Peter Sun Scam

2010-05-19T17:37:00.001-07:00

Dear Peter

I just want to acknowledge the influence you have had on my life after having purchased a Master license from you three years ago.

The tools, materials and insights that I gained through the week in Phuket, Thailand and the products I have purchased since, have given my business new depth and knowledge that I never had before. Knowledge, that when applied, can bring to clients many millions of dollars as well as healthy returns to the astute consultant.

I will tell you the story of a client I have worked with over two of the years since then:

The company was a young company in the medical services industry and it had a great need for improved communication internally (screaming and yelling is never effective!) as well as better sales processes and sales management.

I had completed a Peter Sun Marketing Audit and an analysis of the performance of all the managers and senior executives through a range of surveys and interviews. The Marketing Audit was billed at…

$3500 (all over the phone and taped and transcribed) and the Executive Team Analysis was done separately for a fee of $5000.

He also paid $7000 for a Chet Holmes video series.

I set up a 1-year contract to deliver the services that would address the above issues, with two of us involved for a total of $300,000. Plus a small 1-2% success fee,

which would be paid when we took his company over his previous records. (The second consultant pulled out after four months leaving the job to myself.) The contract in fact ran for almost 2 years in the end.

In its first year prior to my engagement the client’s company had reached $16 Million p.a. in sales, with two weeks where the company had brought in over $500,000 in sales in a single week.

After spending 7 months on the systems and better communication, people handling and management, as well as developing a more specific way to measure the sales performance of the sales team and the resultant incentives for achievement, the company hit over $500,000 per week for 21 weeks in a row!! The highest week was $672,000!!!

In that second 12 months the company leapt to $24 Million –
a neat 50% increase in sales over the previous year.

I had also worked out a plan that would net them a total of $90 Million in license fees to set up overseas licenses for the company. It is all totally achievable and can be put in place when the client expands internationally.

A more recent example of getting a large project to grow out of a Marketing Audit and lots of upfront analysis is a $295,000 contract signed this week with another sales company.

He needed his 20 sales guys to close more effectively. They were closing 20% of the 900 per week of enquiries received – phone and walk-ins. So I sold him an initial Marketing Audit and Business Analysis for $1,750 and then found out more data about him and his company. This was conducted just with himself.

I found that he was limiting the company by being to much of a ‘Nice-guy’ or ‘Softie.’ Having this trait was going to make it difficult for him to put in demands on the managers and staff to achieve change. It was also going to prevent him getting rid of non-productive people.

I then sold him on the next step, which was to have a one to one meeting with each of his sales staff and ascertain their ability and weak points before launching into a sales workshop series. It would also help provide a higher ‘buy-in’ on their part. (He had axed the previous trainers last year because the sales people ‘weren’t learning anything.’) I wasn’t about to allow that to happen to me.

He paid $600 per person for these interviews, providing an income of $12,000. I also created a sales evaluation tool specifically for his business where each sales person evaluated his or her own performance. Well the interviews gave me more info on the gaps in the company and the gaps in the boss.

This was reported back to him and so by now he had glowing reports from all his sales team and their keen desire for training. This process also alerted me to the need that his admin department also needed cleaning up and needed communication training and problem solving techniques. He was very interested.

I then put together a proposal that provided him and his 3 managers with one to one coaching for 12 months; 20 weeks of sales training workshops with the sales team; one to one coaching of all the sales staff to help them individually apply what they learned from the workshops; a similar one to one interview and analysis with all his 20 admin staff; a 10 week series of group training for the admin staff; one to one coaching of each of those admin staff; and development meetings on the future direction of the company.

In this case I didn’t put in a success fee, as the amount he is paying is satisfactory. However, if he baulked at the fee of $295K my plan was to reduce it but put in a 7.5% success fee on net profit over and above the previous years revenue results.

I want to thank you for introducing me to your products and for allowing me to discover your Marketing Audit. It has leveraged me into all kinds of other business opportunities that I haven’t time to mention here. If there is one thing that has helped me create bigger marketing opportunities with my prospects I would have to say it is the Marketing Audit. It is the spade that helps unearth the diamonds.

Also, the opportunity you provide in educating licensees how to set up a license with a client is worth gold. It is worth every cent on its own that a licensee will pay for this knowledge. For me the $79,500 I paid for the License was reasonable exchange for what I have gained. It has helped me launch myself to another level of ability as a business consultant/coach.

Probably the one thing I can say that I have been doing different is copying the Chet Holmes style. Do lots of research on the client upfront, and then create a ‘Ben Herr’ of a solution so that you can stay on and work with them to create success for them. I gained immense insights from Chet’s DVD series.

Thank you again for giving me the opportunity to learn how to build and grow businesses.

Yours sincerely

David Adams
Principal

peter-sun-scam

Peter Sun Scam