Category Archives for Inbound

Inbound leads and triggers

TSE 1261:How To Pair Inbound Leads With Sales Triggers For Higher ROI

Inbound leads and triggersAre you thinking of ways you can pair inbound leads with sales triggers to get a higher ROI? In this episode, we’ll talk about how to do just that. 

Tukan is the CEO and co-founder of LeadSift. It is an intent data platform for B2B technology companies. Tukan’s company helps them identify which accounts and which contacts within the accounts they should be going after based on signals of intent. 

What is an inbound lead?

For Tukan, an inbound lead is anyone who comes into your website and fills out a form on gated content, requests a demo, or in other ways your website offers engagement. Other inbound leads may have come to you, chatted with you and given you their email address.  They could have also downloaded your webinar, your ebook, or another offering. If a person requests some form of information from your company, that is considered an inbound lead. 

There’s a variety of sales triggers, including internal triggers or first-party data triggers. These include:

  • The number of pages that were visited
  • The average time they spent on the site
  • Number of downloaded content from the site
  • Number of webinars attended
  • Times they’ve opened an email from you

All these are triggers that can offer you insight into how far along your prospects are on the buying journey. Several marketing automation tools such as HubSpot and Marketo provide this information for entrepreneurs. 

External sales triggers  

The second type of triggers is external sales triggers. These are outside your digital properties, not on your landing page and not on your websites. The reality in sales is that less than 1% of your market is coming from your website. Many companies’ activities happen outside of their digital properties. Inbound leads coming from external sources can be broken down into two categories: the company level growth event and the behavioral intent triggers. 

Company-level growth is when other companies get funding to host certain events. These companies may be hiring specific roles or skills whereby your software and services can be used.

As for the behavioral intent triggers, these are triggers coming from other people looking into your products and services.  Make note of the people who are looking at your competitors and your industry. Helpful questions include: 

  • Are they researching our competitors or another third party web?
  • Have they been engaging with the content you can pick up?
  • Have they been talking to competitors?
  • Are they asking questions on blogs?
  • Have they mentioned their needs in forums?

Challenges of inbound sales

Marketing is typically responsible for generating inbound leads and salespeople follow up on the leads to create opportunities. However, not all leads are equal and a lot of times, they don’t fit the profile of your ideal clients. Those are easy to spot. Then there are people who fit your target market but that can be where the challenge is because many salespeople mistakenly think of these as equally valuable leads. 

Based on stats, only 3% of your target is in the market right now. Without external leads and additional knowledge, the sales development team is just sent on a wild goose chase. It is imperative that they pair these ICP fit inbound leads with some triggers to figure out which ones they need to go after first.  As they are able to prioritize, armed with the right information, the contacts become more meaningful. 

Inbound sales that aren’t ready yet can be put on a nurture track.  When salespeople are reaching out to them, they can gauge if the timing is right. Salespeople can then follow up when they’re ready to purchase. 

 Pairing inbound leads with triggers

There are a lot of tools that try to solve the nuance of pairing inbound leads with triggers but it all boils down to CRM. This is where you can see most of the information you need as a salesperson. 

When a lead comes in, it is being captured by your automation system. The lead then syncs with your CRM (Salesforce). When the data is already in your CRM, the marketing automation can log within the lead at the account level. This means that the accounting marketing can analyze the data and look at the kinds of activities the lead does on the account level. You can then add additional plugins to offer additional information from the base data you got from your CRM. The data includes the activities the lead engaged in on your website if he attended your event in the last 30 days if a company has used your tools, hired a new executive in the last 90 days, and more. 

Salespeople can get all this information without much trouble. If they need to do a follow-up, the sales rep can just click on the lead and look at their account within the CRM. They can gauge with better accuracy if the lead is worth pursuing based on the data.

It is important for salespeople to be trained on how to use CRM so as to avoid following up with leads that won’t turn into a sale. Always look at the account, and not just the individual person, to see the leads with the highest potential. 

Reaching out your inbound leads

Sales reps need to be brave when reaching out. There’s no space for being shy in the sales industry. When you are reaching out to your leads, connect with multiple people within the account who you think might fit the same criteria. 

Pairing your inbound leads with triggers is especially helpful when a certain lead starts showing interest six months after you put them in your CRM. You may have forgotten about them but because you have the data coming from your CRM and other plugins, you’ll see they are now ready for your services. Sales reps need to spend time following up on inbound leads. When picking up on behavioral intent triggers, sales reps can utilize internal and external triggers. 

Tukan’s company LeadSift searches the web and looks for the different kinds of triggers based on the data pushed from your marketing automation and your CRM. When their system spots a trigger event, it shares the information directly to your CRM. This information will tell you if it’s a new lead and if it’s from an old account, it updates the account so that sales reps can follow up. 

“How To Pair Inbound Leads With Sales Triggers For Higher ROI” episode resources

Connect with Tukan and ask about his software by visiting the official website. If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning this March and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

TSE 1187: How do I deal with Unresponsive Inbound Leads

TSE 1187 How Do I Deal With Unresponsive Inbound Leads?

There are tricks on how to deal with unresponsive inbound leads. Dealing with people who come to your website and who give their phone numbers and emails but don’t want to talk to you doesn’t have to be difficult. It is true that many who visit your site want the freebies and they ghost you for reasons you can’t comprehend. 

The sales reps are frustrated because the appointment is not getting through, nor are the emails, or the calls. 

This happens because we’ve conditioned the buyers this way. We’ve taught them the concept of opt-in. They give us their emails for emailed permission-based marketing and we call them or mail them to get an appointment. Other companies are doing this as well and buyers know the pattern and are now looking for ways around it. They often give a bogus email address or an old one that they no longer check making it next to impossible to get in touch with them in the first place. 

Deal with unresponsive inbound leads 

There are two ways to deal with unresponsive inbound sales. The first one is connected to marketing. Examine what you’re offering to the prospects and extend your offer beyond your freebies. They may not be ready to purchase yet and they just want to review your offer so give them something else they can munch. Include another link to something else within your gift. Try to put an invite to your webinar. They can click inside the opt-in to see what the webinar is all about. Engage them further and nurture them into actual leads. 

Give them something a little bigger, perhaps a one-on-one free consultation session or your phone number. Turn the opt-in into a strategy session to be able to talk to your prospects. 

For qualified leads, engage them further by giving them more information. They will qualify themselves and they will give you their phone number and have a conversation with you. Once they go to your webinar, they become converted leads which allows you to give them a pitch or offer your product for 15% off. 

Give the prospects what they want in order to get what you want. #SalesTips

Give them the piece of content and education on the webinar to get the conversion going. As a salesperson, deal with unresponsive inbound leads by giving them what they want first.

You can also use a thank you page as a dual opt-in or a webinar sign-up page to further turn your unresponsive inbound prospects to interested prospects who want to learn more about the business. 

Stop the old school strategy 

Deal with unresponsive inbound leads by letting go of your old school strategies. Stop sending a generic email which contains the usual information about the company, the features and benefits of the product, or the invite for a phone call or appointment schedule.  

Emails such as these are long and asking them for a phone call at the end of it is a huge jump. 

Shorten your email and change your subject line. Go for simpler yet impactful opening such as, “Did you get the download for this or that?” The recipient will see your name, your signature, and all the other necessary information and he is bound to answer a resounding Yes. They need to recognize you as an individual. 

This is when you ask! 

Ask your question when they’ve already responded to your previous mail. If they reply with a Yes, ask them for a phone call to answer any questions they might have. If the prospect shows interest and gives his phone number then quickly respond by giving a phone call. The key is to follow up right away. 

Have a 2-step strategy for prospects who are not ready to buy right away. Make it your goal to make them reply to you before you ask them to have the sales talk with you. Remember that buyers these days are cognizant of opt-ins so warm up to them by using this 2-step strategy. 

If you’re doing insight sales and you’re responsible for all inbound sales, you might want to ask them what prompted them to download the content. Do what you can to engage them in a conversation. 

“How Do I Deal With Unresponsive Inbound Leads?” episode resources

Build stronger value and have more meaningful conversations with your prospects. Close more deals and challenge yourself to go out and do big things every single day. 

For sales concerns, you can connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 modules and you can get the first two modules for free! 

If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound

 

Inbound Leads, Marketing, The Sales Evangelist

TSE 1177: Our Inbound Leads Are Causing More Work Than Good Sales

Inbound Leads, Marketing, The Sales Evangelist

Often, you hear salespeople say, “Our inbound leads are causing more work than good sales.” It’s always on the question of who should follow up on inbound leads and how to go about it effectively.

Many small organizations are having a hard time utilizing their inbound strategies effectively. We don’t have all the variables and all the situations within an organization. Still, we can assume that there are three people on a sales team. 

The sales team

Assume that a sales team is composed of three people: the marketing person who does almost everything, the junior assistant who helps with content creation, and the outsourced person who does the marketing strategies. Among the three, who should follow-up the lead? 

Not all leads are created equal. This means that before deciding who will follow up the lead, the lead should be evaluated first.

You don’t want your salesperson pitching to a lead that in the end would go to another competitor. 

Do a pre-qualification 

Do a pre-qualification in your organization to know if the people you are going to have the conversation with are ready to consider the deal. Set a benchmark and rules for what you consider a marketing quantifiable lead. Consider the following questions: 

  • What is considered a sales qualified lead?
  • What is the KPI of your organization? 
  • How many new inbound leads do you want to get per quarter/per month?
  • How much money do you want to generate from those leads?

The answers to those questions will lead you to your ideal customer. It would also help you identify the triggers that qualify them to be a marketing quantifiable lead and a sales qualified lead. 

The work is far more efficient because when a lead comes in, your salespeople can vet them and follow the pre-qualification factors you’ve set to see if the lead can generate new business for the organization. This is also helpful in maintaining your current customers. There’s no time wasted in sifting through leads and trying to figure out which one works and which one doesn’t. 

Create a system

Create a system to efficiently manage the workload. The marketing team can do the pre-qualification to increase the odds of the lead being converted into something real. Whenever a lead comes in, let marketing take a look at it and check the website and the title of the person. 

Then let the intern or junior marketing rep take over the other tasks like looking into LinkedIn, HubSpot, Marketo, or other platforms you have to find the data that you can transfer into your CRM. 

You can then sign that into the sales team for it to become a sales qualified lead. The system prevents wasting time on people who aren’t real prospects. 

Marketing can help fix the problem of having to go back to the beginning of the funnel and pre-qualify the leads again because they’re not yet ready then. 

  • Fix your content
  • Develop a good strategy
  • Make a drip campaign for people who are not yet ready 
  • Separate the marketing qualified lead and your sales qualified lead

Website leads matter

The sales team sometimes takes for granted the leads that they didn’t hunt for. A good example is leads coming in from the websites. Salespeople have this notion that they can get more of those so they ignore them. It’s the mentality that since they didn’t work for it, it doesn’t mean much. 

You must recognize that the organization spent thousands of dollars to get that lead. The organization paid for the marketing and the sales rep to produce content on your site. You have writers and you have graphics on your site. You have all the different infrastructure to make sure that your website functions. 

It is disheartening when a sales rep doesn’t take that into consideration when a lead comes in via the website. 

Whenever an inbound lead comes in, it is best to use your flow process to follow-up particular prospects. It should be written and put in your company’s playbook so that everyone can read it and use it with every inbound lead that comes in. 

Follow-up right away 

A stat from insidesales.com said that a lead that’s contacted within five minutes is 100 times more likely to convert than leads that are followed-up 90 minutes later.

When a lead comes in, follow up right away. You’re more likely to convert than if you wait. #SalesHacks

Strike while the iron is hot. 

Do a quick research and evaluate whether the person is real, see if it’s a true marketing qualified lead, and toss it over as a sales qualified lead if it ticks all the boxes. 

The sales team can take a quick visit to the person’s website, check their LinkedIn profile, and the pages they’ve visited on your site. 

Tools like HubSpot and Active Campaign allow you to see where they’ve signed up and the number of times they’ve looked at the pages. You can then use these data to have a meaningful conversation with the prospect leads. 

Focus on the people that matter

Include in your flow process the phone call and email for the first time then do the same things a day later. Connect with them on LinkedIn and share some of their content for seven full business days. 

Do the same things that you would do with a cold person. Nurture the lead and try to grab his attention. Even if they’re not ready now, then at least you can toss it back into the marketing pool and revisit it another time. 

With the right system and by focusing on the people that matter, your work is going to be minimized but the return is going to be much higher. Filter your inbound leads and let the marketing do the review. Recognize the good ones and toss them over to the sales reps to reach out and convert. 

“Our Inbound Leads Are Causing More Work Than Good Sales” episode resource

Email Donald for more questions or connect with him via LinkedIn.

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! If you want to take your sales to the next level, then I recommend that you join us with our group coaching. Our next semester begins mid-September. 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

If this episode answered your concerns about why your inbound leads are causing more work than good sales then don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound. 

Leads, Inbound, Prospecting

TSE 922: Don’t Take Your Leads For Granted

Leads, Inbound, Prospecting

Sometimes sales reps neglect their leads. We stop doing the things we know we need to do because we assume things will continue working the way we expect them to. Don’t take your leads for granted.

On today’s episode of The Sales Evangelist, we’ll talk about the things that sales professionals sometimes neglect and why it’s so important that you don’t take your leads for granted.

This isn’t simply a sales problem; it’s a human problem. We do it with our families, with our homes, and even with the water that is always there when we turn on our faucets.

It isn’t until those things go away that we appreciate their value.

“Unicorn” leads

Some of us work for companies that generate leads for us and some of us don’t.

Those of us who don’t often get them tend to value those precious leads because they aren’t frequent. It’s not unusual, however, for those of us who consistently get leads to expect them.

Even worse, we allow ourselves to focus on the “unicorn” leads so that we aren’t interested in the others. We want those rare leads that have a challenge, that have money, and that are ready to buy right now.

When we get leads that aren’t as perfect as the “unicorns” we might push them away to focus on the better leads.

Maybe we hurry through the conversation and invest less of ourselves in their needs.

Rare leads

Sales reps who can’t depend on getting leads have to approach their leads differently. They aren’t sure when the next one will come, so they have to do their very best every time.

These sales reps ask appropriate questions and seek to gain a deeper understanding of the prospect’s needs. They invest time in solving the buyer’s problem. They seek to treat them as individuals.

“When you change the way you look at things, the things you look at change.” 

Wayne Dyer

 

 

The first sales rep discounts the lead because he expects others will come after it. The second sales rep invests time in nurturing the lead and listens to the prospect.

Maintain excitement for leads

Make sure you provide all your leads with the same attention and effort.

See them as people trying to solve problems for their organizations, and keep in mind, too, that they have personal goals as well.

Your lead might be trying to get a promotion, or she might need someone to educate her about the buying process. Your lead called you above everyone else.

Find out why your lead called your company. Not only will that be good information for your marketing department to have; it will give you important insight into the prospect and help you connect with her.

Change the way you look at things

You have to work at relationships, and leads are relationships.

If you work hard even on the leads that don’t seem like “good leads,” you’ll do what Wayne Dyer said and you’ll change the way you see those leads.

The same is also true for your team members.

If you’ll change the way you view your underperforming team members and try to understand the challenges they are facing and truly try to see them as individuals, you’ll be better able to help them.

Don’t take your leads for granted, and don’t take your team members for granted.

 

“Don’t Take Your Leads For Granted” episode resources

When it’s time to follow up with your leads, Prospect.io can make your followup that much better. It has literally changed the way I prospect, and I love it.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. Your prospecting will never ever be the same.

If you aren’t sure you have the right CRM, Maximizer CRMis a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Inbound, New Clients, Sales, SDR, BDR

TSE 914: Sales From The Street:”How To Handle Inbound Leads”


Inbound, New Clients, Sales, SDR, BDR

We cannot develop quality inbound leads without a process that nurtures and prepares our customers. As a sales professional, it’s important to know how to handle inbound leads so that you’re working in tandem with your marketing team.

On today’s episode of The Sales Evangelist, I’m putting myself in the hot seat to discuss how to handle inbound leads, especially in the case of smaller organizations.

Just like you can’t rush to cook frozen chicken, you can’t rush to land an inbound lead.  You have to invest the right amount of time and the right preparation for both to turn out the way you’re hoping.

Qualified leads

When leads come in, we sometimes expect to make things happen quickly. Like the story of trying to cook frozen chicken, we forget about the seasoning, the marinade, and the temperature. We forget about the amount of time that the chicken has to cook.

When we’ve taken those things into consideration, that’s the same as a sales qualified lead. It’s defrosted, marinated, cooked, and ready to be eaten.

Prior to that point, it’s a marketing qualified lead: it’s a prospect who perhaps downloaded something but isn’t necessarily ready to buy. In the context of our cookout, it’s chicken that isn’t defrosted or marinated yet.

Marketing has identified a person who raised her hand to say she’s interested. Maybe she downloaded a white paper or signed up for a webinar. They’ve initiated the process and they have asked to speak to someone.

Now it’s time for someone to take advantage of the lead.

Too often, though, we jump too quickly. Instead of nurturing the lead, we jump down their throats in an attempt to close quickly.

 

Integrated efforts

A great CRM is the core of a great combined sales effort.

When you can enter information about the prospect and then track whether he opened the email, read the email, or reacted to the email, that’s the ideal situation.

If sales and marketing are working together, sales can come in an take over as soon as the prospect raises a hand to say “Yes, I’m interested.”

When a lead falls into your funnel, you have to reach out to that person within five minutes.

You may recall our friend David, who we’ve been following since Monday. David was tasked by his boss to find financial software for the company, so he’s in the research part of the process.

Let’s assume David enters the funnel by downloading a piece of content. When we email him a day later to ask if he’s interested in a demo, he indicates that he is.

Now sales gets the marketing qualified lead. You must call him within five minutes.

Otherwise, he’ll presume that you aren’t interested in taking care of me. Because I’m doing research, I might find someone else who is willing to help me when you wouldn’t.

Remember that your prospect is busy. I know that you are, too, but you can at least acknowledge the person.

Worst case, you must call him within 24 hours.

A sales qualified lead is chicken that is defrosted, marinated, cooked, and ready to eat.

Flow process

Many companies make the mistake of not having a flow process. That simply means that from the time I get a new sales qualified lead to the time this person says, “Yes, I want to buy,” many companies have no plan.

We might think we have a plan, but if we aren’t measuring it and tracking our efforts, how can we know what’s working and what isn’t?

We must have predictability behind our efforts.

The whole point of it is to let them know that you’re aware of their existence and that you’re here to help.

Predictable processes enable us to understand how the buyers buy and what the buyer’s journey looks like. Your cadence can evolve over time, but you must have predictable efforts so you can test your processes.

Each industry’s process will be totally different, and the buyer’s journey will be different, so you will tweak your process along the way.

A process will allow you to determine that, when you reach out within the first 5 minutes, 95 percent of those people eventually buy.

Nurture campaign

If your prospect isn’t ready to pull the trigger even after your flow process, then put him back into the nurturing process. Studies indicate that even bad leads often become clients in the long run because they were nurtured well.

What seems like a bad lead could end up being a customer if marketing is able to continue nurturing. Don’t throw away bad leads if there’s a chance they can still develop.

Send them information related to the product they were pursuing. You can hopefully, over time, help them develop a greater interest in your product.

I share stuff like this because I want to help you find more ideal customers. To build stronger value. I want you to close more deals, but most importantly, I want you to go out each and every day and do big things.

 

“How To Handle Inbound Leads” episode resources

Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

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.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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Mikael Dia, Inbound Marketing, The Sales Evangelist, New Sales Leads

TSE 883: How To Effectively Acquire Inbound Leads By Building Value Early

Mikael Dia wasn’t always an entrepreneur. His first business venture enjoyed early success. But it also revealed to him that he knew nothing about selling to people other than family and friends. As a result, he invested his efforts in learning to effectively acquire inbound leads.

On today’s episode of The Sales Evangelist, Mikael shares the power of the funnel in attracting your dream customers and turning them into real clients.

Early lessons

Mikael and his roommates launched a t-shirt business (he uses that term loosely) right out of college, and the group saw a fair amount of success. They had 5 or 6 designs, and lots of college friends and family who supported the venture.

They got cocky, he said, and ordered a lot more t-shirts. The problem was that they had already sold to all the people they knew, and they didn’t know how to sell to strangers.

He started researching SEO and affiliate marketing, as well as information about setting up websites.

In the 2010 lead up to the Mayans’ predicted “end of the world” in 2012, he created an affiliate website where he sold survival knives. He figured people would be looking for survival equipment, and he theorized that if he could get the site ranked, he’d be in good position to make money.

By the end of the experience, he had invested $100 in his marketing and had earned $5.23.

He made the same mistake that many companies make when generating leads online: they create ads to send people to their sites and then hope that the person finds the right links to complete the purchase.

Limited options

Mikael discovered along the way that people are distracted. They don’t have much attention, so if you send them to your website to browse around in hopes that they’ll find something, they’ll likely get distracted before they complete the transaction.

Sales funnels work differently. They target your dream customer, and at each stage, they give him the option to proceed to the next step or leave.

You might, for example, create an ad to grab his attention. The message is this: if you’re having this particular problem, click here, which takes him to the next step. The only choice he has to make is whether to proceed to the next step. There aren’t multiple options. Only two.

The sales funnel will always give the customer a simple choice, and it will direct him until he either schedules a phone call with you or he leaves.

If, for example, your simple funnel allows you to track that 1,000 people landed on your page, and 100 of them made it to your application page, then you know that your page converts at 10 percent.

Of those who made it to the application page, 50 of them scheduled phone calls, so you’ll have 50 new leads.

Minimal landing pages

Every landing page has the same goal: to encourage customers to provide a name and email address in exchange for valuable information.

Keep landing pages minimal. Don’t provide multiple options. When customers set their own path, they get lost and don’t realize what you want them to do.

Attract the person to your site, and then guide him to do whatever it is you want him to do.

Give him value.

Realize, too, that if you can’t find a customer on Facebook, you aren’t advertising properly, because everyone is on Facebook.

Qualified customers

Mikael stresses the importance of qualifying customers early in the process in order to make sure they can afford what you’re offering.

During discovery calls, Mikael asks customers to acknowledge that the price range is within their budget. Realizing, too, that humans sometimes lie about what they can afford, he also engages other opportunities to qualify customers.

He calls them micro-campaigns, and he equates it to homework. During the process, he asks customers to answer 3 or 4 simple questions like “How much traffic do you generate per month?” As part of that document, he asks them to type “Yes” to a question about being able to afford the services.

He says that the simple commitment improves the closing. It ensures that they are only developing proposals for serious customers. As a result of the effort, they closed 70 to 80 percent.

Shared proposal

Finally, Mikael never sends proposals to his customers. He asks for 45 minutes of their time so he can present the proposal using ScreenShare.

If they ask him to send the proposal, he agrees to send it after the presentation.

Doing so ensures that the important details aren’t overlooked, and it eliminates room for error.

Because proposals are intended to be presented, they benefit from storytelling and live interaction.

The sales funnel will help you generate inbound leads without having to constantly create new content. Use your funnel to target your dream customer and walk him through the correct series of steps. It will drive him to schedule a call with you.

“Effectively Acquire Inbound Leads” episode resources

You can connect with Mikael at thediaproject.com or at funnelytics.io where you can find freebies about building digital funnels.

We’ve been recommending the book the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley  for quite some time because we believe in the message. Based upon interviews with buyers, it offers specific information for sellers to help them become trusted advisors.

As part of the series this week, we have a SlideShare available for you to download, or you can link to it here. As always, we also have a free excerpt of the book so you can try it out for yourself. We believe you’ll like it so much you’ll want to grab your own copy.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, 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’re beginning a new semester this fall, and we’d be honored for you to join us.

Audio provided by Free SFX and Bensound.

Johnson Emanuel, Donald Kelly, Best Sales Podcast, The Sales Evangelist

TSE 424: Sales From The Street-“Selling High Ticket Product”

Johnson EmanuelHow do you attract high-ticket clients especially when you’re just getting started as an an entrepreneur or a sales professional? Today, I’m bringing in Johnson Emmanuel, Founder/CEO of Clients Attraction, a company that helps businesses and entrepreneurs consistently attract qualified high-ticket clients.

In this episode, Johnson shares with us some insights and strategies that he has done to up his game and grow his company big time.

Here are the highlights of my conversation with Johnson:

Why many people don’t go for high ticket clients:

The mental block – people can’t believe that they can be paid such

What do people pay for?

They pay for RESULT. If you can move somebody from point A to point Z and move them faster and quicker than the person can move themselves then they’re going to pay you anything you want

How to get past this “limited” mindset:

  1. Believe that you’re able to give result.

Believe that what you’re offering can provide value to the marketplace. Your result can move the person to next phase of their life.

  1. Learn how to give people more value.

Believe in yourself that you can move somebody from Point A to Point B with what you’re offering.

Who are your high ticket clients:

  1. The person has the money to pay for your service
  2. The person must commit to their own result

How to find your high ticket clients when you start:

  1. Be clear on how much you want for your business.
  2. Create and package your product.

How much you want will determine how much you’re going to price your product service.

  1. Go online and begin to get people from social media platforms

Create an enticing lead magnet in order to get their email address. Invest in Facebook ads or Twitter ads because they give great returns.

  1. Build relationship with your clients.

People may not buy from you the first time so build that relationship with them by following up through email sequence.

  1. Sell a phone conversation first, not your service.

Don’t sell over the internet. For instance, a lead magnet can be an eBook and then invite them to a webinar. Don’t sell your service first but sell your conversation. You need to get them on the phone, not on the internet.

Biggest mistakes people make when going for high ticket clients:

  • Never being clear about what you want.
  • Not believing that what you offer can move a person from point A to point Z
  • Not having any marketing or sales funnel/process

The power of a good sales and marketing system:

It has to consistently, continuously, dependably, and automatically drive leads into your business every single day.

Johnson’s Major Takeaway:

You should be paid at something for what you’re doing. You need to up your game and up your price as well.

Episode Resources:

Get in touch with Johnson at www.clientsattraction.com.

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