Category Archives for Keywords

Donald Kelly, The Sales Evangelist, Sales Tools

TSE 847: My Two Newest Sales Outreaching Tools

Donald Kelly, The Sales Evangelist, Sales ToolsThe odds are not in your favor. There are 100,000 ideal prospects in the U.S., but there are also 100 competitors. You aren’t sure when your prospects will be ready to buy. You aren’t even sure if they already have a solution to the problem you’d like to help them solve.

But what if you had a tool that would let you know when a particular prospect is ready to buy what you’re selling? Today on The Sales Evangelist, we’re talking about my two newest sales outreaching tools that will help you connect with prospects.

LeadGibbon

If you’re doing outbound sales and you want more information about your prospects, LeadGibbon can help you get the information you need.

Even if you have the paid version of LinkedIn, and you’re using it together with Sales Navigator, you aren’t guaranteed you’ll be able to get the information you need about your prospects.

LeadGibbon is a Google Chrome plug-in for your LinkedIn. With it, you’ll be able to pull individual information from a LinkedIn profile and gain more information about your prospect.

Say you’re looking at Donald Kelly’s profile. LeadGibbon pulls the company name, phone number, and email address for the profile you’re viewing.

You can save the information to a plug-in, and the plug-in can extract the information and add it to a Google Drive folder.

You do a search through Sales Navigator and you want to get a phone number. LeadGibbon can pull up the phone number for the organization or individual.

Although it isn’t 100% perfect, it does save tons of time, and it helps with marketing efforts because I have a list of my Dream 100.

I can add them to my CRM via CSV file. It helps me find publicly-available information about my prospects.

LeadSift

Imagine being able to narrow your contact efforts to prospects who had already “raised their hands.” Whether they visited a profile on LinkedIn, or visited your competitor’s website, they have indicated an interest in what you’re selling.

The LeadSift team will help you figure out the best keywords and the best strategies to find the ideal customers in your industry.

It will likely take a couple of tries in order to find the right combination, but once you find it, you’ll have leads pouring in.

Then, you can share LeadSift with your marketing team. You can craft a campaign that includes having your them reach out to your prospects on week 2 or 3.

“Sales Outreaching Tools” resources

The book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen keeps salespeople from having to shoot in the dark. It prevents them from guessing how to build value, because buyers are telling us to stop selling and start leading.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading 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.

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TSE Hustler's League, LinkedIn, Prospecting, Prospecting

TSE 815: TSE Hustler’s League-“Beef Up LinkedIn”

TSE Hustler's League, use LinkedIn for outreachYour LinkedIn profile is free real estate. It’s your opportunity to communicate with your prospects, share your message, and provide value to your customers. Today on The Sales Evangelist, we’re discussing how to make yourself stand out on LinkedIn, and how to use LinkedIn for outreach.

About your customer

Your LinkedIn profile must be about you, but it must also be about your customer. If a prospect lands on my profile page, what things will he know about me immediately?

Will your prospect know how you can help him succeed and what problems you can help him solve?

Keywords

Have you ever noticed that when you Google a topic, sometimes LinkedIn profiles appear in your results? Those profile owners understand how to use LinkedIn for outreach.

When you effectively use keywords on your profile, you help prospects find you.

Begin by brainstorming five words that your prospect might use when he’s searching for your services on the Internet.

Use those five words in your LinkedIn bio. Use them throughout your profile, in your description and in your subheading.

Utilize long tail keywords like “Arizona landscape services” to make your services stand out against all the others.

Also include keywords in your specialties as well.

Action steps

On my own LinkedIn profile, I included information about a listener who used one of my techniques to reach an executive he hadn’t previously been able to reach. Along with that testimonial, I offered visitors a chance to message me with the subject line “simple step” if they wanted details for themselves.

It provided an actionable step for prospects and it proved my effectiveness as a sales trainer.

Messaging

Constantly tweak your messaging. As your customers evolve and their needs evolve, change your messaging to communicate value to them.

Tell them how you can help them solve problems.

Episode resources

Pick up a copy of Stop Selling & Start Leading for information about how you can lead your customers to do business with you instead of simply selling to them.

If this excerpt from The Sales Evangelist Hustler’s League was beneficial to you, check out our online group coaching program to discover how we can help you build more value.

We’ll discuss how to convince customers to do business with you once they know you exist.

Tell other people about this podcast, especially the people you know whose profiles aren’t popping like they should be. Leave us a review wherever you listen to this content, and subscribe to the podcast if you haven’t already.

Audio provided by Free SFX.