Category Archives for Networking

Seize attention, Likky Lavji, The Sales Evangelist

TSE 1212: Networking Effectively and Creating a Sphere of Influence

Seize attention, Likky Lavji, The Sales EvangelistThe idea of networking effectively and creating a sphere of influence is nothing new in sales. It’s a facet of sales that everybody understands and executes. Networking is one sure way of meeting new people, building relationships, and it eventually opens doors for opportunities. 

Likky Lavji has been meeting people and building relationships for 30 years. He built and grew his IT company based on his referral network. By the time he sold his company, he had ample knowledge about how to do the business. Now, he’s sharing his knowledge with others.

The old methods of doing business 

Face-to-face meetings and getting to know people before starting the business are old methods of doing business. Today, people depend on social media to grow their business. We are bombarded with social diversions making us adept in communicating using social media platforms. The downside to that is it’s becoming more difficult for many to have conversations face-to-face. 

As salespeople, we need to combine old and new methods to make it work. It’s great to go back to the basics. Look at your existing base of connections and get to know them. Identify your best clients from your database, the ones who not only bring in revenue but referrals as well. Once you’ve identified your clients, you can start building your sphere of influence. 

Creating your sphere of influence is easy to do. You need to know your people and reach out to the people they know as well. In a networking event, look for the person who has people around them. Find an opportunity to start a conversation and be authentic. Don’t force anything. It has to be organic. 

Likky once stuttered and it held him back. With the help of Bob Burg, the author of The Go-Giver Way, he was able to move past his stuttering. 

Building relationships 

It’s normal to have some level of fear when talking to strangers in a networking event, or anywhere else. However, that fear can be overcome. You need to veer away from the misconceptions of others. Put those aside and just be who you are. People fear networking because of the notion they have to sell. Change that mindset and think of networking as meeting people and making friends. 

Don’t go into sales mode right away. 

Likky uses the acronym F.O.R.M. to start conversations: 

F – Family. Everybody wants to talk about their family. Some people even have their family photos in their wallets. You can talk about their dogs too. 

O – Occupation. You can ask about their occupation. For example, ask them how they got into their business. 

R – Recreation. Find your common ground and talk about their hobbies and interests. 

M – Message. These are the things you stand for. 

Listen to what they say

Build meaningful conversation and listen to their response. Ask more questions about their interests. It doesn’t matter if they don’t ask you questions because this isn’t about you. Make sure they do all the talking. Bob uses 10 field questions when meeting new people such as, “What do you enjoy most about your profession?” and “Describe the strangest thing you’ve experienced in your business.” 

People get excited when talking about these things. It’s your job to hear and understand what they’re saying. Show empathy and put yourself in their shoes. Understand what they’re going through. Listen well, take notes and follow-up. 

In Bob’s book, he suggested listening with the back of your neck. This means listening to what they’re saying and putting everything aside. All the words would go through your mouth, your face, through your ears, and to the back of your neck. There’s nothing else present except for those words coming into you. 

Giving out business cards isn’t the best way to execute networking effectively and creating a sphere of influence. Whenever Likky sees he may need to give away his business card, he tries to avoid it. 

Connect them to others 

In networking effectively and creating a sphere of influence, another way to do this is by giving referrals to someone else When you meet people in a networking event, ask them who their ideal customers are and you will see there are others in the room who have the same audience that they have. Refer them to those people and help them make a connection. They will learn to trust you because you helped grow their business. Don’t worry if the referral sources aren’t 100% successful.  All you need to do is make the introduction and let them have the conversation. 

If they want to do something for you in return, then talk to them about the kind of customers you are looking for. Consider having a meeting with them first so they know who you are and what you want. You’ll also get to know who they are, their centers of influence. 

If you meet somebody and you promise them something, always make sure to follow through within 24 hours, either by email or follow-up, because they may forget you beyond that time frame. 

A handwritten letter or card is also a great idea in networking effectively and creating a sphere of influence. 

Start building relationships and connections before you start selling. The more relationships you build, the more people know what you do, and the easier it will be to get referrals and make business happen. 

When it comes to building your sales income and boosting your sales, developing the skills of appointment setting. It pays more than the skill of closing sales. The secret to mastering the art of appointment setting is persistence, being assertive, and being polite and professional. 

“Networking Effectively and Creating a Sphere of Influence” episode resources

Connect with Likky Lavji and visit his site. He has a free workshop coming up and you can check it on www.salespitchmastery.com/register. For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you. 

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. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website. 

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. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Donald Kelly, Eventbrite, Networking, Sales Outreach

TSE 1117: How To Effectively Use Networking Events In Your Sales Outreach Efforts!

Donald Kelly, Eventbrite, Networking, Sales Outreach

We’ve all encountered the guy who attends events just to see what he can get for himself, but there are ways to effectively use networking events in your sales outreach efforts.

You know the type: his conversations are one-sided because he’s only focused on his next big opportunity, and he has no time to learn about your business. His pitch kicks in when he finds out you’re a business owner.

But he could have fixed his approach. And you can make sure you’re not like him in your outreach.

New clients

No matter what type of sales you’re in, you need to get clients in the hopper. The way you get new leads varies based upon your industry. Some demand door-to-door while others require phone calls. Today, we at The Sales Evangelist use social media and other efforts as well as networking events.

Typically, at networking events, I encounter potential clients or people who can connect me with other people who are potential clients. Outreach done well can be very rewarding. But as we mentioned in the teaser, you can’t become the obnoxious guy that others avoid.

He may not even realize he’s coming across that way. He has likely had just enough random success to believe that he’s effective. But he could perform a lot better and gain more leads and opportunities if he changed his approach.

Plan

Before you attend a networking event, do your best to find out who will be there. Will the people there tie in with your demographic? Will they represent your ideal customer?

It may be impossible to find out who will be there, but it’s worth the effort to try. If you know the organizers, ask them about the top companies that will be represented there. If they give you names, research them before the actual event. Use tools like LinkedIn to gather data about those companies.

Plan who you want to connect with at the event. Develop a short list. The spray-and-pray mentality that involves giving out 10,000 business cards doesn’t look good. Instead, be intentional about the cards you give out.

Broaden your reach

Identify people you’d like to do business with as well as those who can become potential partners for you. Then, consider those who may not purchase directly from you but who can introduce you to other complementary partners.

You could even consider connecting with those you consider competition. I’ve had a good working relationship with companies I compete with, and we were able to help each other out. Whether we’re pursuing the same customers or different ones, it doesn’t make sense to burn bridges unnecessarily.

It’s also good to identify people that you could potentially help.

Be genuinely interested

People don’t necessarily care about you but everyone cares about their own problems. We’re all trying to solve problems, so the obnoxious seller might do well to understand our challenges. Perhaps he should have been curious about our business and asked additional questions.

Then ask follow-up questions. We did a great episode with Bob Burg who gave us great insights on this issue.

It’s worth mentioning, too, that we’re having a local sales meetup where Bob will be the guest speaker. We’ll be talking about his book, The Go-Giver.

Bob recommends having a list of questions you can ask.

  • Why did you get involved in this business?
  • What’s the biggest challenge you are seeing?

This leads to deeper discussions that will help you identify issues.

Simple message

Be prepared for their questions. Don’t begin by telling them what you have to offer, but be prepared for them to ask. Give a simple clean message that’s no more than 30 seconds. Let him know what you do.

Consider something like this:

“We help small businesses who are interested in growth, build out a sales process that’s actually going to help them increase revenue. We do this through consulting as well as through sales training.”

This will lead to further discussion and it will open opportunities for you to talk more. It may even provide more time for you to pitch in front of the group.

Jason Lynette, who appeared in episode 1081, gave a masterful message about situations where you have more time to share your message.

Draw in the room

Jason told the story of a murder. A woman came into his office with a horrible fear of bugs. She was a high-powered attorney who backed out of the case of a lifetime because she saw a cockroach in the courtroom. Within 10 days after their first meeting, she killed a housefly with her bare hands.

Draw in the room. While everyone else shares what they have to offer, you demonstrate that you’re a human. Entertain them. Share a story. Prove that you’re someone they could work with.

Connection

Then you can ask whether or not they know others who might benefit from what you offer. Consider, too, whether you might be able to help them by identifying people who can benefit from their product or services.

After the event, connect with all of those same people on LinkedIn. Remind them that you connected and nurture that relationship. Then you can utilize those connections to build your business.

I shared this with you because I want to help. I don’t want you to be that guy at a networking event. I want you to find more ideal customers. I want you to build stronger value. I want you to close more deals, but most importantly, I want to challenge you each and every single day to go out and do big things.

“Effectively Use Networking Events In Your Sales Outreach Efforts” episode resources

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we’d love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating 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. When you share your experiences with the show, others will read the reviews and give us a listen.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

Audio provided by Free SFX and Bensound.

 

FSMSDC, Entrepreneur, Podcast

TSE 1105: Growing Your Business and Creating Value

FSMSDC, Entrepreneur, PodcastDuring our time at the Florida State Minority Supplier Development Council’s expo, we’ve met a number of people who understand the secrets behind growing your business and creating value.

Felix Bratslavsky works at Tampa General Hospital, a very large level-one trauma center that is number one in Florida for transplants. The organization has more than 8,000 employees but they still contract out much of their workload.

Gilda Rosenberg started a vending machine company 35 years ago in Miami and she slowly grew it to include major clients like universities, schools, and hospitals. She calls her relationship with  the NMSDC a love affair that resulted in referrals, connections, and mentorship that helped her to grow her business.

Partnerships

Tampa General has a minority business program that breaks out the four procurement categories from construction and professional services to general goods and services, and medical services and supplies. The hospital has a lot of contracting opportunities and a lot of partners within the state of Florida and even nationwide.

The Minority Business Enterprise program administered by the NMSDC recognizes for-profit businesses in the U.S. that are 51 percent owned, operated, capitalized, and controlled by minorities.

Felix says that MBEs that want to stand out should strive to be a partner. Add value, be cost-efficient, and know about the customer. Understand the customers’ goals, their missions, and where they’re headed. Bring the solution to wherever your prospective customer is going.

In the case of Tampa General, the hospital recently got a new CEO that is leading the organization down a different path. MBEs that want to engage should recognize that the business has changed paths and they should offer solutions that relate to the path the company is on.

Be an expert in your own business. Instead of coming to the prospect with a variety of items, they should know the situation well enough to narrow the solution down the best possible option and lead with that one.

Homework

MBEs must do their homework and focus on preparation if they that want to get noticed. Organizations receive hundreds of emails every day, so generic outreach will generally get deleted.

Learn the process to get on the vendor application and then build a relationship. Finally, come with solutions. Understand your business and their business well enough that you can have meaningful conversations about each.

If you want to be the next partner, you should already know who your competitors are, and who your prospect is currently using and why they are using that company. You should know whether a contract exists, and whether it’s up for renewal.

Companies that do those things win opportunities.

Differentiate

Differentiate yourself by being prepared. When there are so many companies doing the same thing and offering the same service, you have to stand out.

Maybe you stand out on price or on value or even additional services. Whatever it is, make sure that the corporations you’re pursuing know what sets you apart.

Finding the right people

Gilda recalls asking a bank for a $5 million loan for vending machines and being treated as though she was crazy. She said that her connections through NMSDC helped her learn how to negotiate the loan process as she interacted with banking people and how to create bids from connecting with hospital CEOs.

Her biggest challenge in the vending industry has been the labor force. Her first route driver stole from her, so she learned that she had to control inventories differently. As the industry grew into a technological one, she had to bring in geek squads.

She also learned how to find the human resources that support your mission and your vision. She said that finding the right manpower still poses one of her greatest challenges even today. The company struggles to find loyal employees who stick around because small companies struggle to sustain high turnover. The cost of training is simply too high.

NMSDC

She experienced a huge lift when she was introduced to the minority certification program. Then, she slowly grew her network and interacted with larger organizations where she landed contracts.

You must prove yourself to the client. She says the most incredible satisfaction comes from helping minorities nationwide. Her suppliers and equipment originate from minorities. And now newer companies want her to introduce them to other contacts.

Gilda calls her mission a mission to help other minorities. She also calls NMSDC the best college she ever went to. Although she studied economics in college, she grew professionally among the members of the NMSDC. She learned to nurture others.

Don’t think twice about joining the council because there’s nowhere better to network. The council’s handholding helps businesses by taking extra steps to get you to the right people. And knowing the right people can be the key to growing your business and creating value.

“Growing Your Business and Creating Value” episode resources

You can connect with Felix at (813) 844-3474 or at fbratslavsky@tgh.org or go to the hospital website. You can connect with Gilda at gilda@gillyvending.com. Learn more about the National Minority Supplier Development Council and its offerings at the website, nmsdc.org. If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating 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.

Audio provided by Free SFX and Bensound.

FSMSDC, Small Business, Sales Growth

TSE 1100: Hyper-Growing Small Businesses

 

FSMSDC, Small Business, Sales GrowthGrowing a small business requires you to think like an entrepreneur, and we can avoid reinventing the wheel if we engage with experienced entrepreneurs to learn more about hyper-growing small businesses.

The Florida State Minority Supply Development Council connects us with successful entrepreneurs from a variety of industries, and many of them are using the council to grow their businesses. Every business, regardless of size, struggles with some kind of difficulty.

Today, we’ll hear from Ebony Smith and Abdullah Tharoo about how they’ve overcome the big challenges of entrepreneurship.

Accidental entrepreneur

Ebony started her career in oil and gas until she found herself facing an ultimatum from her management team. She was being moved to an office that she didn’t want to occupy.

She took it as a sign to take time for herself. And because of a non-compete clause built into her contract, she took a year off from work and went to coaching school to improve herself and become a better leader.

She quickly realized that the idea of coaching had some legs when a friend of hers called her in need of a coach. Although she only had a weekend of training under her belt, the friend recognized that Ebony had more coaching experience than she did.

She helped her friend return to the workforce after maternity leave and then moved forward from there.

The transition was difficult but she made the decision to invest in herself. She had great savings and knew how to be frugal. She also sold her house in a hot market, which gave her a cushion and time to learn her new profession.

Next level

She found herself at a business development conference trying to figure out how to get to the next level. Ebony knew that she wouldn’t make the same money she had made in her trading career until she became a great coach.

She focused on becoming a good practitioner rather than scaling the business. She said she needed to know what she didn’t know.

She wanted to become the coach that she needed when she was in corporate America.

She and other women at the conference decided to create a mastermind, and through that relationship, she discovered the value of certifications for coaches. Ebony also discovered that there were corporations out there that wanted to spend more than a billion dollars annually with small business.

Since then, she acquired all the necessary certifications for coaching and she said that people recognize her at events now.

The key is to tell people what you do. And then tell them again and again. Eventually, they’ll hire you for a small contract and then they’ll get bigger.

Community

Ebony points to her mastermind as one of the drivers of her growth and success. She also said that her four years with the NMSDC have helped her learn things she didn’t know she didn’t know.

Change of trade

Abdullah Tharoo operates in the credit card payment processing technology industry and he helps companies protect against the credit card breaches that often occur.

People often assume that companies like his gained their success overnight. He said he doesn’t have a scientific answer to explain his growth, but rather he keeps things simple.

About four years ago, he discovered a need to move into a different trade that would allow him to spend more time with his kids and his wife. He stepped back from the family business operating high-end jewelry stores.

He had previously thought that he wanted to really find a way to make a difference in people’s lives and save them money and help them grow. Abdullah recognized that technology was where everything was headed.

Great support

He knew he wanted to be involved in technology, so he did research and he engaged mentors. His family’s support played a huge role in his move forward, as did the mentors.

You need intelligent people outside your situation who can guide you to where you want to go.

He said that although he has been attending the NMSDC since he launched his business, there are some deals he hasn’t been able to close. Despite that, many of those companies have referred him to other people.

Your network decides your net worth. You must have a strong network because the people you walk with are the ones you’re going to become.

NMSDC

Abdullah said he continually returns to the NMSDC to do community service because he meets people there. He meets people who may not be able to directly give him business but who can guide him to the companies that need his service.

Warm introductions are so much better than cold calls. He said he doesn’t make cold calls anymore because he doesn’t have to.

He consciously makes the decision to give something back to the community that gives so much to him. He said people go out of their way to help each other.

A lot of people don’t want to join the NMSDC because they think they can’t reach these big corporations like Disney, NBA, NFL. But if you don’t aim high, you’ll never get where you’re trying to be. The NMSDC is the perfect instrument to get in front of these companies.

Network

He invests most of his time building relationships. Every day, he sets out to meet 10 new people before he goes to bed. On days when he’s behind in his meetings, he’ll sit on the sidewalk and shake hands with people because he hasn’t yet met the 10.

Then, he decides who he wants to keep in touch with.

Make friends who can help you grow emotionally, spiritually, and financially.

“Hyper-Growing Small Businesses” episode resources

You can connect with Ebony at her website, www.ebenumequationcoaching.com, or on LinkedIn @EbonySmithCoach.

You can connect with Abdullah at tharooa@paykoncept.com.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating 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. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Coaching, Start Up, The Sales Evangelist

TSE 1078: CEO Lessons and How They Can Impact New Business Owners and Revenue Generators

Coaching, Start Up, The Sales EvangelistRegardless of industry, certain CEO lessons are common to every business owner, and the same lessons are important for you whether you own a business or not.

Benoy Tamang talks to us about the common lessons CEOs learn and the difference it makes if we take these lessons to heart.

Lesson 1

Being a CEO or a first-time startup guy is a lonely position. You’re trying to figure things out and take the bull by the horns.

You believe that your product or service or widget will be in high demand. You have a passion for it that no one else shares. Even your spouse likely isn’t as vested in your business as you are.

Everyone needs a trusted circle. Maybe it’s one person or maybe it’s five. Some will be very different and some will be similar to you. Have some people that you can talk to about the pains and troubles you’re facing.

You must have a support system.

Stand up for your business

Benoy talked to a CEO once who admitted to doing everything his board asked of him. He said he never offers any feedback to their requests either.

Benoy suggested that the board would rather him stand up for his business and speak up for the best interest of the business. Offer an alternative and suggest that you’ll execute your idea and report back.

Just because you took money from them doesn’t mean that they own you. They want you to run your business and stand up for what you believe in. You are the jockey they are investing in and they want you to lead them.

A good support network can offer you that kind of valuable feedback. That’s the kind of relief you can get if you have a good circle and cadre of people who provide unbiased input because they have experience and a willingness to help.

Lesson 2

Every CEO I run into, every senior executive, has a huge fear-based issue that undermines their performance. It constantly drags us down. It can manifest in arrogance, pride, and blustering of “I can do it myself,” but really it’s a cover.

On the other end of the continuum are people who are paralyzed by uncertainty because they aren’t entirely sure they can carry out what is being asked of them. They worry about making the wrong decision.

Benoy had a past client that hired two executive vice presidents who were older than him and who had significant experience. He feared that he couldn’t help them and that he was subservient to them.

Because they were more experienced and seasoned than him, he felt like he couldn’t talk to them. He was a tech, engineering, and product guy. One of them was a CFO and the other was a sales and marketing guy.

He was paralyzed by the inability to give them counsel and coalesce everyone around an idea.

It turns out this guy had some toxic relationships when he was younger and he carried that into his work situation. It neutralized his capability to lead and guide his employees.

It’s the same fear many of us feel when making prospecting phone calls.

Unconscious belief

The truth is that we’re all bright and capable and talented. Unfortunately, we suffer from an unconscious belief that originates from our early stages of life when we started to believe the wrong stories.

We’re capable, but we have a sort of alter ego that believes that we’re inferior. We perceive ourselves as slow of speech, impatient, and dumb. We focus on our weaknesses instead of our strengths.

Instead, we have to isolate the truth and recognize that we’re capable of magnificent work. We have to recognize our tendency to sabotage ourselves by listening to the alter ego that continually undermines us.

Evaluating self-talk

We have to start evaluating our self-talk to determine whether the things we believe are actually true or just a concern of mine that I’ve internalized.

If someone slams the door or hangs up the phone because he isn’t interested, does that make you a bad person? It doesn’t. It simply means that he isn’t interested.

Very often, though, we assign meaning to the rejections and we believe that we must have done something wrong. We assume it’s our fault they said no.

Be aware of the meaning you’re adding to the things that happen to you in a day.

Projecting

The same kind of projection happens in our relationships, too. Imagine my 16-year-old son doesn’t get up on time for school, and I immediately leap to worrying about whether he’ll make good grades or get into college.

I get wrapped up in fear worrying about what could happen.

Then he comes downstairs and tells me that he was up all night throwing up which is why he overslept. I’m in real danger of screwing that situation up by projecting my own fears as a parent on to him.

Identify the best course of action based on data rather than projecting your fear onto other people.

Lesson 3

It’s pretty surprising to find that straight talk is often absent. Too many new leaders focus on being nice instead of being kind.

Nice involves platitudes.

  • “You were great.”
  • “That was a great presentation.”
  • “You’ve got a great business.”

Kind actually goes deeper, and because it originates from a real concern for the person, it offers feedback.

  • “May I suggest that you make eye-contact next time?”
  • “You’ve got something in your teeth.”

A kind person goes a little deeper and offers straight talk even when it’s uncomfortable. Nice is too shallow. Nice is superfluous. Kind is authentic.

If you can just learn to believe in yourself everyone will be much better and we won’t be held ransom by jealousy, rage, and fear.

“CEO lessons” episode resources

You can connect with Benoy at bxtamang@gmail.com.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating 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. Share it with your friends who would benefit from learning more.

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EMSDC, Sharon Manker, Donald Kelly, Networking

TSE 1054: Sales From The Street – “Building Diversity Into Your Network”

As you’re working to expand your reach and grow your network, recognize the importance of building diversity into your network so you’ll be better positioned to succeed in your industry.

I met Sharon Manker at the Eastern Minority Supplier Development Council ROAR Conference, which connects minority-owned and women-owned businesses with Fortune 100 companies. Sharon has worked in supply chain for two decades, in both the for-profit and the nonprofit sectors, in utility and now in healthcare. In her words, she negotiates for a living.

She also works to engage diverse suppliers in a woman-owned, veteran-owned, minority-owned system.

Small business challenges

Many small business owners lack the vehicle to connect with the right decision makers. They don’t know how to meet the people who actually influence the contracts.

When they discover their limitation, they often observe that they just didn’t realize how it impacted their work.

As a supply chain person, Sharon works to connect qualified suppliers to the businesses who need them. She also works to connect those same businesses with her business stakeholders.

To that end, she attends events and even hosts events that allow people to connect and build relationships. The trick is to recognize that as you’re working to connect with the decision makers, there are people along the way who can help you do exactly that.

Diversifying suppliers

When you aren’t able to attend these events, Sharon points to other opportunities to connect with people: chambers of commerce and councils, just to name two.

You’ll be positioned to find corporate partners there. You’ll encounter people who are actively engaged and ready to increase their supplier diversity.

Even if you attend these events and find out about developments that are 24 months away, future gains will happen. Put in the work now and build relationships now.

Benefits of partnership

Many corporations prioritize working with small businesses because they have committed to certain diversity goals, such as spending a certain amount of their operating expenses with diverse suppliers. In some states, in fact, this diversity is mandated.

This demands a pool of Minority Business Enterprises, Veteran Business Enterprises, and LGBTQ enterprises that can help meet the needs of those businesses.

It can’t be a last-minute effort, either. You don’t want to wait until you’re in an emergency situation to begin vetting partners. Those organizations must proactively work to find the best option in every category to provide the product or service they need.

Some corporations connect with small businesses simply because they value giving back to entrepreneurs and small businesses.

If you’re an entrepreneur or a seller listening to this, find groups like this to connect with, because if you can land a large contract, you can eat pretty well for a while.

If you balance your regular prospecting with your networking events while you work to connect with large corporations, you’ll more easily keep a steady flow of connections. #CorporatePartners

Strategic plan

Create a strategic plan for your business. In your case, your plan for success is that failure is not an option. Instead, when you fail, you learn a lesson, and you repeat that until you get to a successful outcome.

You can’t give up. You must stay positive.

There won’t always be immediate opportunities, but building a network of resources or opportunities provides some security. Then, if you don’t have a resource or an opportunity for those organizations, you could always help connect them with another partner that you’ve met and added to your network.

We’ve talked recently about the need to focus on a champion rather than only focusing on the decision maker. Your network will help you accomplish that.

You may bypass a champion on your way to connecting with a CEO, but the champion can be a much quicker connection. You can build a relationship with him more quickly, and then he can help you get to the CEO.

Intentional communications

When you’re building relationships, be mindful of your communications. Some people are very aggressive in their approach, but they often overlook all the other restraints that these decision makers are facing. They want to do a deal now, but they aren’t mindful of the other projects these professionals are working on.

There are hierarchies of communication in every organization. There are also barriers to entry. Your champions can’t advocate for you if you’re perceived as aggressive or pushy.

The vetting process may take weeks, and you must be willing to exercise patience. You don’t know about all the things that the organization is working on.

Be strategic. Recognize the structure in each organization.

People will notice the way you communicate.

Be prepared

When your network does call on you for your product or service, make sure you are ready and able to give your brief, to-the-point presentation.

Make sure you’re being active so you’ll stay positioned to meet other professionals. Make sure you’re open and willing and teachable.

Even if you aren’t a minority, realize that if 51 percent of the company ownership is minority, that classifies as a minority-owned business.

“Building Diversity Into Your Network” episode resources

You can connect with Sharon on LinkedIn where she shares tremendous amounts of information about supply chain.

We are currently in the Beta portion of our new TSE Certified Sales Training Program. The first section is about prospecting, the second is all about building value, and the third is about closing.

This episode is brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating 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. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Phil Newton, Donald Kelly, The Sales Evangelist, unHustle

TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money

Phil Newton, The Sales Evangelist,In this episode of The Sales Evangelist, I talk to Phil Newton about how we can work smart and accomplish more by doing less.

It all began with a “sob story of events” when Phil was diagnosed with Crohn’s Disease, an intestinal disorder with an array of symptoms that prevent him from doing business the usual way.

He had to figure out how to get the most out of his time before fatigue set in; how to get maximum results from the least amount of work.

Phil calls it the ‘opposite of hustle.’

The Opposite of Hustle

Phil had to drop the tasks that weren’t moving his business forward so he could focus on the more productive areas: his areas of expertise that would bring in the results.

He outsourced the day-to-day minutia of the business. He streamlined.

Phil learned that trying to do everything, carrying the weight of every department and trying to know everything are the very things that keep top-performing sellers or top performing business owners from having the time to develop and use their own “sense of genius.”

The Sales Exclusion Department: Who do I NOT want to work with?

Phil used to help “anyone with a pulse” but in the end, no one benefitted.

The problem was that they weren’t the right people for the business and he ended up creating more problems in all areas of the business: refund rates increased, customer service issues increased, etc.

He had to decide: Who do I not want to work with? How do I not get them through the front door?

Instead of trying to generate new leads or new business with the shotgun approach of searching aimlessly among 1000’s of profiles, he focused on the 3-5 people with the most potential and nurtured those relationships.

Begin by deciding who your Ideal Clients are. Then drill down even further in the group to find who among them would be the Best Clients. Continue sorting until you have a handful of the Dream-Come-True Clients rather than just ideal ones.

Filter prospects

Establish your own personal brand and filter your network of prospects through it instead of sending them to the company website or the official sales page.

“If you are a sale professional, read on…..”

“If you are a business owner, read on….”

Short punchy messages like these will prequalify the person before you are on the phone with them or before they send you a message. It’s just a way to exclude the people who are not ready today.

Then, when they are ready tomorrow, or even if you go to another company or another department, they will know how to find you. You become the point of contact for whatever it is you sell, regardless of where you work.

Growing your Network

Achieving your personal best should be your focus rather than looking at the top of the sales leaderboard or worrying about who has the best sales.  The top performers are not any better than you, they just have a bigger network.

So work smarter.

Grow your network by targeting the right people instead of just more people.

Focus on the people who are ready to listen instead of trying to talk to everyone.

Put systems and processes into place to keep in contact with your network.

Then, when the people are ready, you are the first person they think of — the first person they contact.

There is a self-imposed pressure to hit the sales targets but if you don’t hit it, don’t worry about it. Instead, think about what system you can put into place so that you get it next time, and then maintain it.

Tap into your Existing Network

It is easier to build a relationship with someone you already know.

Have a conversation with the goal of building a foundation for doing business together and to establish a network of referrals rather than with the expectation of making a sale; as if you bumped into them in a coffee shop.

Then replicate that conversation.

The Golden Tickets

Customers who have said ‘Yes’ before are the ones to stay in contact with.

Phil likes to give them “Golden Tickets” or “freebies” — a 30-minute consultation, for example — that they can give to a friend.

Once Phil realized that his clients were referring business to him because it made them feel good to pass a deal on to their friends, rather than doing so just as a favor to him, it became easier to ask for referrals.

They feel fabulous for sharing, their friends benefit from the Golden Ticket, and Phil benefits from the referral. The network grows.

“Work Smart” episode resources

Phil believes knowledge should be free and he is happy to share! You can connect with him at his website, Unhustled.com, or check out his goodie bag for listeners of TheSalesEvangelist.com.

This episode is 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. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

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, and it works whether you’re a small organization or a large one.

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.

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Art of Charm, Jordan Harbinger, Selling Yourself, Donald Kelly, TSE Podcast

TSE 868: People Buy You

Art of Charm, Jordan Harbinger, Selling Yourself, Donald Kelly, TSE Podcast

Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of networking.

Today on The Sales Evangelist, Jordan Harbinger, host of The Jordan Harbinger Show podcast, explains that networking isn’t just about interacting with famous or popular people, but rather about finding those who are a good fit. Networking is a little like finding the needle in the haystack.

Networks are vital.

When Jordan was in high school, he took advantage of the fact that he was the smart kid; but when he got to college, everyone was smart. He still had a leg up because while they were drinking and partying, he outworked them.

When he got to Wall Street, his competitive advantage was gone because everyone was smart and hard-working.

Jordan started his career believing that networks just happened. He got hired by a firm where the partner was rarely in the office, but Jordan didn’t realize he was out generating business for the firm.

He discovered then that he needed to figure out how to be liked, known, and trusted if he was going to get to the top of the law game.

Don’t procrastinate.

Jordan dedicated himself to learning how to create and maintain authentic relationships that would result in opportunities later on. He discovered that it demands a set of soft skills and habits, as well as personality.

It’s not an optional skillset: it’s the foundation of everything else.

Many people decide that in a sea of to-do’s, once the platform is built, they’ll focus on networking, but it’s far too important to skip.

If you skip networking as you’re building your business, you’re not immune to the consequences. You’re being willfully ignorant of the secret game being played around you.

People buy you, so you must work to make sure they know who you are.

Choose curated opportunities.

Networking events that are open to the public will generally be a waste of your time (with the exception being Chamber of Commerce meeting where most people are business owners.)

If you’re in a room with whoever wants to show up, you’re likely in a room with newbies and people who want something from you. And if you decide to go anyway in an attempt to add value, you’ll give to those takers and they won’t likely reciprocate.

If you aren’t getting invited to curated events, begin networking online to try to generate those invitations. If they still don’t come, create your own curated event and invite people that you think should know each other.

Generate social capital.

If you’re looking to Always Be Closing, you’re also fishing for a needle in a haystack. As a graphic designer, for example, that means you’re looking for people who need graphics so you can close a deal with them.

Instead, choose to Always Be Giving, so you can help even those people who don’t need your goods and services. You’ll have the opportunity to create relationships with people who can help you down the road.

You’ll generate social capital because you’ll help them solve a problem without expecting anything in return.

The biggest mistake sales professionals make is trying to turn every relationship into a quid pro quo. If you turn every interaction into a sale, people will stop interacting because they know there’s a pitch coming.

Dig the well before you’re thirsty. Build relationships now so you’ll have them when you need them. Waiting until you need them is like putting a spare tire in your trunk when your tire is already flat.

If you got laid off tomorrow, who are the 10 you’d reach out to?

“People Buy You” episode resources

You can connect with Jordan on his podcast, The Jordan Harbinger Show. Jordan taps into wisdom from the most successful people on earth to understand their perspectives and gain insight into their lives.

Jordan’s first podcast, The Art of Charm, will help you learn how to initiate a conversation with anyone.

Jordan also offers training that will transform your network at his website jordanharbinger.com/course.

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. 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. You are a brand, and video can help you set yourself apart.

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.

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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.

 

David Burkus, Friend of a Friend, Donald Kelly, Best Sales Podcast

TSE 819: Sales From the Street-“Networking Done Right”

David Burkus, Friend of a Friend, Donald Kelly, Best Sales Podcast

Most of the networking advice we hear is doomed to fail because it’s a story of one person in one situation. When we try to put their ideas into practice, it feels inauthentic.

Instead of copying someone else, we need to redefine what it means to network on our way to discovering what “networking done right” looks like. On today’s episode of The Sales Evangelist, David Burkus helps us change our mindset about what networking is so we can better take advantage of our existing networks.

You don’t have a network. You’re in a network.

We spend so much time trying to figure out how to connect with a stranger in a span of 7 seconds that we neglect the network we’re already in.

The biggest mindset shift is this: you don’t have a network, you exist inside a network.

If we redefine our thinking about networks, we can invest our time in learning how to navigate the network we’re already in instead of trying to figure out how to bring strangers into it.

David defines a network as a three-dimensional entity that you’re the center of. It includes your close connections as well as your weak or dormant connections.

Your goal should be to pay attention to the fringes of your network: those people who are one introduction away from being closer to the center of your network.

He calls it transitivity, and it’s an awareness that A knows B, and B knows C, so perhaps A and C can be connected.

Networking isn’t limited to events.

There is ample research to suggest that unstructured networking events such as Chamber of Commerce and other gatherings aren’t beneficial.

Realistically, most of us might try to make a few connections, but we spend the bulk of our time with people we already know who are similar to us. Instead, we should look at the totality of the network we’re already in.

Most people should begin by identifying their weak and dormant ties. Weak ties are those that you don’t know well. Dormant ties are people you know who were once stronger connections but who fell by the wayside. None of them are strong connections.

Begin by asking them who they know in the sector that is relevant to you. It’s less assertive than asking them who might be interested in your product, and you’ll get a larger list because it’s less specific.

If you ask a variety of people and the same few names keep cropping up, those are your referrals. There’s a strong likelihood you’ll click.

Identify hidden networks.

Begin with an accurate map of your entire network, and include everyone.

We tend to put people in buckets based upon our connection to them: those we work with and those we know socially for starters. Realistically, though, many of our connections have more than one tie.

If, for example, you work with a person, that’s a uniplex tie. If you work together, have kids in the same school, and work out at the same gym, that’s multiplicity. You have multiple connections.

As you’re identifying your connections, then, don’t ignore someone just because your only shared interest is college football. As you’re building a map of your entire network, you never know who is in his network.

Find structural holes.

People tend to gather in clusters around similarities like industry, work history, or ideology.

Historically, the greatest value in our network exists when we can connect two of those clusters.

If you can reach out to another cluster and bridge the gap between two groups, you can create value.

Make it a habit to reach out to your weak and dormant ties. Pay attention to people you aren’t as close to.

Don’t trust your networking to fate. Most of us already have a route to meet everyone we want to meet within our existing networks.

Episode Resources

Check out David’s book, Friend of a Friend: Understanding the Hidden Networks That Can Transform Your Life and Your Career.

Learn more about growing your network, becoming a better leader, and developing creativity at his website, www.davidburkus.com.

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.

Email us at SPN for more information.

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.

Audio providede by Free SFX.

Networking, Sales Lead Generation, Business Development

TSE 579: Sales From The Street -“I Discovered Networking”

Tiffanie Kellog, The Sales Evangelist, Donald KellyAs salespeople, we tend to not do the things that we know we need to do and networking is one of them. Unfortunately, many people are scared of doing it because they do it the wrong way or they just don’t know how to do it. Networking is a tool for you not to sell, but to build relationships to get tremendous amounts of sales opportunities later on.

Today’s guest is Tiffanie Kellog and she’s going to teach us a thing or two about generating new business for our pipeline. She talks about how she was actually able to do this as a small business owner so you too can glean insights from her.

Here are the highlights of my conversation with Tiffanie:

One of Tiffanie’s challenges while starting out:

  • Not knowing how to get business

Tiffanie tried cold calling and eventually found networking to be very effective for her. As you can see, there are many avenues for you to grow your business.

Benefits of Networking:

  • Makes the sales cycle shorter by involving others in the process
  • There’s a room full of people that could potentially be referring you business and bringing people into the buying process

The Networking Disconnect

Most people go to a networking event thinking how many people in the room they could sell to.

Networking is about creating relationships.

Tips for choosing networking events:

  1. Who will be at that event?

Is your ideal client going to be there? Or is somebody who can refer you business going to be there?

  1. Talk to others in your network.

If you have somebody in your network passing you a decent amount of referrals, ask them which groups they belong to and ask them to take you along with them. Find out from clients you love what groups they’re a part of. This could be a chamber of commerce, a meetup, a social group, or an alumni association. It’s not just limited to the business. It’s about finding out where your ideal clients and your ideal referral sources hang out.

  1. Check out Google.

Search on Google or ask your friends on Facebook about possible networking events you can go to.

Networking Strategies:

  1. Don’t give out your business card to everyone.

If you’re giving your card out to everyone you meet, it’s called in-person spamming. And nobody wants that. Instead, only give out cards to people who ask you for them. Wait till they ask you for your card or till they have a curiosity.

  1. Set a goal of connections you want to make from that meeting.

Set a goal for how much time you have in your calendar for follow-up meetings

  1. When you schedule your networking event in your calendar, also schedule your follow-up time in the calendar.

Doing this will help you determine how many people you want to meet. It’s good to meet a bunch of people but if you never follow up or get in touch then you’ve wasted your time.

Results Tiffanie saw after implementing these networking strategies:

  1. Spending less time at networking events

Because Tiffanie had a goal and a purpose, she could just get in and get out of the event.

  1. More focused on her followups

Instead of looking at that stack of cards on her desk from two months ago, she has already taken care of it the next day or within two days of the event

  1. Tiffanie was able to start building those relationships

Networking is not enough for people to come to you. Rather, it’s just a stair to get you closer to the relationships you need for them to pass on those referrals.

As a result of effective networking, Tiffanie now has two business: Fast Break Marketing, a promotional products company which her husband now runs and a consulting business where Tiffanie works with entrepreneurs to create referrals to lead to amazing business.

Tiffanie’s Major Takeaway:

As you go to a networking event, create the intention of exactly what you’re looking to get out of the event. Remember, it’s not about selling. It’s about creating relationships. How do you do that at the event?

Episode Resources:

To know more about Tiffanie and all the cool things she does, visit www.TiffanieKellog.com or connect with her on Facebook to get access to more referral and networking tips.

Fast Break Marketing

Check out Tiffanie’s book, 4 1/2 Networking Mistakes

Join our online workshop, 5 Strategies to Increase Your Win Rate

The Science of Selling by David Hoffeld

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Hire Tiffanie as a Speaker

TSE 574: Sales From The Street-“Meet New People”

Today, we’re having a lawyer on the show. Lawyers in sales? Yep! Lawyers know a lot about sales too. Today’s guest is Shawn Yesner. He is a lawyer in the Tampa Bay area where he focuses mostly on consumer issues and helping people who find themselves in financial distress and difficulties. He also has to go out there and hustle and get people to hire him and pay him so he can support himself and his family.
Shawn is a great connector. Ask him about anything or type of business and he knows someone and can connect you with them. In return, he gets connections as well because he’s one of those people who seek to give and bring value.

Here are the highlights of my conversation with Shawn:

Shawn’s biggest struggles in his business:

Figuring out how, where, and when to find his clients

How to convince people to hire him

Strategies to overcome this challenge:

1. Find groups and evaluate them.

Always evaluate and join different networking-type organizations. Give your all to it and become engaged. Provide value to is and see if starts to generate back. If it doesn’t after a year or two, move on to the next one until you find those right relationships you can really cultivate and nurture so it can generate consistently.

2. Find referral partners.

Referral partners are those who can refer clients to you and in return, you can refer clients to them spanning different industries. Always look for opportunities to give referrals to other people in the area and that will eventually come back and give referrals to you.

3. Use a platform where you can bring value to the table.

Check out Shawn’s podcast Crushing Debt about the different areas of law that he practices. He also uses the podcast to have his partners on the podcast. This has generated a lot for his law firm

How to start networking:

Read about networking (Shawn actually reads 20-30 books a year on average.)

You have to give to the group before it will produce for you.

Become involved and volunteer and show up at the events.

There can be groups that are not a great fit and that’s okay.

Find groups though meetups and Facebook groups.

Cultivate the existing relationships you have, ask them, and go with them.


Results Shawn saw after applying his strategies:

Shawn now has a consistent flow of referral partners that are always sending him business.

Shawn’s Major Takeaway:

Be able to give in order to get back. Even if it’s a group you really enjoy being with or you think would be great for you, if you can’t give sufficiently to that group, it may not be the right fit right now so it may be something you want to come back to and re-evaluate later.

Episode Resources:

Check out Shawn’s Crushing Debt Podcast and his website www.yesnerlaw.com.

Register for Summit on Content Marketing happening on May 22- June 02, 2017.

The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

TSE 554: Sales From The Street-“She Jumped Out of the Car”

Today is yet another episode of Sales From the Street but I will be the one on the hot seat today as I share with you a crazy experience.

Taking My Client to a Game

Back in software sales where I worked as an Account Executive, our company had just partnered with a data center and they’ve hosted parties every once in awhile. In one of the parties they did, they hosted an event at a Miami Dolphins game. My wife and I went to the game and sales reps each had the chance to invite a few people from their respective territories. So I invited one of our top clients.

As it was nearing the end of the night, I and my wife, along with this client, went out to look for our car in the parking lot and we found it. In fact, we almost called the cops thinking our car was stolen since we found ourselves in the wrong section.

She Jumped Out of the Car!

So we got in the car with this client so we can take her to her car but they blocked off so much of the parking lot. Now my client was beginning to freak out but the cops continued to block us off and had us all funneled to get back on the highway. The next moment I looked back of the car, the lady was just jumping out of the car, on the highway, and walked across the parking lot.

In my head, I was just worried that we’ve lost this client. I was freaking out now and my wife too. We tried to find her but couldn’t. I tried to call her but couldn’t get a hold of her. Later on, she called to tell us she found her car and got home safely.

I felt so bad the whole evening and the next day as I walked into the office, everything was just fine. I called the client and things just worked out fine.

Understand Your Clients on a Deeper Level

The moral of the story is that sometimes you’re going to have situations gone wrong no matter how hard you try to do good or make things work out. Things are going to get crazy and sometimes clients are different than they are in the office.

The biggest lesson I’ve learned is to make sure you know your clients even deeper so you get to understand their personality better.

Today’s Major Takeaway:

When you have accounts to manage, you have to know your clients on a deeper level so take that time to get to know them better.

Episode Resources:

The Sales Development Playbook by Trish Bertuzzi

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Networking, Prospecting, New Clients

TSE 465: TSE Hustler’s League-“Prospecting At Networking Events”

Networking, Prospecting, New ClientsAs a sales professional, networking is one of our regular activities to find and build relationships with potentials prospects.

In this episode I will share with you some key places you can go online and offline to find where your ideal customers maybe spending time. The most important thing for you to do is to implement what you learn. Feel free to tap into some of these ideas that fit best with you.

Register for TSE Hustler’s League here www.thesalesevangelist.com/hustlers 

 

Networking, Donald Kelly, The Sales Evangelist Podcast, Dr. George Fraser

TSE 407: 6 Easy Networking Strategies All Sellers Must Do!

Networking, Donald Kelly, The Sales Evangelist Podcast, Dr. George FraserHow can people connect with others so deeply? How do they even do this? Your job as a seller is to sell of course. But imagine how much more you can sell or grow your business if you were able to connect with more key individuals including movers and shakers in your community.

I was at a conference this week where I was a speaker at the Eastern Minority Supplier Development Council in Philadelphia. One of the speakers at the event was Dr. George Fraser, (who is a fantastic entrepreneur, author, and speaker) and he shared about some things which literally changed the way I’m looking at networking. And this is what I’m going to share with you today. Hopefully you can gain something from this to help you increase your networking depth.

6 Things You Can Do to Increase Your Networking Depth:

  1. Write 5 notes per day to individuals in your group.

Whether you reach out to your civics board, clientele, friends, or any type of group you’re a part of, be sure to get out there and write notes to five individuals. People crave for personal touch. The Platinum Rule: Treat others the way that they would like to be treated. Again, everyone likes to be personalized and that’s the reason general ads don’t really work.

Dig this: Connect with 5 people per day and that sums up to 25 people per week on a personal level.

  1. Make 5 phone calls to friends and family.

Be it your friend on Facebook or way back in college. Keep in touch with people no matter how short it is and just catch up with them and check in on them. A 5-10 minute conversation is cool.

  1. Make 5 contacts with new people per day.

Arrange at least 5 connections where you exchange contact information or where you can start building a friendship with.

  1. Make 5 sales calls per day.

Be sure to reach out to at least 5 individuals about a sales/business conversation. Put it on your calendar and make this happen.

  1. Make 5 introductions per day to people who need to know each other.

Everybody is trying to grow their business. The best way to get on someone’s radar is to help them make money. Is there someone you can connect them with? As a natural byproduct, people will not forget you for this and they will give you opportunities eventually. Help people make money and you’ll be more successful.

  1. Spend 20-30 mins. on social media to inspire others.

This can be through sharing quotes to people in your community or perhaps some stats that can help the industry. Provide valuable information online but be sure to engage yourself as well. Give genuine comments on other people’s posts. This shows people that you do care for them.

Today’s Major Takeaway:

Do these 6 things for 30 days and you will see a huge, huge difference, an increase in your opportunities not only to connect with individuals but also increase your business, sales, and your net worth.

Episode Resources:

Check out Dr. George Fraser’s website http://www.frasernet.com/

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net. Or even if you can’ make it to South Florida, you can still get a virtual ticket and get access to all the recordings so you can do big things wherever you are.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Register for DO BIG THINGS

Donald Kelly, The Sales Evangelist, Jason Treu, Best Sales Podcast, Be ExtraOrdinary

TSE 396: Emailing Influencers & Getting Responses

TSE 396: Emailing Influencers & Getting ResponsesEmailing influencers is easy, it’s getting them to respond to you that’s the real challenge. So how do you actually do this? How do you actually get influencers to notice you? How can you make yourself stand out from all these other people who are trying to get to them?

Today, my guest Jason Treu is going to teach us some great insights into how you can actually get in touch with influencers and get them to respond to you. Jason Treu is an entrepreneur, a sales leadership trainer, and a business and executive coach where he works with entrepreneurs and corporations to help them gain clarity and lock into their zone.

Jason is a bestselling author of the book Social Wealth: How to Build Extraordinary Relationships, having sold around 30,000 copies and ranks number one in four Business and  Self-help categories. Jason is a leading expert on human behavior, daring leadership, and relationship building.

Here are the highlights of my conversation with Jason:

Jason’s coolest sales experience when he was the customer

The power of connecting with influencers:

Helps you gain more confidence
– Influencers can introduce you to people
– They can teach you things and be your valuable resource.
– They can be your mentor.
– This speeds up the process of learning and mastering different things so you become more successful and happy.

Leveraging on conferences:

1. Email the speakers ahead of time (or potentially some attendees) and set meetings to optimize it.

Not many people email these people ahead of time and instead, they try to catch them at the show and this is not the right thing to do since you fighting with a flock of people who are also trying to get to these influencers. So  just get an appointment with them and spend some time with them. This makes the conference worth way more money than you’re paying for it.

2. Sending them an email with an intention to personally connect with them is way better than sending a cold email.

Conferences are one of the best places to go after the people you want to connect with. They are the easiest places to reach out to influencers since they would usually have the time to meet with someone.

Finding your influencers:

1. Find a list of people.

You’ve got to know who you’re going after or you’ll just be floundering around.

2. Get to know your industry better.

Read some sales or marketing blogs and see who they’re referencing and what’s going on. Going after the top people in the industry is very difficult. So try to find up and coming people. Immerse in the industry itself and you’ll start to see people who are risers and climbers who are doing great things.

3. Research their needs.

Join their newsletter. Follow them on social networking sites. Read past articles on them or their blogs. Google them and see what they’re doing and what they’re up to. Put them on Google Alert. Or try to learn about them inside of your network. Regardless, you need to figure out how you can add value to them.

How to build great relationships with people:  Give first.

A common mistake among people is they start asking for things. When you give, you put yourself psychologically for the other person inside their inner circle. Especially for influencers, everyone is asking them for something. They keep getting requests after requests. Start giving to them or try to engage with them, then you’re creating a lot of value and you stand out from everyone else.

How to email influencers & get them to respond to you:

1. Send them an email and write on something they’ve done.

Write them about what they’ve done and the impact it’s had on your life or a little comment. People love to read that because it strokes their ego.

2. Don’t ask them anything. Just say something really nice.

Sign the email with a simple “thank you” where they don’t need to do anything about it. Influencers get asked by people all the time and this would make them feel guilty that they can’t respond since they are too busy so now they never want to respond to you and they’d probably just delete your note. Lost opportunity.

Instead, write them a note where they won’t have to respond to anything. They would want to keep this kind of email and not delete it. This is great because if you email them the second time, they’ll probably research to see if you’ve contacted them before.

3. In your second email, look and see what kind of help they need.

Investigate on whether they’re traveling somewhere or they’re talking about ideas important to them or whether they’re speaking at upcoming events. This will help you understand how you can add value and help them. Try to figure out where you can insert some value that you can help them.

4. Express gratitude publicly.

Once you’ve expressed gratitude in your first email, express your gratitude publicly by doing a product review or a book review and do a video on it.

5. Think of ways that you would make you stand out.

Send them a card or a gift. You can promote causes like throwing a Happy Hour to raise some money. Or say to them that you’d be up for volunteering some of your time. Tag them on social media. People notice things because they’re out of the blue.

Other creative ways to stand out:
Sign up for their program and become their star student.
– Send clients their way.
– Contact them and help them if you’re an expert in your field.
– Contact them in critical moments (ex. if they’re launching certain projects, offer a service you could do)
– Connect them with other influencers and other people that could add value in their life.
– Send them an eBook on Amazon.

Jason’s Major Takeaways:

1. Do things in a really short way with people. Keep your email short and concise. Add value. Be a big supporter of them in the process.

2. It’s going to take several contacts for you to get through. Let go if they didn’t get back to you after you’ve followed up one time.

3. Get a list of 10 people to start with. Try to get them in person so you can forge that relationship with them.

4. Get out there and be aggressive. Do whatever you can to meet people. Be creative. Be consistent.

Episode Resources:

Check out Jason’s website www.beextraordinary.tv

Jason’s book, Social Wealth: How to Build Extraordinary Relationships

Never Eat Alone by Keith Ferrazzi

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

Get a free audiobook download and a 30-day free trial at www.audibletrial.com/tse  with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Register For Do BIG THINGS Today! 

DO BIG THINGS

Networking, Getting New Contact, Building Relationship,

TSE 367: One Great Contact Led To All Of This…

Networking, Getting New Contact, Building Relationship, Last week, I shared with you a stupid example of prospecting I’ve done that didn’t prove to to be effective. It basically involved throwing spaghetti against the wall to see which one sticks. It’s dumb, I know. It wasn’t planned properly. So obviously, it didn’t generate great results.

Today, let me share with you a strategy which I did that works time and time again. This is a strategy I used which I know can be effective for you in gaining the right people for your business to help you grow tremendously. This works across industries, business models, and every single place.

So what strategy am I talking about?

GIVE OFF VALUE.

Find the right people you can benefit and bring tremendous value to them.

  1. Know your ideal customer. Understand them and their business.

How do you get connected to these folks?

  • Find somebody in the industry that serves these clients. Find out what they do for marketing and how they find these people and meet them in person.
  • Go to events relevant to your industry as this is where your prospects hang out.
  1. Bring value to the table first before asking for anything.

When you meet people in person, great things can happen. Even if you know they’re a right fit, don’t sell your product. Your goal is to bring value.

  1. Build friendships.

When you are able to build friendships, great things can happen as a natural byproduct.

  1. Understand that it takes time.

Getting customers doesn’t happen overnight. It could take weeks or months but be sure to bring immense value to their table. Once you’re able to give, you will definitely reap benefits and great results.

Episode Resources:

Maximum Influence by Kurt Mortensen

The Invisible Sale by Tom Martin

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today For $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Matt Holmes, Donald Kelly, In Person Networking, Handshakin

TSE 341: The Power of In Person Networking

Matt Holmes, Donald Kelly, In Person Networking, HandshakinIf you’ve been hiding behind your product or service all this time then it’s time to come out of that shell if you truly want to grow as a seller or entrepreneur. Today, I’m bringing in Matt “Handshakin” Holmes as we talk about how you can utilize personal relationships to help you in your sales and in growing your business as entrepreneurs and life in general.

Matt Holmes is the awesome genius behind the Handshakin Video Series where they interview top entrepreneurs and networking strategies featuring billionaires, members of Congress, and venture capitalists on the show. Recently, they launched a service called Handbrander that helps other entrepreneurs network better, helping founders create content for their personal brand.

Listen in to find out more about how you can build better relationships to help you improve your sales.

Here are the highlights of my conversation with Matt:

Why an emphasis on the personal brand:

  • Technology has now taken us.
  • Implement strong personal feelings with your business.
  • People trust a person first before trusting their service.

How to leverage relationships with people you don’t know:

  1. Always see if you can find a warm introduction.

Using LinkedIn for instance, when you go to connect with someone and you have secondary connections, LinkedIn has an easy way to send a contact or request for that warm introduction.

The screen can be a warm introduction. Get your name and picture on your computer screen, phone, or email inbox. Do that enough and they will start to recognize your name and by human nature, once you recognize something, you’re more warm to it.

The next thing they glance after seeing the picture and name is an interest that you two have in common.

  1. Know the best resources to help you with your goals.

Anymail Finder – pulls ups people’s emails with five different alternatives and takes its best guess on which one is the email.

Conspire – sign in with your Gmail and you can search for someone where you get to quantify your second degree connections on LinkedIn and see if there is a likely relationship on the line or not.

Check out www.handshakin.com/resource

  1. Provide value.

Serve the other person first and be sure to be able to provide value in the first five words and hopefully they make it on your next sentence.

  1. Ask someone if you can interview them about their success.

Blogs, podcasts, video series are a great way to offer and give someone else extra exposure. Most people are going to say yes to this. Of course when you go to billionaires, you have to be more creative than that because a lot of people would want to interview them. Be humble and just focus first on the other person and listen to them to increase your chances.

3 Powerful Concepts in Relationship Building:

  1. Join the community.

Start with networking which you can start before you quit your full time job. Start meeting some other people that have also recently quit their full time job. Start with meetup.com in your local city and search for startups and entrepreneurs. Connect with them and follow up after a few days.

  1. Get feedback.

Ask for feedback but identify those people to ask. Whether you do it in person or shoot an email, they are more likely to respond.

  1. Befriend mentors.

You want mentors to get vested in your success. Identify mentors that are able to see themselves in you. This means, before they reached success, they were practically asking the same questions you were. Most successful entrepreneurs give back and pay it forward. When you start to meet some of the mentor’s friends, then you know they’re vested in your success.

Are you too busy for networking?

Make it a priority in your life. You have to walk away from salary to launch a business. Networking is part of launching a business. You’re never going to find new clients if you’re never meeting new people.

How to measure your success in networking:

Set Key Performance Indicators (KPIs) on everything that you can make time on.

For networking events, talk with 5 people and try to stay in contact with at least 3. Follow up with them and meet them for coffee. Maybe one of them turns into a client and another turns into a mentor. Who knows?

It takes time.

It’s going to take time but you will be able to fine tune the process as you continue to grow. So don’t give up.

Matt’s Major Takeaway:

Online brand is important. What you do in person is being reflected online. Take a moment to reflect on what social platforms you’re active on and which ones you’re not active on. Go and look at the ones you’re active on because when people Google you, you’re going to want all of that to be aligned with how you act in real life. Make sure your profile and descriptions are aligned with what you’re doing today and make sure to always maintain it regularly.

Episode Resources:

Handshakin Video Series

Get Matt’s book Six Networking Strategies for Entrepreneurs and download it for free at www.handshakin.com/free

Anymail Finder

Conspire

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Do BIG THINGS, Donald Kelly, The Sales Evangelist Podcast, The Sales Evangelizers

TSE 319: Sales From The Street-“Collaborate”

Do BIG THINGS, Donald Kelly, The Sales Evangelist Podcast, The Sales EvangelizersToday, we talk about the idea of partnership or getting the right people into a project. How am I going to get this deal? Shall I collaborate with somebody else? Should I split the commission? Should we get connected with them? The challenges of partnership, so to speak.

Here are the highlights of today’s episode:

Challenge:

Trying to get a bigger client or doing big things that you can’t do on your own

My BIG THINGS:

One of my big things was to do business on the side until I can do it full-time and leave my day job one day. And that became The Sales Evangelist. A couple of months from now, I am celebrating one year from my full-time software sales job.

When my podcast took off, I thought about putting a conference together and getting with like-minded folks to connect people. My next big thing is the Do Big Things Conference that is going to be launched in November.  But I knew I couldn’t do it on my own.

How I overcame this challenge:

  • Get with like-minded people to help bring that plan into action.
  • Set the rules before you play the game so everyone knows how to play fair.

Collaboration is key.

So I collaborated with an amazing guy Travis who was introduced to me by another friend to get this event possible. On my own, I could not do it so I knew I needed to get the right people on board. Travis couldn’t do it on his own either so we came together, set the rules before the game, started working on the details, and started filming a Kickstarter video.

The idea behind the Do Big Things Conference:

To inspire people to take action and to do big things

Who are the ideal participants of this conference?

Individuals, salespeople, entrepreneurs who have ideas deep down inside but are afraid to take action.

What I learned in setting up this conference:

  1. Get with like-minded people.

Join a mastermind group or connect with influences in your community that you can align with so you can bounce ideas off and help each other.

  1. It’s not about the money.

If you think partnering with someone will only reduce your commission in half, you would actually gain a lot more opportunities in return. The key is to collaborate with the right people.

Your turn…

  • What BIG THING do you have in your life that you need to accomplish but don’t necessarily know how to do?
  • Is there a prospect that you need to get and you haven’t been successful in getting a meeting with him?
  • Is there someone else you can partner with that may give you the “in” and split the commission that you’ll be jointly selling?
  • Is there another company or salesperson that you can partner with?

Episode Resources:

Get a free audiobook download and a 30-day free trial at www.audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist

TSE 064: Don’t Let Your Prospects Do Mental Gymnastics!

Mental GymnasticsPicture this, you are at a trade show or networking event and are having a really good conversation with a sales professional. You find out that her kids go to the same school as your kids and you were able to connect. Then out of curiosity you ask her, “Mary, tell me more about what you do.” Just then in a instance it seems as if this once down to earth human being transformed in to corporate robot who spews out a rather lengthy, technical, buzzword filled riddle that leaves you with a headache truing to decipher the meaning of what the heck she just said. It’s as if you just did some mental gymnastics and after you are done, you are left confused as ever. You are so confused that you don’t know what to say next and just say, interesting and then you quietly excuse yourself. What could have been a cool networking experience turned totally south!

But imagine, if you were a prospect? Think of how many people Mary was pushing away because she was totally confusing them? As a buyer we have all experienced this before and because we are too embarrassed to ask and not wanting to reveal our ignorance we leave confused! Many sellers are doing this today, heck I know I have done it before in my early days of technology sales. I had to learn the hard way, but I want to hep you circumvent the pitfall of putting people through a confusing mental gymnastics riddle.

There’s a Problem

Many sellers, especially in the technology space think that if they use big buzz words they will come off more educated on their product/services and it will impress their prospects. Well, 99% of the time that is not the case. It ends up leaving them worse off than before they spoke with you. It actually damages the relationship because it causes the prospect to feel uncomfortable and not okay. Hint, people will buy from those that make them “feel good”. They buy from those who they know, like and trust. Since you made the prospect feel uncomfortable, they are less likely to engage with you again.

If they are not likely to engage with you, how in the world can you build a trusting relationship? It will not happen. Besides, the prospect would not want to encounter with you again because of the fact that they were embarrassed that they can’t seem to understand you. Think of it from the side of a potential business partner. If we were to refer back to the scenario at the beginning on the top of this page, what if the this lady speaking to Mary knew folks in search of Mary’s company’s product? That is a lost opportunity for Mary because people can’t understand the words coming out of her mouth.

Many sellers like Mary may not really understand what they do or are capable of doing for the prospect so they memorize their company’s or corporate’s jargon. The problem with tying to sound sophisticated by using big words or company’s jargon, is that you are not speaking for understanding for the prospect. You are doing it for yourself. You are doing it not to reveal your lack of knowledge or to impress and boost your own ego. The prospect and you both loose in the end.

Solution

The first thing to do is to recognize you have a problem. But how? Well, for one if your conversations are not developing after you tell people what you do or they are leaving looking confused, that’s probably a sign. Another way  to evaluate if your message is causing people to do some mental gymnastics is to get a family member or friend who is not familiar with your industry and share with them what you do. Have them promise to be honest before hand (family members usually are the best for this) and tell you if they understand what you do. If they can’t understand what you do, then that’s a likely sign you need to come up with a simpler message.

But, if you are like Mary or many others, here are a few things you can do to prevent the mental gymnastics routine:

  • Recognize that it is not about you! It is about your potential client or business partner. They are the ones that need to understand what you do. They don’t need or want a dissertation that is designed to boost your ego. They want to hear your value and if it can benefit them!
  • Find a 10 year old (preferably someone you know) a child, niece, nephew, cousin or family friend and explain to them what you do. Keep changing  your message so that they can understand.
  • Do the opposite of the “golden rule” and treat others the way that “they would like to be treated” and not “the way that you would like to be treated”. Every prospect or business partner are different, so treat them as unique individuals by adjusting your message according to practical terms/examples they can understand. Make it relevant to them.
  • Try not to use industry buzz words unless it is someone in your industry and would understand/appreciate them.
  • Keep it short and not a long drawn out message. If you can’t tell someone what you do in a few sentences, you probably don’t know exactly what your true value is.
  • Practice by recording yourself telling your imaginary friend what you do and listen to it over and over again. Make sure you are not speaking too quick or regurgitating big complex words from your company’s marketing material.

The great news is that the method works! Mary applied these soultions and is now happily engaging with others and finding meaningful business partnerships.

I too have found that the clearer I can explain what I do the more I have meaningful conversations which leads to more business opportunities. I learned the art of putting others first and speaking to their needs will always make me look more educated than if I was to blabber corporate jargon.

Mental gymnastic is tough stuff, lets all promise to stop dong it to our prospects. I hope that you enjoy this and that you see a difference as well, but most importantly, I want you to go out and DO BIG THINGS!

 MUSIC PROVIDED BY FREESFX

Donald Kelly

TSE 040: How To Be Successful In A Negative Environment

The Sales Evangelist

The Sales Evangelist

Some organizations have an amazing environment to work in and others sometimes tend to be not so ideal to work in. During this episode I discuss my thoughts on working in a negative environment. In my personal experience, I have worked in both. The environment that best foster a much more successful performance was positive environment. This is not to say that you can’t find success in a negative environment, it can be done. But why would you want to put yourself through that, if you can perform better in a more uplifting atmosphere then do your best to create that.

Here are some of the major points I share in this episode:

  • Recognize you are in control on what you can do
  • Recognize you have a say in whether you want to be part of the organization or not
  • Read books to motivate you to keep going
  • Associate yourself with likeminded people who can motivate you (mastermind group)
  • You don’t have to put yourself through the torture of a negative work environment, feel free to seek out other organizations where you can best utilize your skills

Remember you are in charge and can take control of what you do, what you say and how you act!

Feel free to connect with us on Facebook if you need more positive people around you.

MUSIC PROVIDED BY FREESFX

Listen to Stitcher

TSE 038: How To Prepare For A Sales Job Interview

Donald KellyDuring this episode I answer a question frequently proposed to me by our listeners.They’re looking for sales job or preparing for an interview. Many folks ask how can I best prepare for an interview.

Here are some of the things that I recommend:

  • Before the interview, find an insider in the company who can get you in contact with the right people and recommend you to those making the decision.
  • Research as much as possible about the company prior to the  interview.
  • Take advantage of tools such as Google Alerts that can gather information about the organization for you.
  • Prepare your resume based on what you learn from your insider and the objective of the position you’re applying for.
  • Prepare your resume in a way that it tells a story with each bullet point. Make sure to utilize numbers and percentages to assist with the story telling.
  • Utilize the Refresh app and LinkedIn to learn about those doing the interview.
  • Dress for success and maintain strong confidence in your ability to fulfill the objectives of the role (not arrogance, confidence).
  • Be as human as possible and connect with those you are meeting with. (Utilize the Refresh app)
  • Ask intuitive questions about the organization based on your research.
  • Learn their hiring process.
  • Find out what are the next steps.
  • Ask for the job!

Connect with us on Facebook 

MUSIC PROVIDED BY FREESFX

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TSE 23: What’s The Power Of Klout? with Terry Brock (@TerryBrock & @jaredeasley)

New Media Expo
Have you heard about Klout? Most people out there may not have a vast knowledge of this new and growing social media measuring tool. But I know two experts who do, Terry Brock and Gina Carr! Terry and Gina joined forces and developed a phenomenal book about Klout and how powerful it is. During this episode, my great friend Jared Easley at the Starve The Doubts Podcast invited me to join in on an interview with Terry Brock. Jared and I both learned a great deal from Terry and how Klout can influence our business and personal lives. There is also a significant benefit to sales professionals and entrepreneurs who take advantage of it.
Below is a brief video I posted recently on The Sales Evangelist Facebook Page, where Terry and Gina educate us on Klout.

Check out some of the major ttakeawaysJared and I got from Terry below.
  • Higher Klout score will mean that you will get more business
  • The power of Klout comes from an individual’s ability to genuinely connect with others
  • To succeed on Klout, you must share your own created content as well as others
  • When you do create your own content, make sure the information is accurate because it will separate you from many others
  •  As a salesperson, with a quality Klout score you will be able to be seen as more valuable in the eyes of your clients and prospects
  • Pour more TME (Time Money and Energy) into something that you like and will be relevant to others. If you do so, you will be happy and help others to be happy as well

If you are curious about my Klout score, send me a tweet me at @Donaldckelly and hashtag #KloutScore. I will be more than happy to share it with you. Enjoy the episode.

Check out Terry and Gina’s book (Affiliate link to Amazon):

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TSE 013: “The Best Way To Get Referrals, Is To Give Referrals” Bryan Daly

Bryan DaleyIn this episode I interview Bryan Daly who is a local financial expert. Three years ago Bryan Daly started a local networking group after he left the mortgage industry. Bryan’s networking group (Palm Beach Business Connection: Your Link to Local Business) has grown to over 15,000 members strong and stretches across multiple states. When Bryan started his networking group, he built it on the premise that “anything of real value only multiple when it is given freely”.

While speaking with Bryan he gave some great advise, I didn’t write them all down, but here are a few major takeaway from our conversation:

    • Go to networking events with the idea to see what you can give
    • Networking is more about farming than it is hunting
    • When you go to a networking event, seek to make a new friend every time
    • When you give a referral, others will want to give you something in return (try it!)
    • If you give a referral, make it easy for the receiver by preparing the prospect and being there for an in-person introduction if possible
    • A few books Bryan mentioned:Endless ReferralsThe Go-GiverThe Slight Edge
    • Bryan’s group “Your Link to Local Business”  is focused on the right mix of online and offline networking

If you enjoyed learning from Bryan today, feel free to connect with him here at bryan@bryandaly.com

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TSE 011: The New Business Networking with Dave Delaney

Dave Delany's BookMr. Dave Delaney is “The King” of networking and I had the great pleasure of interviewing him this episode. Dave’s career has focused on the art of networking both online and offline. Through his remarkable networking experiences, Dave has landed new jobs, created networking groups, traveled the country, became a sought after keynote speaker and now most recently has written“New Business Networking: How to Effectively Grow Your Business Network Using Online and Offline Methods”. In this book Dave teaches us the art of networking and how to maximize your reach through a variety of avenues. Seeing networking as such a crucial part of sales, I wanted to have Dave come on the show to share some expertise.

Some of the things we discuss in this episode are:

  • What is networking and how to do it properly
  • The great secret of seeking first to give before you receive
  • Dave was the co-founded of PodCamp and BarCamp Nashville
  • Utilizing new online avenues such as About.me, Twitter and LinkedIn to network
  • The power of offline networking and local connections

I know the principles in this episode will help with you’re networking efforts. Come and meet my friend Dave Delaney and learn the art of networking!

Check out the book!

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LISTEN TO THIS EPISODE ON ITUNES OR LISTEN ON STITCHER RADIO.

 

TSE 010: Networking 101 With Donald Kelly

Donald Kelly “The Sales Evangelist”Networking is a very critical role for any sales representative, but many people do not know how to effectively do it. Over the next two weeks I have two amazing guests who will share their expertise on networking and how to do it right. During this episode I kick off our networking crusade with some very fundamental tips about networking. I also share a story how I received an excellent employment opportunity from an unlikely networking source, a competitor!

I feel that there are many different ways you can network, online or off-line. Here is a critical principle to understand when networking, seek to find opportunity to give more than to receive. I promise as you do this you will see a tremendous difference in your capability to effectively network.

Come and check out the episode, I know you will enjoy it.

 

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