Now, when it comes to LinkedIn, there is no silver bullet that is going to make you stand out and gain tons of new leads and tons of new business opportunities with people flocking to you. However, what I’ve come to realize with LinkedIn is that there’s a lot of little things that you can do to be effective and it takes a bunch of these pieces to be put together to make you eventually stand out and to follow proper procedure.
One of the things that’s often overlooked with LinkedIn profiles is very simple. It’s the headline. This is a thing right underneath your name on LinkedIn. Most times, I see crazy, boring, stupid things like marketing developer, sales professional, Vice President, or CEO. Obviously, you do a lot more than just that. Think about that. What’s going to jump out to folks?
In two simple steps, I’ll tell you what you need to do to make sure your LinkedIn header stands out in the crowd.
Step One: Think About Your Audience
First, think about your ideal customer. So many times when we create a LinkedIn or any type of profile, we get selfish. We start thinking about ourselves. Well, news flash! The LinkedIn profile is not necessarily about you per se, it’s about the individuals that are going to come on looking for you. So whether that’s an employer, your prospect, potential vendors, or potential partners – who’s your LinkedIn profile geared towards? Or what different phase of your life that may be geared towards?
Obviously, this is not something that’s going to be set in stone. You can change over time. So say, for instance, if you’re trying to find a job, the things I write on my LinkedIn header will be tailored towards new employers or what I do, my skill set that’s going to help me stand out. Or if I’m looking for new customers and trying to network on LinkedIn, my LinkedIn profile needs to be geared towards my customers.
They need to be able to see, when they try to search for stuff, me pop up in there. So I need to think like them – what they want, what they are trying to look for, what they are trying to do. Think about things of that nature and you’ll be able become a little bit more successful with that LinkedIn profile.
Step Two: What Do They Need Help With?
Second, think about what they need help with the most. Your ideal customer or this new employer or the one’s you’re just trying to build strategic alliances with. When people go searching, what are they going to be looking for and why are they going to be looking for that particular thing. Now that you understand that, that’s going to be your keyword.
You take those keywords and you embed those into your LinkedIn header. And that’s number three. Be specific and descriptive. You can be specific and descriptive but you have to make sure that you use those keywords people are looking for. So say for instance, if I am an author, I might say, “New York Times bestselling author, storyteller, corporate speaker, and lover of the outdoors.”
In this particular situation, I was able to add specific keywords that people may be searching for. If they’re searching for a speaker, a New York Times bestselling author, storyteller.
And then the other thing that I added in there was a part of my personality which is number four. Don’t be afraid of adding your personality in there. If you’re looking for a job, trying to find vendors or partners, people want to make sure that they know who you are and they want to connect with you. So I give you an example for sales professionals since you are in sales. You may something like “HR Onboarding genius, restaurant operation efficiency expert, people-lover, traveling addict”
Now, doing something like this makes you stand out a little bit more. You’re different. Remember you only have 120 characters so you have to make sure you balance that out.
And the great thing about this is that you can change them anytime you want. You can try different things. See what works best. And the good thing is that you can tailor it according to your particular time. If you’re looking for a job or trying to find new clients, it’s important that you tailor it towards your client.
So overall, listen again, its not about you. It’s about your clients. What are they looking for? What are the challenges that they face? Use those as keywords in your headline and make sure it stands out. Be a little bit different. You can add some personality in there so that they can see that you’re a human being as well. You don’t have to be rigid every single time. So that is it. Go ahead and try it. Make sure you apply it. But most importantly, I want you to have success. I want you to go out and Do Big Things!
Picture this: A company that consists of all men creating a product for women.
Do you see a big disconnect here?
Women are massive decision-makers when it comes to consumer-purchasing and here are large consumer companies creating these products when they don’t even have women in their marketing or management teams. As a result, they don’t have a clear picture of who their audience is because they’re not represented.
As salespersons, you need to understand that women are not all the same. They all have different roles to play and needs which you need to tailor to. So pay attention!
Liz O’Donnell is just the perfect guest for today’s episode as we talk about the importance of women in the business scene, the principles of selling to women, and understanding the demographic. By day, Liz is the head of the digital practice for a public relations firm working with big brands, startups, consumer companies, and B2B companies. By night, Liz lives out her passion for writing. Imprinting on the blogging world since 2009, Liz manages a blog called Hello Ladies that tackles issues women should know about and helps them balance their crazy lives.
Today, Liz talks about the importance of women in the sales industry as well as the importance of understanding the roles of women and their needs.
Here are the highlights of my conversation with Liz:
Getting to know Liz:
Understanding the demographic of selling to women and their needs:
Selling to women vs. selling to men
Strategies when approaching female executives:
How salespeople can better understand these roles:
On women selling to women:
Sales that tailor to the women’s needs:
Flirting as a way to connect:
Liz’s Major Takeaway:
Not all women are mothers. Not all women are the same. Understand their roles and needs.
Current projects Liz’s working on:
Focus on women balancing their careers with their aging parents
Her next book is about catering to not only the aging but also for the people caring for them
Get connected with Liz at www.helloladies.com
Liz’ blog: Hello Ladies
Today’s guest is Jordan Quast, an operations supervisor at Mountain America Credit Union, a local credit union based in Salt Lake City, Utah with branches in Arizona and New Mexico. He works at the branch level focusing on two major areas: overall branch operations and sales.
Jordan shares with us the struggles he had with sales, how they affected him, and what he did to finally overcome them.
Here are the highlights of my conversation with Jordan:
Jordan’s major sales struggles that he had:
Where he got the stigma of sales:
Being a part of a group that thinks the same
How this affected him:
Missing out on a lot of opportunities
How Jordan overcame this stigma:
Jordan’s Major Takeaway:
During this episode, I share a game changing tool called “SalesLoft Prospector” that will help you in your prospecting efforts.”SalesLoft Prospector” is something I’ve been using, for free, to build lists of my ideal prospects. It’s able to connect to LinkedIn and pull data of people based on search criteria I ask for.
Recently, in “The Sales Evangelizers” (our private Facebook Group), someone asked if there was a way to find people and build lists as opposed to just Googling for names or purchasing a list for thousands of dollars. Well, as you know, I love sharing value so I shared the idea of the “SalesLoft Prospector” with them. I wanted to wait to do an episode on it until I tested the tool out. Since I’ve done so, I feel confident in recommending it. Below are screen shots and two videos from the SalesLoft folks. Check it out.
I hope you enjoyed this tool. Tell me what you think! Click on the link below to join the conversation in our private Facebook Group or send me an email at Donald@thesalesevangelist.com . Overall, remember, I want you to go out and do BIG THINGS!
In today’s episode, I’m bringing in Chris Byrne who is the co-founder of SensorPro, an enterprise messaging and feedback platform (more like MailChimp but for businesses). They have great customers on board such as global brands like Ben & Jerry’s, Kraft, and WD-40, as well as small businesses. Chris especially mentioned working with a company that sold 3,000 liters of olive oil after their first couple of campaigns. Wow!
Right from the executive’s mouth, Chris talks about the power of creative strategies to get to decision-makers and the importance of educating your customers and building relationships.
Here are the highlights of my conversation with Chris:
What makes a great sales approach:
Strategies for sales professionals to get to CEO’s:
What you could do as a sales professional:
The importance of creativity:
How to reach out to new business owners:
Tactics Chris is teaching his people:
Current projects Chris is working on
SensorPro is offering a new set of tools of free mobile-responsive templates you can use right away!
Upcoming partnerships with software vendor Epicor and a content management company
Mention TSE and get some free sending credits 🙂
Chris’ Major Takeaway:
Do you think everyone else thinks like you do?
The other guys put their pants on one leg at a time too. Realize that the other person you’re dealing with is a human being.
This weeks “Sales from the Street” segment features a great friend of mine, Eric Smith, who is a sales professional with a money management firm. With these segments, we interview a seller who had a particular sales struggle, discovered a solution, and saw results. During our discussion Eric shares how he fell into a “sales slump” that tremendously affected his ability to perform as a seller, his personal life and his overall confidence.
But like any other challenge in life, there is always a solution or means to fix it. Eric recognized that this was something he needed to overcome and took matters into his own hands. He rediscovered his purpose, sharpened his sword by practicing his message, and got back in the game. He saw tremendous success and had a major attitude shift. As a sales professional, we all face challenges like these once in a while, however, it’s important for us to recognize it and make the changes ASAP. If you would like to stay connected with Eric, feel free to connect with him on LinkedIn.
If you are going through a slump or need some motivation and advice with sales related challenges, connect with our community at “The Sales Evangelizers” on Facebook. Come take a peek for yourself.
If you have a personal sales struggle you were able to overcome and would like to be a guest, reach out to here at firstname.lastname@example.org.
There is no better man to talk about building a SALES CULTURE than Todd Cohen himself. Todd is a keynote speaker, trainer, and author. Doing about 90 keynote appearances a year, which are all about building a sales culture. Todd also does workshops based on his keynotes, as well as a bit of consulting.
He has authored two books; Everyone’s in Sales and Everyone’s in Sales: Stop Apologizing! Both of which focus on helping people realize that everything they do is a selling moment.
He passionately believes that a common thread to everything we do is our ability to sell and sell ourselves.
Here are the highlights of my conversation with Todd:
What is a Sales Culture?
A mindset, behavior, or mentality of: “What you do, counts”
Everybody understands that what they do helps the customer say, “yes”
It is the opposite of a siloed culture.
What you’re doing has a profound and systemic effect on the organization’s ability to grow
What you can do TODAY to start developing a sales culture:
2 Ways to Change the Culture:
Current projects Todd is working on:
Todd’s Major Takeaway:
If you have silos in your organization, you are condemning yourself to consistent mediocrity. You must do things to bring down the silos.
Show people the bridge between what they do and how it helps your organization; and you will see them change.
We’ve all been there when things got difficult and we felt like quitting; you’re not selling a thing, you start getting frustrated, embarrassed, angry and feel that you just need to quit. Believe me, I’ve been in that position many times and it’s not a pretty place to hang out. But there is light at the end of the tunnel and its not a freight train. There is hope! During this episode of “Sales From The Street”, I share a couple of stories when I felt this way and wanted to give up. These times are not easy, but they sure are worth it in the end because things always work out. Click on the play button above and listen to the experience I have to offer.
With the rise of social selling, LinkedIn has become a powerhouse for sales professionals to find potential business opportunities, business owners to find new employees, and professionals to grow their networks. Understanding the amazing potential of LinkedIn, over 330 million individuals have joined this business social network. With such an overwhelming sea of profiles, how do you distinguish yourself so opportunities can come to you?
One “powerful way” to do so, my fellow hustlers, is through LinkedIn recommendations. Here are several reasons why:
However, understanding this, the next obvious question is: “How do you get more recommendations?” Well, lucky for us, LinkedIn has made this very easy. All you have to do is write more recommendations! When you write a recommendation for someone, the recipient will receive a prompting to return the favor by writing you a recommendation. My experience has proven that most will write you a thoughtful recommendation, especially if yours was thoughtful.
So how should you write a recommendation? Here are the four main components of a powerful recommendation.
Just like with email or a blog post, it’s important to grab the attention of your readers right away! You want them to read your recommendation and not just pass over it. Well, have an amazing, attention grabbing, one-liner at the start of your recommendation.
Say something like, “Talented is an understatement when talking about Jim’s work.” or “One of the best designers I know.”
Think like the reader. They are reading a recommendation that evaluates them. Since they may not know who is writing the recommendation, it’s important for them to know you are a credible source right from the beginning. They need to know the qualifications you possess in order to write this recommendation.
Mention if you were a colleague, mentor, previous boss, life long friend or vendor. The reader will develop a mindset of understanding who you are as they go through your recommendation.
“I had the honor of working for John while he was managing the North American division of Global IT”
“For 7 years, David’s company served as our IT vendor, while being an account executive for Mountain Ridge manufacturing.”
There is nothing more disappointing than to read a recommendation, which is it expected to offer key information or insights, but leaves you empty because it’s bland and doesn’t have the suitable points of a recommendation. To avoid this, with recommendations you write for your friends and colleagues, make sure to incorporate the following:
The final part of your recommendation is to encourage the reader to take action on what you are recommending. However, remember, this is not a sales pitch. It is a simple, one-sentence encouragement. Here are a few examples:
“I thoroughly recommend, that if you think Barbara will be able to help you or your business; that you pick-up the phone sooner rather than later. You will not be disappointed!”
“I would recommend her to anyone looking to create a professional website.”
“If you are looking for a quality sales professional for your organization, I encourage you take a look at Richard.”
Now that you have a better understanding of why LinkedIn recommendations are so important and how you can do them, start writing recommendations to increase your social selling. The more you do, the better off you’ll be able to gain new opportunities and start doing BIG THINGS.
Today, let’s bring back the most important thing we all need to do in sales – the basics.
First on the list is having a sales meeting agenda.
You will be talking with decision-makers and for these people, time is gold (as much as yours is). So by having a clear agenda, not only will you be perceived as a professional, but also, you will have a guideline to keep the sales process on the right track and to make sure everything will be covered, thus no time to waste.
How to make a clear sales meeting agenda:
Before the meeting…
When you get to the meeting…
It’s all about making a solid relationship. Think more about what the customer needs and wants so you’re able to provide them with what they need. This keeps you on track just by doing the basics.
Samples I Mentioned:
In this episode, we welcome back Mike Romero as we dig deeper into how you can get that new sales job and become the best candidate and the best fit for the job.
Here are the highlights of my conversation with Mike:
How you can make your resume stand out:
Mike’s top recommendations when looking for a job:
Why register with a staffing firm vs. directly applying online?
A company may post a job online but sometimes they won’t have the time or manpower to bring in hundreds of applicants who applied on their website so they eventually reach out to the staffing partner for help.
How can you be an ideal candidate for the company?
Check out their website and find out more about the company.
Mike’s Major Takeaway:
No matter what you’re doing, you’re selling yourself first. YOU are your BEST product, image, and brand. Selling yourself can get you anywhere!
This episode is one of the short, sweet segments where I’m interviewing sales professionals just like you and me – sellers, entrepreneurs, and people – as they share with us a specific sales challenge, why they had such a challenge, how they overcame that challenge, and the results they saw from what they applied to fix the challenge.
In today’s show, I connected with Mike Romero whom I met at a LinkedIn group. Working at a staffing company based in Southern California, Mike has found a great strategy to get to his clients in an easier and more personal way than just a straight up cold call – getting past the gatekeeper.
Here are the highlights of my conversation with Mike:
One of Mike’s biggest challenges: Gaining the attention of prospects
How he overcame the challenge:
Think out of the box. Bring them coffee or a cold drink. Stop by on their birthday with a balloon and a gift. Take them to a themed treat. Make it fun. Make their day.
Mike’s Major Takeaways:
Just try. You have nothing to lose. Get creative. You have nothing to lose by being bold and trying out something new. Do something that stands out and kicks. Don’t take any point of contact for granted.
Get in touch with Mike Romero on LinkedIn https://www.linkedin.com/in/mikeromero101 and on Twitter @MikeRomero101
Are you like Alice in Wonderland who really didn’t know where to go? Well, that doesn’t really work in sales. It’s important to be able to have a vision of where you want to go.
WHERE DO YOU WANT TO GO?
If a company doesn’t have a vision, the sales people will be moving towards different directions and nothing is going to get accomplished properly.
Here’s a personal experience of mine during my early years in sales: I worked for a smaller company where executives didn’t have a clue of where they wanted to go and they didn’t know who their ideal customers were.
The result? The company got dissolved.
Unfortunately, a vision of wanting to make money doesn’t really pan out in the long run. A great strategy should be in place. The right people should be in place.
In contrast, I also got the chance to work in an organization with leadership from the top. The executive level had a clear-cut understanding; down to the managers and the team. There was a lot of room for creativity in line with the company’s vision.
The result? The company soared.
Here are 3-Key Steps to Help You Create Your Vision:
What does your company desire? Where do you want to go? How do you want to do it?
What’s your “why?” Why are you doing what you’re doing?
Clear your mind of doubt and keep that big VISION!
Well, been there and done that and I’m telling you, “voodoo selling” just doesn’t work because you can’t quantify it.
In today’s episode, I am talking with Robert Harper and together we will shed light on the repercussions of voodoo selling and what you can do to ultimately be HIGHLY effective in sales. I have talked about this over and over, and again, PROCESS is key. Rather, GREAT PROCESS is key.
More about my special guest: Robert is a serial entrepreneur who currently owns five companies, four of them are in the midwest that do B2B integration, like access controls and CCTV, making buildings safe and comfortable. His other business endeavor is a virtual company that provides virtual solutions to business owners.
Here are the highlights of my conversation with Robert:
What is “voodoo selling?”
Selling based on guessing and hope rather than on planning, implementing strategies, or using metrics.
Why proper planning is a major challenge among salespeople:
Salespeople and entrepreneurs are creative thinkers. It makes us less interested in the process of selling and thinking of sales as a science since we tend to think of it as more of an art.
Sales as a science vs. sales as an art
The repercussions of voodoo selling:
It is a waste of time because you’re trying to sell to people who CAN’T say no to you
How to better gain scientific concepts in your sales presentations:
Instead of targeting “X” amount of dollars a quarter, target how many phone calls or meetings it would take you to make that dollar amount.
Tracking your information allows you to introduce a change into your process and see how it affects those numbers.
The telltale sign of a salesperson or entrepreneur that doesn’t know their numbers:
Split testing every appointment, so you’re changing everyday. You will never find a system that’s going to function for you if you’re doing it this way.
Terms that tell you they don’t know where they are in the process: “verbal,” “feel,” “great connection”
Understanding BIG DATA:
What Robert did for his company:
A customized tracking system for their sales team
*Robert will make a master copy of this and put it on his website for you to grab and utilize the template.
A special tip for sales managers:
Don’t talk about the numbers. Don’t judge people based on how many phone calls they’re making. Otherwise, your people will lie on those forms. The numbers are for them and not for you to judge them.
Robert’s current projects:
Get in touch with Robert through his personal blog www.harpermind.com
Check out Robert’s blog post about voodoo selling plus a link to the template they use to track statistics for their sales staff.
Robert’s Major Takeaways:
Don’t ever be afraid to ask every prospect if they have the ability and if they are willing to say no if this isn’t a good fit for their company. But, if it is a good fit, are they able to say yes?
For every sales meeting, have an agenda and send it to your prospect at least 24 hours before the meeting. In the agenda, go over what you want to cover and leave room for them to edit it for what they want to cover. During the meeting, follow the agenda. Ex: budget, decision process, the decision maker