Nurturing Archives - The Sales Evangelist

Category Archives for Nurturing

TSE 1189: How to Nurture No into YES

TSE 1190 How to Nurture “No” Into “Yes”

A good salesperson knows how to nurture “No” into “Yes”. Hearing No in the sales world is common regardless of what you sell or to whom you’re selling to. When you hear a no, you can’t just back down and give up. You need to get back on track and fix it. 

Craig Klein is based in Houston and he works in the energy business. He used to make deals with large oil companies and the deals would take a year or more to close. With that period of time and the level of complexity of every sale, he sought help from others. 

He began Sales Nexus to address that inefficiency. Today, his company helps other businesses to grow and aims to help everyone in the community give their fair share of making their community a better place to live. 

No is difficult to hear 

Craig was trained by Dave Blanchard for awhile. Dave does executive training and he talks a lot about our need to be right. Humans as we are, once the idea is planted in our head and we start dreaming about it, the idea becomes real. If that idea is taken away, we end up getting hurt. 

It is the same with sales. We meet our clients with big plans for closing the deal but when we turn up, we are told no and that hurts. There’s a lot of burnout in the sales position because sales reps tend to make many phone calls and end up getting No. The thing about it is that when we hear No, we tend to take a step back and sometimes, we don’t ever make a step forward again. 

Nurture “No” into “Yes”

Salespeople need to learn to be a bit aware of themselves and to focus on the customers’ needs, not on what they need. It’s also important to realize that sometimes, the prospects say “No” not because they don’t want to do business with you. They may be tied to a contract to your competitor or now may not be a good time. 

The primary way to nurture “No” into “Yes” is to have a sales strategy that makes you stay engaged with the prospects and build relationships over time. #Relationships

It’s not efficient to just focus on who you can close this month, it’s also about focusing on the people you can close deals with in due time. 

Stay in touch 

For every No you get, you make sure to take their name, their email address, their phone number, and keep it somewhere safe. You always have to write down everything you have learned from this customer including their budget cycle and their needs. Then, you create a system that allows you to keep connecting with time and getting them engaged. Check them out every once in a while and ask them how they’re doing. Let them know that you’re there. 

Meanwhile, you can find somebody else who is ready right now. Just keep nurturing and keep moving forward. 

Change your mindset that you will close every deal you have because that won’t happen. Instead, think of every appointment as a way of establishing a relationship based on trust. Resonate to them that you came not just to close but to understand what their needs are. 

Salespeople are like doctors. Physicians don’t sell their service in a way that’s too in your face. They diagnose their patients and examine what is something wrong with them. They then show you the patients how they can help with the problem. 

The same is true for salespeople. We examine their problem and we show them how we can help. You don’t sell the product the moment you meet them. You warm them up and figure out what they need first before presenting your options. 

The automated email drip campaign 

Craig’s Sales Nexus Platform uses an automated email drip campaign in order to stay in touch with their potential customers. They take every lead and put it into their system and into an automated email drip campaign. The potential clients don’t just get generic emails, they get personalized email depending on what they need. 

When the time is right for them, they’d click on the link to their site and they’ll be notified by it. This is their time to give them a call and ask them if anything has changed. 

One of Craig’s clients used the auto-drip campaign and things have been better for them now. They used to have sales reps call chiropractors all day long but these professionals are busy and they don’t look at their phones most times of the day. Then they started putting the chiropractors’ name on the system, they searched for their needs, and on the things they focus on.

They are then placed on their appropriate auto-drip where they get emails that are relevant to their needs. When they interact with the emails, the company is being notified and they get to start pitching again. The auto-drip system allows them to build relationships with prospects without compromising their sales rep’s manpower. 

There other ways to do it. Some are using the typical marketing system and sends out weekly or monthly emails to their list. Others also hire someone whose job is to focus on making mails and sending them out. 

“How to Nurture “No” Into “Yes”  episode resources 

Reach out to Craig Klein by visiting his website. Check out the site to get downloadable PDFs on how you can organize your customer list to send the right emails to the right people. 

Wanting to learn and hear more about sales? Don’t hesitate and connect with Donal via LinkedIn, Instagram, Twitter, and Facebook

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

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a 12-module program for salespeople like you to improve your pitches and presentations. Sign up now and get the first two modules for free! 

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TSE 1187: How do I deal with Unresponsive Inbound Leads

TSE 1187 How Do I Deal With Unresponsive Inbound Leads?

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

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

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

Deal with unresponsive inbound leads 

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

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

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

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

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

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

Stop the old school strategy 

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

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

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

This is when you ask! 

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

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

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

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

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

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

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

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

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

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Inbound, LinkedIn, Donald C. Kelly

TSE 1180: Can I Classify My LinkedIn Leads As Inbound Leads?

 

Inbound, LinkedIn, Donald C. KellyWith all the focus on social selling, it can be difficult to determine whether you can consider referrals and connections that result in LinkedIn leads as inbound leads.

If a prospect connects with your content which leads to a conversation and then an appointment, can that be considered an inbound lead?

LinkedIn connections

You’re likely among those sellers who understand that your LinkedIn profile is your personal profile. You cherish it and treat it with respect. You post thoughtful content and share impactful videos and write articles and long-form blogs. You’re creating content that your audience can engage with. 

If those prospects end up in your direct message as a result and that leads to a conversation, that’s an inbound lead. Though it might not qualify as inbound in the traditional sense, you’re engaging in the same activities. No matter who creates the content, it’s an inbound lead. You could even give it a unique KPI name like “social media lead” or SML.

Converting leads

If I connect with 15 or 20 business owners today and 10 of them reconnect with me, the result is 10 new social media leads. I can nurture them by creating videos, posts, or articles and tying the content to my new prospects. 

Ideally, those people will engage in a conversation.

I recently connected with a woman on LinkedIn who later posted a good piece of content. She mentioned me and others she had recently connected with using a “shout out.” Turns out all the people she mentioned continued to engage with her on LinkedIn

I’ll watch her content now since I had a positive interaction, and I might eventually decide to engage with her company. She’s nurturing us as prospects.

Engaging content

Then, once you do, be intentional about connecting with those who interact with your content. Work to connect with your second- and third-degree connections. 

Try this simple paragraph:

Thanks so much for commenting on my post today, James. Permission to connect here on LinkedIn?

Usually, when you connect immediately, they’ll appreciate your outreach. You can start a conversation that may lead to further interactions.  Now you’re getting more contacts off your ideal customer or prospect. 

Blur the lines

Imagine you have a targeted list of prospects that you’re trying to reach. You’re making phone calls to named accounts and you’re connecting on LinkedIn, Twitter, Instagram, or Facebook. 

If you separate your prospects into different categories, you can optimize them. 

I recently connected with someone on LinkedIn who became a social media contact and then a social media lead. When the prospect asked about sales training for a team, it led to an initial appointment. 

That connection would haven’t happened without engaging content on social media and our interactions there.  

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

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

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TSE 1138: How To Close A Deal With A Prospect Who Goes With Your Competitor

If I’m working with a prospect who unexpectedly decides to hire a different company, it might sound impossible, but it’s possible to close a deal with a prospect who goes with your competitor. 

David Adley is an outbound sales manager at Bonfire, a digital platform for selling custom apparel. Bonfire works with nonprofits, influencers, and anyone who wants an easy solution to selling an awesome shirt online. 

Sales journey

David started selling knives door-to-door during college and he discovered he had a passion for it. When you’re succeeding, you’re having fun. 

He worked as a sales rep for a music company, and because he was a music major in college, he assumed it would be the perfect marriage of two things he loved. He was playing in a band at the time, and he had to make a decision about his priorities, so he picked music over sales. 

For almost four years he gigged with a band before taking the job at Bonfire as a customer success rep. He was basically making ends meet while doing the rock star thing.

David grew into his role. Because the CEO knew he had sold knives in college, he invited David to take a shot at growing the sales team. He took the leap, and that’s where his journey began.

Fund-raising

Bonfire operates in cause-based fundraising as well as the influencer space. Early in David’s career, he worked with a big client named Crusoe the Celebrity Dachshund. He’s a big deal in the animal influencer game and he has hilarious content. 

He’s also the big fish in David’s story, which is about learning empathy, timing, and persistence, three things that sellers need if they are looking to up their game. The company was still small then and he didn’t want to mess up the opportunity. 

He asked the CEO for help, and together they conducted discovery together. The CEO, Brian Marks, shared wisdom with him, and they discovered that Crusoe wasn’t actually a great fit for the platform at the time. They weren’t equipped to give him everything he needed to have a successful apparel campaign. 

The company was geared to fund-raising at the time and wasn’t really built for influencers. 

Surprise advice

Brian advised David to provide pro bono graphic design work to Crusoe and then told David to recommend that Crusoe sell his designs on a competitor’s platform. Typically custom graphics take about three days, but they turned this one around same-day because it was such a great opportunity even though they couldn’t work with him.

David said he couldn’t imagine sending a potential VIP seller to a competitor, but this is where he really started to learn persistence. After they sent Crusoe away, it was still his responsibility to keep Bonfire top-of-mind for him. He did that by actively checking in during opportune moments, like when he won an award for best animal content creator. 

David congratulated them and checked in with his manager frequently. 

Great rapport

They developed a great rapport despite the fact that they never sold anything on Bonfire’s site to this point. Eventually, when Bonfire relaunched its site with more accommodating features for influencer clientele, the timing was perfect. 

Crusoe’s manager got back to them during a periodic check-in and was anxious to give the company a shot. The new website was officially about three days old at this point, so David was still a little nervous about bandwidth at this point. 

Eventually, the account was the highest-selling campaign on the site up to that point, and it pushed the company to its brink in those early days. He calls it a thrilling experience for everyone involved. 

Nurture the relationship

Almost two years passed between the time when David sent Crusoe to his competitors and then welcomed him to Bonfire as a customer. He did it by nurturing the relationship and staying in contact with his managers. He let them know about the changes at the company, and eventually, it made sense for them to work with Bonfire. 

Crusoe never forgot how the company hooked him up in the early days. As a young rep, David had been so focused on closing that he couldn’t fathom making this kind of decision. The CEO, on the other hand, was looking out for Crusoe’s best interests, and he did what a good sales rep should do: he empathized.

He wasn’t so hungry for a deal that he tried to close something that wasn’t a good fit. He put himself in the client’s shoes and did what was right for the client. Then the client paid it forward. He never forgot the solid favor the company did. 

It was a long, remarkable lesson that resulted in a relationship that still exists today. 

Building value

When sellers build value, loyalty results as a natural by-product. Very often we get shortsighted because, in the sales space, we tend to focus on what we need right now. We don’t allow ourselves to think about the future. The result is that we often think only of ourselves. Many new reps especially get so quota-driven that we lose sight of our customer’s needs.

David said he’s thankful he was able to learn the lesson early in his career because it allows him to detach himself from deals and to teach his reps to do the same. 

Bonfire measures success as a campaign that sells more than 200 apparel items. The Crusoe campaign sold more than 3,000 items, which is about 15 times more than the typical revenue. 

Scaling sales

David’s realization that you can’t simply scale a team by taking your own personal success and applying it to everyone was his biggest challenge as a sales leader. He isn’t data-driven by nature but operates more by the seat of his pants. He uses a throw-it-at-the-wall-and-see-what-sticks approach. Then he repeats what succeeds. And while that worked for him in a young startup environment where there wasn’t a blueprint, it doesn’t work to scale. 

He had to develop a data-driven approach because not everyone can sell like he can. He had to overcome the notion that everyone should do what worked for him. The truth, as he discovered, is that there are lots of awesome personalities and skill sets that can sell effectively. Diving into the data to discover why those personalities could sell effectively was huge.  

Tracking data

They started by establishing a baseline metric for success. Once you’ve determined what your team is doing every day, you can hone those skills to arrive at the place where you’re closing more deals or launching more campaigns. 

David once operated according to a gut-feel to determine how many messages to send out, but they couldn’t rely on that. They needed to establish a number of new outreach messages a day. In this case, it was 25 new outreach messages a day, with the intention to convert 35 percent of those into demos. If 10 percent of those convert to launch campaigns, a BDR can launch three a week and be set up for long-term success. 

The key was drilling down those numbers to figure out what needed to happen at each stage of the pipeline. Telling new reps what they need to do in order to be successful makes a big difference. If they hit those benchmarks, they can feel really good about their trajectory. 

David said he wouldn’t have learned the lessons about empathy, timing, and persistence if he hadn’t been willing to ask for help. Many new reps want to put their heads down and prove themselves. He said that the best reps ask tons of questions and aren’t afraid to fail. Success occurs when you put yourself out there, ask for help, and then apply the lessons you learn effectively. 

How To Close A Deal With A Prospect Who Goes With Your Competitor” episode resources

You can connect with David via email at David@bonfire.com. You can also connect with him on LinkedIn and check out Bonfire.com. Find his music at Griff’s Room Band. You can also connect with his mom, who is a professional storyteller, at Characters By Kim.  

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. 

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.

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Inbound Leads, Donald Kelly, The Sales Evangelist, Prospect.io

TSE 927: Don’t Be Too Desperate

Inbound Leads, Donald Kelly, The Sales Evangelist, Prospect.ioSales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer your phone calls. It’s like you never existed. The same thing sometimes happens with inbound leads, and in both cases, remember this: don’t be too desperate.

On today’s episode of The Sales Evangelist, we’ll discuss how you can address the loss of inbound leads, and why you must operate by one rule: don’t be too desperate.

We discussed last week the importance of treating every lead as though it’s the best one we have. Avoid skipping steps, and treat that lead as though it’s as important as all the others.

We summed it up this way: When you change the way you look at things, the things you look at change.

Follow-up gone wrong

When a lead suddenly goes cold, it’s tempting to second-guess what went wrong, and you can use that curiosity to drive your follow-up efforts. Make sure you have multiple follow-ups in your process.

There’s a fine line, though. Be sure you recognize the distinction between follow-up and stalker-type behavior.

If you’re allowing your concern for the prospect to drive your efforts, you’ll avoid crossing that line. If you’re focused on delivering value, you’ll be better able to focus on things that are relevant to your prospect.

  • What did he download from your site?
  • Can you determine from his own website what challenge he might be trying to overcome?
  • Look at his LinkedIn profile and engage with him there.
  • Determine what kind of content he’s sharing with his audience to see where his focus is right now.
  • What content can you provide based upon the information you gathered?
  • What question can you ask about that content that will encourage him to respond?

I’m sharing value without appearing desperate. I’m providing information based upon what he needs.

Time to let go

Once you’ve done your due diligence and your follow up and you’ve completed your flow process, it might be time to let go.

If you let it go, and if it’s meant to be, it will come back. When you nurture the prospect well, there’s a good chance he’ll come back when he’s ready to buy.

If we have given the resources and provided the information and he still isn’t interested, then we have to focus our attention on the prospects who are ready to buy.

Nurturing well

All of our followup efforts should include a drip campaign that connects with prospects who haven’t yet committed to our product or services.

If we have a specific procedure to follow, we’ll remind the prospect that we exist while he determines what decision is best for him.

When he decides to make a purchase, he’ll remember how well you treated him because you built a relationship. You didn’t simply chase him; you addressed his needs.

Sales is a longterm game, and buyers don’t generally want to deal with desperate sellers.

Don’t simply follow up. Follow up effectively.

“Don’t Be Too Desperate” episode resources

I am a strong believer that prospect.io is a powerful sales automation platform for the outbound side.

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

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

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

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