Archive Monthly Archives: May 2018

The Sales Evangelist, Sales Goals, Planing, Cold Calling, Donald Kelly

TSE 845: TSE Hustler’s League-“Three Things”

The Sales Evangelist, Sales Goals, Planing, Cold Calling, Donald Kelly

 

 

 

When your pipeline is empty at the end of the month despite phone calls, emails, and appointments, you may find yourself wondering how you missed quota. You can, however, prepare for next month to make sure it doesn’t happen again.

On today’s episode of TSE Hustler’s League, we talk about the fundamentals that will help you achieve your goals and three things that can help you have a healthy pipeline.

Planning

For many sales professionals, planning is non-existent. You show up at work on Monday and do the same things you’ve always done: make some calls, answer some emails, connect on social media.

You expect that those activities will produce connections, but perhaps you’ve lost sight of the fact that your buyers aren’t sitting in their offices waiting for you to call.

You must plan.

Too many sales professionals rely on “voodoo selling,” which is based on guessing and hope other than planning and strategies. They leave the office at 4 p.m. on Friday afternoon to party with co-workers instead of working until 5 and pursuing last-minute connections before the weekend.

Create sacred time. Devote one hour a day on social media efforts. Strategically focus on prospecting and dedicate time to it every day. Do not, however, be so rigid that you refuse to schedule a demo during that time. If that’s the one time the prospect is available, you’d be crazy to miss it.

Schedule some calls in the morning, some in the afternoon, and others in the evening.

Focus on your strategic list of prospects — your Dream 100 — and pursue those customers during your outreach time.

Reserve time at the end of each day to research companies for the next day.

Outworking

Sales professionals who want to be successful have to take control of their lives and their careers.

Look for opportunities all the time, and don’t stop working simply because the workday ended.

You should strive to be seen as the industry professional to everyone you interact with; to be the professional who brings value to your industry.

You don’t have to be on your phone 24/7 but be willing to pursue after-hours communication.

Don’t coast, and don’t avoid challenges. Create a blog post after your kids go to bed. Outwork what you did yesterday.

Referrals

Many of us have clients we’ve worked with for years, but we’ve lost our sense that they can help us grow our businesses.

Research your current clients to see who they are connected to on LinkedIn.

Don’t sleep on your referrals.

“Three Things” resources

The Sales Evangelist Hustler’s League is an online coaching program designed to help sellers of all levels and all industries improve. It’s an opportunity to share ideas and interact with other sellers from around the world.

Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

I’ve spent a lot of time talking about the book Stop Selling & Start Leading because I believe so strongly in the message it has to share. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Finally, check out the newest podcast in the Sales Podcast Network, Video Jungle Podcast. The podcast will help you learn how to use video to sell your product and how to differentiate yourself from the competition using video.

Audio provided by Free SFX.

Christopher Ibezim, Donald Kelly, The Sales Evangelist

TSE 844: Sales From The Street: “My Prices Were Too High”

Christopher Ibezim, Donald Kelly, The Sales Evangelist

What do you do when your competitor’s product is cheaper than yours?

Today on Sales From The Street, we talk to Chris Ibezim about what happened when he realized his prices were too high, and how changing his mindset helped him overcome the challenge.

Begin with research

Chris’ biggest challenge in sales was figuring out how to handle selling a product that was significantly more expensive than his competitors’.

He started by researching why his product cost more, with a goal to determine what made his product different.

He discovered that the way to demonstrate value was to understand the differences between the two products.

Compare your product to your competitors’ product so you can understand what makes yours different. Don’t use the word better; instead, let your customer decide that.

Educate your customers

If a customer has an opportunity to buy a car for $5,000 or a car for $10,000, it’s easy to assume you’ll buy the cheaper car.

But what if the more expensive car is a Ferrari? Although it’s more expensive, it has far greater value.

Your job is to educate your customer about your product, and explain why it’s worth the price.

When you’re confident in your product, when you provide the right information, and when you set the right expectation, you’ll find the right customer.

We’re all in the relationship business. Everything comes after you build the relationship because people buy from people they are comfortable with.

“My Prices Were Too High” resources

You can find Chris on Instagram: @klozemore and on Facebook.

Learn how to lead your buyers instead of being subservient. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

Dennis Brown, Donald Kelly, LinkedIn, Inbound Leads

TSE 843: How to Get Inbound Leads From LinkedIn

Dennis Brown, Donald Kelly, LinkedIn, Inbound Leads

LinkedIn has evolved to be a place for business prospecting. Though it was once assumed to be a tool for updating your resume, sales professionals now get inbound leads from LinkedIn.

Today on The Sales Evangelist, we talk with Dennis Brown about using social media to connect with your target market and find business opportunities.

The goal is to flip the script: instead of simply connecting with your target market, use LinkedIn to engage people and have your prospects come to you.

Become the hunted

There are several steps you can take today to make your LinkedIn work for you. Like any social-selling strategy, start with the basics.

If you aren’t making a good first impression, start there. Dennis’s blog has tons of information about optimizing your LinkedIn profile to make a good impression.

If people engage with your profile and you don’t have strong social proof with good recommendations, you can immediately ruin the opportunity.

  • Post relevant content regularly, preferably every day.
  • Post content that’s relevant to your target market.
  • Focus on educating, inspiring, entertaining and engaging instead of selling.

Engage with your engagers

Once you’ve posted relevant content, people will engage. Engage them back. Show appreciation for their time and effort. You’ll start getting inbound connections, and your goal is to continue the engagement.

If they engage with your content, you’ll show up in their feed more often. “Know, like and trust,” will kick in.

From there, there are three ways Dennis conveys them to leads.

  1. Prospects see his content and visit his profile, which leads to added engagement.
  2. Prospects respond to his CTA to schedule a free phone call.
  3. He engages with their content if he knows they are a prospect who fits his customer avatar.

Dennis works backward, knowing that his leads often evolve from prospects who ask questions, so he determines how to get them to the point of asking.

In each case, he leverages the power of his profile to influence his prospects, and he creates inbound leads from LinkedIn.

Generate content that generates leads

His content leads prospects to ask, “How’d you do it?” which allows him to reply with basic information and resources.

Most recently, he offered his book 7 Habits of Highly Successful LinkedIn Users free to prospects who responded with “7 habits” in the comments section of his profile. More than 100 new leads requested the book, opting in with their names and emails.

Dennis then led them through a drip campaign that nurtured them into potential leads.

Throughout the campaign, prospects had the chance to ask questions and engage with content that was super relevant, because only relevant content will create opportunities for engagement.

“Inbound Leads From LinkedIn” resources

Dennis has created a one-page cheat sheet for everything in today’s podcast. Visit askdennisbrown.com/TSE to find a summary of today’s conversation, as well as all of his contact information.

The book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley is a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

We’ve got a free excerpt of the book so you can check it out. You’re going to love it.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Audio provided by Free SFX.

Social Selling, LinkedIn, Donald Kelly

TSE 842: The Social Selling Experiment Part 3

Social Selling, LinkedIn, Donald Kelly

If you’ve been with us for the last couple of weeks, you know that we’re in the middle of a social selling experiment to determine whether connecting on social media improves our sales outcomes. Today’s episode of The Sales Evangelist will update our findings, and address a change we made in our program, as well as the reason for the change.

If you haven’t been with us for the last couple of weeks, we’re using traditional sales techniques such as phone, email and snail mail to connect with 40 prospects. At the same time, we’re connecting with 40 other prospects using all the traditional means, plus social media connections as well.

Over the course of the experiment, we’re reporting our findings to you so you can see the effects without conducting your own experiment.

The social selling experiment

Over the past two weeks of the experiment, I stumbled onto the realization that I’ll need more time than I originally thought to build effective connections on social media. Because some of our prospects don’t check their LinkedIn accounts every day, the connections we make often take more time than we might have assumed.

As a result, we’ve determined that our ramp-up period for social selling will be longer than we originally planned. Because of that, we don’t want to continue doing things that aren’t working.

Instead, we’ll adjust our plan to allow for the new discovery we made.

We realized that we aren’t the center of our prospects’ world, and they have obligations that prevent them from getting back to us right away.

We pivoted to increase the odds that we’ll connect with our prospects.

Dream 100 list

I read a book called How to Get a Meeting With Anyone by Stu Heinecke, and I recommend it for anyone seeking to connect with prospects. He addresses account-based marketing, and although it isn’t a new idea, he calls it “contact selling.”

It’s about your Dream 100 list; your list of vetted prospects that would be ideal customers for you.

Your goal is to capture their attention, and the best way to do that is through personalized contact. Personally connecting with your ideal prospects takes a great deal of work, but calling hundreds of prospects does, too.

Your Dream 100 clients are an ideal fit. Your goal should be to find the key contacts, get information and phone numbers from the website, and learn a little bit about them. Then you can determine what problems they’re trying to solve and address them specifically.

Gate-keepers and assistants

Receptionists and assistants have a lot of information about the decision-makers you’re trying to reach, as well as the organization you’re pursuing.

Stu recommends that we recruit those gate-keepers onto our team so they’ll help us influence the decision-makers.

As part of the experiment, we contacted the executive assistants who were connected to our decision-makers, and figured out the problems they were trying to solve. Once we had that information, we put together a package for each of the prospects we were targeting.

There was a ticket-shaped note with a hand-written message, along with popcorn, and a specific candy and drink. The whole package cost us about $10 per lead, but the ROI will be significant because it could net anywhere from $1,000 to $10,000.

After the packages are mailed, we’ll follow up with phone calls and emails. We’ll also send gift cards to the executive assistants to thank them for their help and to recruit them to our effort.

We’ll couple all of this with our social media efforts as a way to connect with decision-makers.

In the weeks to come, we’ll also update you on some new tools to help you find prospects and gather information about them.

“The Social Selling Experiment” resources

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizersto connect with sales professionals from all walks of life.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happenfrom our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

We want to help you find more ideal customers. We want you to build stronger value and close more deals. Most importantly, we want you to do big things.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Rom JB, Tutoring, Facebook Selling, The Sales Evangelist

TSE 841: Seek To Serve When Using Social Media

Rom JD, The Sales Evangelist, TutoringSocial media is here to stay. The faster sales professionals learn to use it, the better off they’ll be. The trick, according to Romual Jean-Baptiste, is to seek to serve when using social media.

Today on The Sales Evangelist, Rom explains how he uses social media, why he uses social media, and why you must incorporate it into your own sales process.

The truth, he said, is that we really have no choice in the matter. Everyone around us is using social media, and it’s a necessity that we evolve to it.

The more we resist it, the more of a disservice we’re doing to ourselves.

Identify your ideal customer.

Rom is a certified special educator whose company provides in-home tutoring for clients in New York City.

His ideal customer is a married working mom who is busy with her career, her family, and her social life. She uses social media extensively to interact with her friends, share things with her family, and ask questions.

Everything Rom does on social media is based around Lisa.

He completely surrounds himself with her life so he can understand how she sees the world. He joins women’s groups, reads content targeted at women like Lisa, and goes to live events and interacts with women like Lisa. He even tries to predict her favorite restaurants.

Rom said he constantly learns new things about Lisa because she is always evolving. As a result, his marketing and his use of social media must do the same.

He has determined that, once you understand your ideal client, you’ll be able to market effectively.

Interact with your prospects.

Once you understand who you’re marketing to, watch them to see how they use social media.

Rom discovered that his prospects are in their 30s, so they are primarily using Facebook, although they are also moving to Instagram. Because his prospects are moving, he’s going with them.

He also said he is careful not to spread himself too thin, choosing instead to focus on a couple of different platforms instead of trying to master them all.

In Rom’s case, he follows the school calendar and other related events to provide value to prospects.

If they ask a question about education, he answers it. If they accomplish something, he congratulates them. If the end of the school year is coming, he posts about summer learning. During back-to-school, he shares information about that.

By understanding who he’s going after and the problems they face, he is able to provide content relevant to the pain they are facing.

Invest in the people you’re trying to reach.

People tend to overthink social selling and incorrectly assume that the goal is to push their own agenda.

Instead, Rom said, take the time to invest in your ideal customer. Understand her. Provide value to her.

When prospects are considering whether to pursue tutoring, Rom works to land their cell phone numbers because he calls text messaging the “Holy Grail” of social selling. (People respond faster to text messages than email, in his experience.)

Once he has the number, he sends an infographic to their phone with a list of questions they should consider as they continue their research and decide which tutors to choose.

  • How flexible is your schedule?
  • How will you track my child’s progress?
  • How will you inform my child’s teacher about his progress?
  • Do you have a money-back guarantee?

This guide helps them make an informed decision about tutors, even if they decide to go with another company, and it’s directly on their phones so they can access it as they interview prospective companies.

Seek to serve when using social media.

Use time to improve your ROI.

It boils down to the platinum rule: treating people the way they want to be treated.

And though it may seem too time consuming to keep up with all of your clients via text message, Rom said the return-on-investment is incredible. If you are able to scale the unscalable, the sky is the limit.

It might seem too time consuming to send a Mother’s Day text to each one, or to acknowledge a child’s birthday, but people do business with people they know, like, and trust. Your clients will always be loyal, and they’ll refer you to other people.

“Seek To Serve When Using Social Media” resources

If you’d like to connect with Rom to hear more about how he tripled his revenue in less than two years with the help of social selling, connect with him on Facebook.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Shared Vision, Prospecting, Adding Value, The Sales Evangelist Podcast

TSE 840: TSE Hustler’s League-“Shared Vision”

Shared Vision, Prospecting, Adding Value, The Sales Evangelist Podcast
Prospecting is hard work. Most sales professionals hate it because it’s demanding. It’s unique to every customer. The key to successful prospecting is shared vision, or helping your prospects see available options and alternatives.
On today’s episode of The sales Evangelist Hustler’s League, we’re talking about prospecting, and things you can do to move your prospect toward a decision.
If you aren’t familiar with our TSE Hustler’s League episodes, we listen to a snippet of one of our online coaching sessions that address a common issue for sales professionals.

Begin with research

One client shared that he begins by finding out what tools the prospect is currently using.

Because his company sells video and video production, he focuses on the capabilities that the prospect likely needs, and the things they might be missing based upon the tools they are using now. He determines whether there is anything the client could improve upon, and he bases his first outreach on that information.

He begins with contact that addresses the optimization that’s available to them, and he encourages them to find out what others in the area are doing for their own video needs.

It’s a great strategy because it helps the prospect compare the current capability with the possibilities that are available.

Offer key insights

Many sellers mistakenly provide too much information early in the process. They have so much knowledge about their product that they are eager to share that they overcomplicate the process.

Sears, the company that seems to keep surviving, discovered an odd correlation because they focused on data. They noticed that each time they had a sale on underwear, they also saw a spike in the purchase of power tools.

When they investigated, they discovered that while their wives were shopping for underwear, men went to the tool department to avoid waiting around.

If you find that you’re struggling to schedule follow-on meetings, it’s possible that you’re not providing value to your prospects.

Employ the 5 whys

Ultimately, our goal is to understand our prospects, their needs, and their struggles. The more successful we are at sharing insights with the prospect, the more likely we’ll be to move the process forward.
As you move into this part of the sales process, understand the power of the 5 whys. It’s a technique used to identify root causes, by repeating the question “Why?” after each previous answer.
The idea is that one problem often leads to second- and third-order problems, so by continuing to ask “Why?” you’ll more likely discover the problem at the root of the situation.

“Shared Vision” resources

Check out The Sales Evangelizers on Facebook to connect with sellers of all levels and all industries. Learn what they are doing, share ideas, and compare notes with sellers from all over the world. Our next semester starts at the end of the summer, and we’d be honored to have you join us.

Assistant.to can help you streamline your appointments and make it easier for prospects to engage with you early on in the sale process. It’s a free tool that allows you to embed your calendar in your emails so prospects won’t have to work too hard to connect with you.

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Clarence Butts, The Sales Evangelist Podcast, Story Mapping, Use Data to Tell Your Story

TSE 839: Sales From The Street-“Use The Data…Tell a Story”

Clarence Butts, The Sales Evangelist Podcast, Story Mapping

 

 

You have a story to tell: a history of your sales performance and your successes; a list of solutions you’ve provided to your customers; the lessons you’ve learned over the course of your career. You may not realize it, but you can use data to tell your story.

Today on Sales From The Street, we talk with Clarence Butts about the role data can play in your sales process.

Find decision-makers

One of Clarence’s biggest challenges in 25 years of sales has been locating the people who can make decisions and finding the project managers he can establish relationships with.

Somewhere along the way, he discovered that putting the information he had into a map helped him have a visual representation of where those opportunities were. It helped him determine where to invest his time, his energy, and his effort.

He discovered that once you know where they are, you can concentrate your time and effort into building relationships and developing contacts.

In his current territory, for example, he knows who the project managers are, and they know him. So even if they move from one project to another, they understand what he has to offer. They maintain relationships with him even as they transition to other projects.

Motivate yourself

Lots of companies will give you time at the front end of a new role to establish relationships and build networks. After that, you’re on your own.

That kind of pressure motivates some people, and frustrates others.

For Clarence, his initial motivation comes stems from the things he hopes to do with his family. He enjoys the fruits of being able to travel with his family. That motivates him to get out of bed every day.

His other motivation is chasing his competitors.

Finally, when he is able to enjoy the fruit of his work, that energizes him to keep working.

Use data to tell your story

As different locations scramble to attract Amazon’s next headquarters, many of them have used data to sell their regions. They use Story Maps, statistics, and other data to convince Amazon to choose their city.

Digital Territory wants to make the same capability available to the average salesperson. They’re seeking to bring the cost of the technology within reach of the individual sales rep so he can use data as part of his sales process.

Episode resources

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happenfrom our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

Emailme for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Audio provided by Free SFX.

 

Social Media, Amar Seth, Social Selling

TSE 838: Social Selling Practices That Will Drive Results For You Today!

Social Media, Amar Seth, Social Selling

Your buyers are exactly like you. Statistics suggest that at least 57 percent of the buying process happens online before any conversations ever take place. If you aren’t taking advantage of social selling, and if your prospects can’t find you online, you’re missing a huge opportunity to impact the sales process.

On today’s episode of The Sales Evangelist, we’re talking with Amar Sheth about why sales professionals must harness the power of social selling in order to stay relevant.

Make the most of content

Content offers the best opportunity to engage with your prospects. If you aren’t willing to provide information to your potential customers along the course of their journey, you have no choice of impacting them.

How do you communicate your value and your expertise in a 30-second phone call?

Instead of using sneaky techniques to reach your prospects, share material and you and your company and your knowledge of the industry. Instead of relying solely on cold calling, incorporate social selling into your day. Share information that educates your buyers.

Imagine this: I post content that you find intriguing, and you click “Like” on the social media platform. That single, simple action will trigger your entire network.

If you’re connected to 1,000 people on the platform, I now have access to a lot of potential eyes for my content. I can potentially reach second and third-level contacts because of a piece of relevant content.

That would never happen on the phone.

Employ simple tools

Plenty of free tools exist to help you connect with your prospects.

Begin on LinkedIn, and look in the top corner for something called Pulse. It’s a social content aggregator that will help you find content that’s relevant to your audience.

Use Twitter to query the search terms that matter to your prospects. Note the top 10 results you get. If the same names consistently appear in your results, make note of them.

Find content that matters to your buyers. Go to sources that you know your buyer relies on and get content there.

If you’re serious about engaging with your prospects, you must tap into social media.

Shift your mindset

Tony Robbins frequently says that anything you try to accomplish is 20 percent mechanical and 80 percent psychological.

Accept that the buyer has changed, and internalize it.

If you have difficulty getting people on the phone in cold call outreach, understand that it’s not you. The buyer has changed.

Think of it this way: would you rather spend 8 hours a day making phone calls, or attend one happy hour event where all the same people are gathered together after work? Spend all day cold calling, or spend one hour handing out business cards?

You can’t close a deal if you can’t first have a conversation.

Episode resources

Connect with Amar on Twitter or LinkedIn.

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

 

SaveSave

Donald Kelly, Social Selling

TSE 837: The Social Selling Experiment Part 2

Donald Kelly, Social SellingHere at The Sales Evangelist, we’re in the middle of a social selling experiment to determine how effective social selling is when it’s part of your everyday sales cadence.

I’ve selected a total of 80 companies that I’ve never had relationships with. I’ll use a traditional cadence of mail, email, and phone calls to build relationships with 40 of them. For the other 40, I’ll also incorporate social selling with the traditional cadence to measure whether it improves my results.

Traditional cadence

I chose to work in an industry I’ve never worked with before so I wouldn’t taint the results of the social selling experiment.

In the case of both groups, I started by building a list of prospects to work from.

For the traditional list, I started with Salesgenie, a lead-generation tool. It provides targeted sales leads by industry, with numerous mechanisms to help you filter your list.

I found the code for the industry I wanted to target, and used that to generate initial results. From there, I had the option to create lists of businesses or individuals. I also had the option to specify geographic information, company size, revenue, and other criteria.

The list I created was about 70 percent accurate.

My very first step was to send something in the mail to each of my prospects in an effort to capture their attention and provide awareness about me.

Social selling experiment

For the social side of the experiment, I first researched platforms to find out which ones were the most powerful, and LinkedIn was the clear winner.

Iinitiated a search on a basic LinkedIn account (not premium) without the help of any additional plugins.

I searched for the job title I wanted to target, and I searched for the industry. My goal was to find facilities whose COO or director I could connect with.

Once I had some results, I narrowed them by region, limiting them to primarily the southeast and Alaska.

In the case of this group, I sent them something in the mail, and I reached out to them on LinkedIn. If I discover that one of my prospects is connected to an existing LinkedIn contact, I’m taking advantage of that to build relationships.

As I progress through my cadence, I’ll continue to provide details about my message and my strategies.

We’re conducting this experiment so you don’t have to. We’re sharing this information to help you be successful, find more ideal customers, build more value, close more deals, and do big things every day.

Episode resources

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

I used the free version of Leadgibbon, a plugin that extracts public information for the people you’re trying to reach. It can also pull email addresses, phone numbers, and basic information about a company. That information can then be exported into a Google spreadsheet and used with your sales cadence.

We didn’t use LinkedIn’s Sales Navigator for purposes of the experiment, but it’s a great tool to help sales professionals tap into the platform’s network.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley.

I continue because buyers hate it when sellers disappear as soon as the deal is done. You don’t have to be directly involved. You can simply lead the process by making sure that the customer is getting everything he needs.

This book is a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers. Get your excerpt here.

Leave us a review wherever you consume this content. Share it with someone else who might benefit from our message. Also, if you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Dale Dupree, The Sales Evangelist, LinkedIn, Social Selling

TSE 836: Make Social Selling A Part of Your Day to Day Life

Dale Dupree, The Sales Evangelist, LinkedIn, Social SellingIf you don’t already make social selling a part of your day, you should. The millennial generation has connected everyone on social media. Using those platforms to sell should be a natural progression for all sales professionals.

Today on The Sales Evangelist, we’re talking with Dale Dupree, the Copier Warrior, about using LinkedIn as part of your sales process.

Create Curiosity

Your social media pages are your own personal web pages. Your goal is to make sure that people who visit your page can tell what you’re all about.

Make sure they can accomplish the things you want them to accomplish when they get there.

Spark interest for your connections. Create something of value.

If you can create undeniable curiosity, you’ll fly through the sales process in ways you never have before.

Dale recalled a customer who walked away from a 20-year relationship with another company to do business with him.

The customer told him that no one had ever created the kind of curiosity that he had. No one had ever made the sales process enjoyable like he did.

Avoid Pitching

When you first reach out to someone on social media, they’ll likely visit your profile and decide whether to connect with you.

If the very first thing you do after connecting is pitch them, you will have blown an opportunity.

It won’t matter that you have a cool product that no one has ever heard of because you will have blown your chance to connect.

Pitching them should never be the very first contact you make. You’ve built no credibility.

Social media is purely an outreach piece.

Build Community

Dale did the same thing with his LinkedIn community that he does with his in-person sales community.

He created content that motivated people to interact with him. He went local with his outreach and targeted people around him the same way he would with traditional prospecting efforts.

His social media platforms allowed his connections to view his bio and his work history, and learn more about him and his business.

He posted regularly about the connections he was making with people to promote the idea of fellowship.

He boiled it down this way:

Don’t neglect the less-obvious employees in any company either. Rather than simply connecting with the decision makers, connect with the people they work with as well.

Share Stories

People love a good story, so articulate yours well. Tell them how you got where you are. Ask them to share their stories.

It creates interest, and it encourages people to get to know one another.

Don’t be sales-y.

Salespeople are the enemy because there are a million of them, and you’re just one more in the crowd. Your prospect already has plenty of them.

Make people smile. Have fun. Get familiar with the people on social media.

If you do it well, when they meet you in person for the first time, they’ll know you as “the LinkedIn guy.”

Make social selling a part of your day.

Episode Resources

You can connect with Dale at CopierWarrior.com. You can also find him on LinkedIn and other social media platforms as well.

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based upon research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

 

 

Different, Sales Leader, Prospecting, Donald Kelly

TSE 835: TSE Hustler’s League-“What Is Different About You?”

Different, Sales Leader, Prospecting, Donald KellyYou are not the only salesperson who has contacted your prospect this week. In fact, she has likely heard from 10 other salespeople selling exactly the same thing you are. So what is different about you?

How do you differentiate yourself from the other 10 people so she’ll want to move to the next step with you? Today, on The Sales Evangelist, we’ll discuss how you can set yourself apart in your relationships with prospects.

What is different about you?

If your only focus in your initial contact with a prospect is setting an appointment, your focus is too narrow. You must go into every appointment with the intention to provide value; to bring something to the table.

In other words, what can you offer the prospect that she can’t get from any of the other 10 people? Busy buyers have lots of options, and you don’t want to be just one of many options. What is different about you?

How can you stand out from the others? Consider the following questions:

  1. Why should the prospect meet with me?
  2. What can I offer that she won’t get from anyone else?
  3. What will she miss out on if she doesn’t meet with me?

Recognize that she has many roles in her life, and this is just one of them. Do your research and figure out how to provide value to her.

What problem can you help solve?

In my early days of selling, it never occurred to me to think about the prospect and what she might need. Instead of helping my prospect, I was focused on getting appointments and closing deals.

I discovered my mistake the hard way, and I learned that prospects have no shortage of choices, so I needed to do more than sell.

Before you meet with your prospect, conduct some research. Call the company and speak to people who can give you insight about the problems the company is facing.

Find a solution to those problems and bring those solutions into your meeting.

In the case of an inbound call, use your pre-existing knowledge about the industry to move them toward the next stage of the process.

Look at past customers you’ve solved problems for. Look to situations in which you solved problems that the customer didn’t even know she had.

Bring insights to the table that no one else is offering to move the prospect to the next step.

Episode resources

Pick up a copy of the book The 3 Value Conversations: How to Create, Elevate, and Capture.

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

We’ve just started a new semester, and it’s not too late to apply to see if you’re a good candidate for our program.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Michael Sardina, Twitter, Social Selling, Donald Kelly

TSE 834: Sales From The Street: “Selling With Twitter”

Michael Sardina, Twitter, Social Selling, Donald Kelly

One of the challenges sales professionals face when selling with Twitter is staying focused on the task at hand. There’s so much noise and there are so many distractions that it’s difficult to avoid falling into the entertainment trap of social media.

On today’s episode of The Sales Evangelist, we talk to Michael Sardina about selling with Twitter, and the challenges he faced when he first started social selling.

Be intentional

It’s difficult to stay focused on social media.

If people don’t guard against it, social selling gives them an excuse to spend an entire day on social media.

Conversely, if you base all your social media activity on what’s good for your business, your social media will start working for you.

Michael focused his communications on only those people who were related to his specific business needs. He started following people who were related to his specific business.

When he discovered people in his industry that he thought might be interested in what he was doing, he started following them.

He made  a list of those people he was trying to target: project managers and leaders who might make good prospects someday.

Pay attention

He started by noticing what his connections  were already doing on social media.

If they posted something, he made a point to like it or comment on it. If something relevant popped up in his feed, he either reached out via Twitter or direct message.

Michael said he realizes now that most people think social selling is too salesy, but that’s largely because they’re doing it wrong.

Engage often

After Michael made a point to start noticing what people were doing on social media, he started getting messages from people asking how he could help them.

He started responding to their messages and having conversations simply as a means to get to know people. That kind of engagement allowed him to get to know people in a way that didn’t revolve around sales.

He called them lighter touches.

Then, when it was actually time to promote something, people already knew him, so communication felt less salesy. It was easier to contact them because he had invested the time to connect with them outside of sales.  Selling with Twitter was suddenly more natural.

If you start helping people, they’ll respond to you and you can engage and have conversations with no expectations.

Identify people in your industry and follow the people you want to connect with on Twitter.

Episode resources

Connect with Michael on Twitter at Michael Sardina and on LinkedIn.

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

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Travis Chippell, Donald Kelly, The Sales Evangelist, Facebook Groups

TSE 833: How To Connect In Facebook Groups Without Being That One Person

Travis Chippell, Donald Kelly, The Sales Evangelist, Facebook Groups

Facebook is a powerhouse social media platform. Its 2 billion users make it a great place to connect in Facebook groups and a great vehicle for targeted online networking.

On today’s episode of The Sales Evangelist, we’ll talk with Travis Chappell, founder and host of Build Your Network podcast, about how to connect in Facebook groups.

Proper philosophy

Just like asking directly for the sale with no relationship doesn’t work in a face-to-face setting, it doesn’t work in an online setting.

Your philosophy should include the following:

  • Be giving. Add more value than you subtract.
  • Be genuine. Build true connections.

Understand that networking and friendships don’t have to be separate entities. In effect, networking is creating friendships with people who have similar interests to yours.

Marketing is a long-term game.

Profile cleanup

Go to your profile and evaluate what people see within the first 10 seconds of visiting your profile.

The first thing people will do when you connect with them in a Facebook group is visit your profile. Your first impression online is as important as your first impression in person.

Make sure your photo represents you well. If your photo has a group of people in it, consider changing it to a photo that reflects you only.

Use your profile photo and your cover photo to show visitors what you’re all about.

Many people are going to view your photo and it’s essentially a free billboard.

Increased engagement

Sales professionals have a tendency to make relationships into transactions. They sometimes ask for business right out of the gate.

In Facebook groups, this kind of conduct won’t benefit you.

Facebook algorithms prefer people who engage with community, and it doesn’t like external links. As a result, if you aren’t engaging with the people in a group and you show up simply to post a link, Facebook won’t show your link to many people.

Be smart about joining Facebook groups. Do it the right way. Grab a copy of Travis’ book Groupology: How to network in Facebook groups without being “that one person.”

Long-term goals

If you engage with people in Facebook groups, consider it a long-term investment. Expect to spend three to six months building relationships and engaging with people there.

Post valuable things that make it easy to engage. Ask questions. Seek feedback.

If you post something of value that generates responses, make sure to respond to those comments. Rather than simply collecting comments, engage with the people who are responding.

There is no silver bullet for any sales activity. Instead of looking for shortcuts, put in the work to build relationships in the group.

Episode resources

Find Travis and his podcast at buildyournetwork.co, and connect with him on social media from there.

Grab a copy of the book Stop Selling & Start Leading, offered by our friends at Wiley, to help you become a leader to your buyers by presenting value and building relationships. The book provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Then, check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create, and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message.

Audio provided by Free SFX.

 

Donald Kelly, Social Selling, LinkedIn, Prospecting

TSE 832: The Social Selling Experiment

Donald Kelly, Social Selling, LinkedIn, ProspectingWhen you’re not making the progress you know you’re capable of, you have a choice to make: do you continue doing the same things you’ve always done, or do you try something new? I believe it’s important to investigate new ideas, and I’m going to conduct a social selling experiment that will accomplish that very thing.

Today on The Sales Evangelist, I’ll share new ideas that have worked for me in the past, and I’ll explain how I’m going to put my reputation on the line to test it.

The problem

Buyers aren’t looking for typical salespeople. The landscape has changed, and buyers are seeking sellers who will take the lead. They want sellers who solve problems and conduct business differently.

The authors of the book Stop Selling & Start Leading compiled tons of research direct from buyers that helps sellers understand exactly what they’re looking for. The book is like a blueprint for sales professionals.

At The Sales Evangelist, we’ve found the same thing. We’ve begun offering services in business development that allow us to develop business for our clients. We find the buyers and set the appointments, and we’re discovering that many companies aren’t doing business development well.

We’re trying new strategies and exploring different possibilities to reach the prospects that can become long-term relationships.

The challenge

To demonstrate the power of it, we’re going to conduct a social selling experiment. We’ll connect with 20 people we’ve never done business with before using traditional techniques like phone and email.

We’re also going to use social media to connect with 20 different people that we’ve never done business with before.

For the social media group, we’ll develop a cadence model, and we’ll use LinkedIn, Twitter, Facebook, and Instagram to grab the attention of people and make them aware that we exist.

I’ll invest 20 minutes each morning and 20 minutes each afternoon engaging with people on social media. As they respond throughout the day, I’ll also engage with them then.

We know social selling works, and we want to demonstrate the results to you so you can see for yourself. We’ll evaluate at the end of the week which method produced the best results.

The baby steps

Many of us say we want to try social selling but we’re also afraid that we’ll mess up publicly. We can’t simply trust bots to make our connections for us, because people can see right through that method.

Try one of our techniques and see how it works in your industry. Check in on The Sales Evangelizers on Facebook to follow our progress and interact with us as we conduct the experiment.

We’re doing this experiment so you don’t have to. We’re putting our reputation on the line to demonstrate the value of trying new ideas to invigorate your sales pipeline.

We want you to find more customers, build stronger value, close more deals, and do big things.

Episode resources

Pick up your copy of Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley.

Check out a free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen, and discover why some of the things you’ve been taught to do in sales may be the very things your prospect hates.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Audio provided by Free SFX.

Jack Kosakowski, Social Selling, LinkedIn, Twitter, Facebook Ads

TSE 831: Social Selling Is Not Working For You Because You Don’t Know How It Works

Jack Kosakowski, Social Selling, LinkedIn, Twitter, Facebook Ads
If your company’s marketing strategy hasn’t evolved, you’re likely paying a high price for it. Furthermore, if you don’t understand social selling, it will never generate any positive results for you or your organization.
On today’s episode of The Sales Evangelist, we talk to Jack Kosakowski about understanding social selling and why you should embrace the platform instead of fighting it.

Social selling mistakes

The biggest mistakes sales professionals make on social media is failing to understand it and take it seriously. Many people assume they understand social media, when in reality it’s much like other aspects of sales: it requires training.

In many cases, sales professionals are treating social selling as another form of marketing when, in fact, it’s actually a new way of selling.

They aren’t creating content that people care about, and they aren’t posting consistently.

There’s a lack of caring and no outbound engagement.

In a phrase, there’s a failure to build relationships.

Becoming a noticer

Jared Easley recently shared the importance of being a noticer on social media. Being a noticer begins with using social media as a tool to capture people’s attention.

It’s about attracting people’s attention before they even realize they have a need that you can satisfy.

Instead of employing the old technique of “cold calling,” you can use social media to connect with people and grab their attention long before you initiate a sales conversation.

Instead of jumping straight to the sale, begin by letting them know that you exist.

Social media can help you have the right conversations with people who want to have them instead of having conversations with people who don’t want to have them.

It’s a matter of getting the right attention from the right people.

Social selling steps

Sales professionals must let go of their lazy tendencies.

1.  Create new content that is hot-off-the-press and industry specific; share it before the CEOs in your industry find it.

2. Use content to create conversations. Use high quality content and include your own insight.

3.  Commit to spend 30 minutes a day reading up on the trends in your industry.

4.  Diversify your attention-seeking methods. Use different methods to attract different people.

5.  Test different kinds of content to see what performs best for you. Different content will attract different people.

6.  Dominate your industry. Share information that people can’t find elsewhere.

Episode resources

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

After you’ve tried some of the ideas here, I’d love to hear how they worked for you. Email me and let me know what your results were.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Donald Kelly, The New Guy, Business Development Rep

TSE 830: TSE Hustler’s League-“The New Guy”

Donald Kelly, The New Guy, Business Development RepThe Sales Evangelist Hustlers League brings sellers of all levels and all industries together for an online coaching program that will help them  become more effective at every aspect of their work. Today, we’ll hear from our newest team member, Leo, about his experience in the Hustler’s League as a new seller.

Leo shared with us the lessons he has learned from The Sales Evangelist Hustlers League.

Get comfortable with phones.

At The Sales Evangelist, we understand the importance of phones for sales professionals. We also understand phone reluctance and we know that it’s common for sales people.

Getting comfortable with the script and the possibility of failure are two of the biggest hurdles.

We tackle it head on by putting people on the phones, and giving them the opportunity to fail early.

Understand qualification.

Most sales professionals assume that qualification is about talking and selling. In fact, it’s less about talking and more about listening.

You should be seeking the right people with the right background and the right capabilities at the right time.

Ask questions. Listen. The client will tell you everything you need to know: what he needs and when he needs to get it done.

Sit in the hot seat.

We have a feature in the Hustlers League that we call the hot seat. One member addresses a challenge he has faced and the other members offer critiques and feedback.

The hot seat allows sellers to identify mistakes they are making and to hear from other members of the group about their own experiences.

It’s a sort of accountability partner.

Respect the timeline.

Sales professionals often try to speed the process along in an attempt to close deals. The client, however, may have different expectations.

When sales people sync to the prospect’s timeline, it prevents frustration on the part of both people and it allows the process to flow better.

Simply finding out what the client needs and how soon he needs it offers a great starting point.

Episode resources

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

Social Selling, Donald Kelly, Content, YouTube

TSE 829: Sales From The Street-“Being Small Doesn’t Benefit You”

Social Selling, Donald Kelly, Content, YouTubeI spent too much time thinking small: failing to try new things for fear that I wouldn’t be good at them. It wasn’t until friends in my Mastermind group challenged my thinking that I realized that being small doesn’t benefit anyone.

Today on The Sales Evangelist, we’ll discuss how small-mindedness can hurt you, and how you can provide value to your customer if you’ll push past that kind of thinking.

Nagging thoughts

For years, I believed that social selling wasn’t for me, because I wasn’t charismatic or beautiful enough to make videos or create other visual content.

Furthermore, I believed that if I did create content, trolls would come out of the woodwork and sharpshoot my efforts. If that happened, their criticism would send me running back to the safety of my cave.

Finally, I believed that I didn’t have anything of value to offer. I didn’t believe I was capable of social selling.

Even with the launch of this podcast in 2013, I was plagued by thoughts that I didn’t have enough time or adequate equipment to generate videos. I didn’t have the capability to edit them and I didn’t have enough content.

When my friends challenged me to share just one thing on social media, I created a video that didn’t get a lot of attention. That video prompted me to compare my own work against other content that was out there, and I was immediately tempted to stop.

It took me a while to realize that you’ll rarely be successful on your first attempt at anything.

Untrue beliefs

At some point I realized that YouTube is the second largest search engine in the world. I also realized that by failing to take advantage of its audience, I was passing up opportunities.

I bought myself some inexpensive lighting and a small camera, though I could have accomplished the same thing using simply a cell phone, and I got to work creating videos.

Surprisingly, no one criticized my appearance in those videos and no one challenged my content. In fact, they liked what they saw, which propelled me to create more.

When I committed to do Facebook live segments, I discovered that people were really watching them. One day when my broadcast was a few minutes late starting, a group member messaged me wondering why he couldn’t see the content.

It occurred to me then that, if I hadn’t generated that content, at least one person would have missed it.

Effective tools

So how does social selling help your business? People see your expertise in a different medium than usual and they have a chance to evaluate your content.

Instead of simply trying to convince them to buy my product or service, I can use social selling to prove the value of my content so they’ll be more inclined to take the next step.

Think of how many YouTube videos you have personally watched, and the value they have provided to you when you were trying to fix something or solve a problem.

Figure out your prospects’ frequently asked questions, and begin with a simple video answering those questions for your audience.

Being small doesn’t benefit you and it only serves to cripple your efforts. Get rid of thinking that says you’re not capable.

Episode resources

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

Jared Easley, Podcast Movement, Twitter, Prospecting, Social Selling

TSE 828: How To Use Twitter To Grab Prospects Attention

Jared Easley, The Sales Evangelist, capture prospects' attentionDepending on how you’re using it and what you’re trying to accomplish, Twitter is alive and well. In fact, Jared Easley, known as a “noticer,” believes  Twitter is full of people who are starving for true connection, and he believes you can use it to grab prospects’ attention.

Today on The Sales Evangelist, we’ll discuss techniques for using Twitter to build connections and create an army for yourself.

Genuine connections

If you reach out to someone and express interest in what they’re doing, it will almost always be received well. When you’re willing to have a dialogue, people respond.

On the other hand, think about your own reaction when someone tries to cram something down your throat. 

Connections that only involve an attempt to sell or self-promote will almost always be ignored.

The issue isn’t automation, because automation can be done well. The issue is a stack of posts queued in your account that only promote a sales opportunity or a link to sign up for something.

The good news is that Twitter has become proactive in its efforts to clean up some of the mass automation and is policing that kind of behavior. Furthermore, those kinds of interactions won’t benefit you on Twitter.

What will benefit you on Twitter is a genuine connection; a willingness to concern yourself more with the other person than with yourself.

One-to-one

Some people mistakenly believe that one-to-one contact doesn’t work on Twitter. We tend to get so caught up in numbers that we miss the chance to start small and measure whether our message will resonate with just a few people.

The truth is that those who genuinely connect with other people will find that their message compounds, and ultimately they reach more people because they were willing to invest in one-to-one connections.

Jared recently put Twitter to use during a trip to Las Vegas. He started with a keyword search  and narrowed those results down to the people in Las Vegas. Then, through a campaign of @ mentions, rather than direct messages, he reached out to podcasters in the area and invited them to a free meet up.

The outreach worked because he wasn’t asking them to buy anything or come see what he was doing. He simply invited them to meet other podcasters. As a by-product, Jared had the opportunity to interview a few of them for his own podcast.

Although there’s no guarantee that any of those relationships will ever result in a sale, you will have created rapport. You used one-to-one messaging in a way that wasn’t spammy.

As a result of the positive experience you created, the prospect will be more likely to think of you in a positive way.

Grab prospects’ attention

You can also use Twitter to find targeted lists of people.

The Google Chrome extension TWLETS allows you to find a public Twitter list, download it as a CSV file or spreadsheet, and then use that data to connect with people.

You can ask relevant questions of the people on the list, such as “What inspired you to begin podcasting?” or “What microphone do you recommend for podcasters who are just starting out?” Rather than bulk messaging, you can come up with a short list of questions that you spread out among the people on the list.

If you’re operating alone, you’ll likely be ignored. The people who don’t get ignored are the ones who create an army of supporters by building genuine connections.

Once you have demonstrated your interest in what your prospects are doing, reciprocity will kick in and they’ll develop an interest in what you’re doing.

We challenge you to adopt one principle and apply it today. Look for opportunities to notice your prospects. Watch and “notice” them in order to figure it out.

Episode resources

Connect with Jared at podcastmovement.com or on Twitter @jaredeasley. Pick up a copy of Jared’s book, Podcasting Good to Great: How to Grow Your Audience Through Collaboration.

Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading. Based upon research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

Relationship Selling, Sales Basic, Donald Kelly, The Sales Evangelist

TSE 827: Sales Basic 101…Keep The Relationship Going

Relationship Selling, Sales Basic, Donald Kelly, The Sales EvangelistYou don’t want your customer to feel duped. If you spend months working your sales cycle only to disappear after your customer commits to the purchase, she will likely feel like you only cared about the money. You must continue the relationship.

Today on The Sales Evangelist, we’re going to talk about the steps you can take to make sure that your customer doesn’t feel like you only cared about the sale.

Continue the relationship.

I understand the need to keep your pipeline fed. The numbers game says that the more doors you knock on, the more opportunities you have to close a deal.

I want you to understand the need to move your prospect into a role as a client who is a happy, raving fan. I want you to understand the long-term approach.

Especially in industries with long sales cycles, you develop a certain level of intimacy with your prospects. You know about her family, about her work situation, about many issues that are personal for her.

Now imagine that she has paid for your product, and she’s ready to start finding solutions and implementing the product, and you’re completely gone.

The truth is that everyone must focus on their area of expertise. The implementation team doesn’t want you micromanaging their part of the puzzle.

So how can you help your new customer transition to the next department without feeling forgotten?

Take small actions.

1.  Prepare your new customer for the next step in the cycle. If the implementation team will take over and help them begin using your product, prepare her for what that might look like.

Give her a map of what to expect over the next few weeks.

2.  Send some sort of acknowledgement as a “thank you” for the business. If your industry allows it, consider sending a gift of appreciation.

Let her know how much you appreciate her business.

3. During the on-boarding process, check in on a regular basis. Perhaps call once a week just to make sure that everything is going as expected.

Ask if there’s anything you can do to help move the process along.

4.  Move the conversation from email to something else. If you continue your relationship on LinkedIn, you can provide a recommendation for your customer and she may just return the favor.

5. Do something nice for your customer “just because.” If you see a book that makes you think of her, send it with a note.

Besides, if you have an opportunity to upset or upgrade later, you want her to know that you’re still around.

Episode resources

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

After you’ve tried some of the ideas here, I’d love to hear how they worked for you. Email me and let me know what your results were.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Video Marketing, john Antonacci, Video Jungle, Animus Studios

TSE 826: How to Creatively Capture Prospects’ Attention Through Videos

Video Marketing, john Antonacci, Video Jungle, Animus Studios

Setting yourself apart from the pack can be difficult; it always has been. Now that sales professionals have access to video, it easier to allow your personality to shine so people can learn who you really are.

On today’s episode of The Sales Evangelist, we talk with John Antonacci of Video Jungle Podcast about using video to connect with your prospects and communicate what’s different about you and your product or service.

Acknowledge the noise.

People are incredibly busy now. We’re bombarded with ads and other content all day long. One statistic suggested it amounts to 3,000 ads per person per day.

There is a lot of noise in the world, and the best way to stand out is to be different.

The old methods of reaching prospects are tougher now: people don’t answer their phones and your emails are automatically routed to a spam folder.

It’s harder and harder to be noticed. You need a campaign that will raise awareness about you and employ multiple angles to reach your prospects.

Capture prospects’ attention.

You’ll be far more effective at grabbing people’s attention if you personalize the message.

John related a story of how his own company used Viewmaster toys to send personalized messages to their prospects.

They created reels with Animus Studios’ message on them and mailed them to their prospects. The accompanying message directed them to a website that had their own company’s name in the web address, with a personalized video on the site.

He explained that, although the campaign didn’t directly earn them any sales, it raised awareness of the company and painted it as an outside-the-box organization.

 

Hi, we’re Animus

Create a sequential campaign.

There’s a methodology to this kind of campaign.

It isn’t a shotgun approach to contact, but rather it’s sequential and strategic. You must have a plan.

Once you have your prospects’ attention, you know who to contact with the next round of efforts.

Using BombBomb and Soapbox, you can send personalized videos to your prospects, and set yourself apart from all the others trying to grab their attention.

Episode Resources

Buy your own copy of The Ultimate Sales Machine: Turbocharge Your Business With Relentless Focus on 12 Key Strategies.

Check out Soapbox as a tool for making videos that will set you apart from the competition.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Email John or find him on LinkedIn.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message.

Audio provided by Free SFX.

Outreach, TSE Hustler's League, Donald Kelly

TSE 825: TSE Hustler’s League-“Outreach Strategy”

Outreach, TSE Hustler's League, Donald Kelly

Without an outreach strategy or a plan, sales professionals run the risk of looking pushy. When we focus entirely on making money and closing deals without working a plan, we miss the opportunity to position ourselves as leaders in the sales process.

On today’s episode of The Sales Evangelist, we’ll discuss how emails should fit into your sales process.

Understand the value of trust.

In the book Stop Selling & Start Leading, I discovered this quote:

Some sales people don’t have a moral compass. They don’t operate according to a set of values, so it’s easy for them to deviate to questionable behavior.

Buyers, however, want to work with sales leaders. They want to work with ethical people who live by a set of values. They want to be able to trust the people they are working with.

We position ourselves as leaders when we prioritize the customer and his needs instead of our need to close a deal and make money.

Plan your outreach strategy.

Do not focus purely on making money and closing deals.

Instead, decide how you can motivate the prospect to engage with your company or your product.

Begin by demonstrating your interest in the prospect, which will serve the dual purpose of letting him know that you exist.

Do that by working smart. Your time is limited and his is, too. Send a brief email that makes him aware of you, and begin with something he’ll want to read.

Subject line: Congrats on your recent round of funding, (insert name)

Opening line: Congratulations on your recent round of funding!

Your work is going to impact the law profession in a major way.

I look forward to seeing how you’ll employ your resources to be even more effective in your work. 

Sincerely, 

(insert your name)   🙂

This brief email serves as an initial connection. It’s simple enough that he can read it on his phone, and it will invite response because you’ve acknowledged his accomplish, and we’re all a little ego-driven.

Additionally, because it’s brief, he can scan it quickly and send a brief response back.

You’ve let him know that you exist, and you’ve initiated a simple conversation that can expand in later days.

Don’t skip steps.

Some sellers won’t understand the point of this because it didn’t result in an immediate sale. But now they know I exist, and I can continue the conversation.

A few days later, I’ll send a value-driven email that provides information about their industry, or perhaps I’ll offer to feature them in a webcast my company is hosting.

I’ll do them a favor without trying to sell them something.

By working smarter, I’m able to build connections that become long-term relationships instead of short-term sales.

Episode resources

Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading. Based upon research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

I’d love to hear how you’re working to accomplish big things.

Audio provided by Free SFX.

Donald Kelly, Take Charge, Creative, Outreach

TSE 824: Sales From The Street: “Take Matters Into Your Own Hands”

Donald Kelly, Take Charge, Creative, Outreach

The very best thing you can do for your sales pipeline is to get your content in front of your prospect even before they need it. The most effective way to do that is to take matters into your own hands and utilize social selling to reach your prospects.

On today’s episode of The Sales Evangelist, we’re sharing our own story of social selling and why we fought so hard to employ it. Like every episode of Sales From the Street, you’ll hear about the struggle, how we overcame it, and what the results were.

Resistance to social selling

At one of my previous companies, a coworker and I recognized the power of social media for sales professionals who were trying to reach prospects. What we noticed, though, was that our leaders weren’t on board with the idea.

In the early days of LinkedIn, management assumed that if you were on LinkedIn, you were looking for other jobs. Since then, the platform has transformed into a place where sellers can build relationships and find opportunities.

The truth is that very often your prospects don’t know who you are; and being the best-kept secret should never be your goal.

Your ideal customers need to know who you are, because they know who your competitors are.

The marketing department didn’t like the idea. They said any social selling would have to be consistent and uniform. (Translation: they didn’t like the lack of control.) They recognized that we should be doing something, but no one wanted to implement change.

Our markets were shrinking and our opportunities were dying.

Your own pie

My coworker and I offered to help write content so it didn’t all fall to marketing. Although everyone acknowledged the need for social selling, no one wanted to let us have a piece of the pie.

So my coworker and I created our own pie.

We created a blog and started generating content about our product. We shared the content with our prospects in the form of blog posts.

The important thing is that we took control of the problem and addressed it ourselves. We never did close lots of deals as a result of it, and we didn’t make millions, it helped us realize the need to embrace social selling.

I’ve done the same thing with The Sales Evangelist, using my podcast as a means to connect with people. Early on, I noticed that one of my prospects had been interviewed for a pretty popular magazine. I asked him to appear on the podcast, and he eventually introduced me to other people.

Your own brand

Every seller must have his own brand online, even if it’s only your LinkedIn or Twitter pages. If you’re in the healthcare space, tailor your accounts to that industry.

Create content that helps you connect with your prospects, whether it’s a blog or a podcast or something different.

Just like there are many possible routes that will get you from New York to Los Angeles, there are many ways to utilize social selling to reach your audience.

Don’t be a one-trick pony, and don’t abandon the things you’re already doing. Simply add social selling to your process to help you reach your audience more quickly and efficiently.

Episode resources

If you haven’t already established your own brand, personal brand strategist Stephen Hart specializes in helping service-based professionals and entrepreneurs build their own personal brand.

Successful sellers find ways to think outside the box, because prospects want you to lead them rather than sell to them.

This is why I’ve recommended Stop Selling & Start Leading: How to Make Extraordinary Sales Happen, brought to you by our sponsors at Wiley. It’s a blueprint for sellers, giving you a first-hand look at what buyers want and the things they hate. Click here for an excerpt of the book.

Check out the Video Jungle Podcast to hear best practices for video and film production and to learn the art of selling your product with video. The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries.

Audio provided by Free SFX.

Social Selling, Selling Online, Donald Kelly

TSE 823: You Call That Social Selling?

Social Selling, Selling Online, Donald Kelly

When I first discovered the idea of selling on social media, I wasn’t approaching it the right way. I assumed that social selling was as simple as posting something that would lead to a sale.

I realized, though, that social selling involves building relationships and guiding the prospects through a conversation that might lead to an appointment. Today, on The Sales Evangelist, we’ll discuss what makes today’s buyer different, and why outdated sales strategies won’t work.

Social selling and brand identity

Simply asking people to buy your product won’t prompt a transaction.

You must think differently about social selling.

The truth is that most sales professionals won’t stay in one job for 20 years. Most will switch jobs within about 3 years, although they’ll likely stay in the same industry.

By establishing a brand identity, you’ll allow your customers to follow you no matter where you move within your industry.

Make your social media pages reflect your industry and your knowledge about the it.

Amplify your message

Improve your ability to reach people with the following steps.

1.  Choose the right network. Do that by using the platform your customers use. Ask people in your industry what platform they spend time on.

Watch your prospects’ social media activity and use it to build relationships.

2.  Be consistent. Post regularly. When customers repeatedly see you online, and they don’t see your competition, they’ll begin to engage with you more.

3.  Establish expertise. Find information that’s relevant to your customers and find a way to tailor it to their situation. If you’re reading about Facebook privacy issues, figure out how that relates to your prospects.

Use mechanisms like videos or animations or blogs to establish yourself as a resource. Fiverr is a great place to hire help creating any of these resources.

4.  Engage with your audience. If a prospect got a promotion, or had a birthday, or changed jobs, use that as an opportunity to engage. Send a personal message.

Better yet, connect two people in your network. If one of your connections needs new office furniture and you know someone who handles office furniture, tag them both in a post with an introduction.

5.  Be the expert. Share content. Post on LinkedIn. Write blog posts. Create a podcast using Anchor.

Start by finding your customers’ top 10 frequently asked questions and answer them in one of the methods above.

Pick one of these  and start working to build value today.

We want you to be successful; to find more ideal customers. We want you to build stronger value and close more deals. We want you to do big things.

Episode resources

You can hire specialists to help you with video or animation projects or other gig-type work at fiverr.

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Use Anchor to start your own podcast as a way to establish yourself as an industry expert.

Then, check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create, and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message.

Audio provided by Free SFX.