver the sales presentation slowly and with conviction, because you have the fax working in your favor luke. How is having a one-sheet helping you scale, the hub gym? Well, it’s good. It’s giving people something as rails to run on, write the teams it gives them rails to run on. They don’t have to think about things to say:we’ve got the tour at the top of our one sheet, so you just follow it. It’s proven and it works in, and so then you get to the end of it and you sell best business coach something bob what you learned increase, which carter

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