Category Archives for Prospecting

Dave Costa, Donald Kelly, The Sales Evangelist Podcast

TSE 889: Sales From The Street-“Talent vs. Performance”

Dave Costa, The Sales Evangelist Podcast, LinkedInWorking with a talented group of people doesn’t guarantee success, because talent and performance are altogether separate. Sometimes sales leaders find themselves leading a team whose performance doesn’t equal its talent. When potential is left on the table, how do you teach your team the value of talent vs. performance?

On today’s Sales From The Street, Dave Costa shares how he encourages his team to improve every day, and why — in the battle of talent vs. performance — talent alone isn’t enough.

Dave works in software sales in the human capital management space, and he defines success for his team as improving every single day.

Talent isn’t enough

Talent can only care you a certain distance. It’s true in sales just like it’s true in sports.

Number-one draft picks falter more often than not because they don’t understand the need to create opportunities that help them continually improve.

Dave calls it mental management. He says that when you deal with extremely talented people, the skillset isn’t the problem. Although there is always room to improve, the challenge is motivating them to make an extra call or set an extra appointment.

He refers to it as mental warfare, and he said many reps fail because they get out-worked or out-hustled. Sales leaders, then, must master the art of discovering what drives your sales reps to push through; it’s the art of hitting that nerve that drives them.

At the end of the day, no one regrets doing one more set at the gym. People who push themselves are always glad they did.

Funnels aren’t sexy

Many reps get so caught up in trying to close what’s currently in their pipeline that they lose sight of the top of the funnel.

Dave calls prospecting a decision you make every single day to achieve a result. He stresses focusing on whether you’ve achieved the result you needed rather than sticking to metrics only. Did you get the result you needed to push yourself farther and hit your goals? 

Your prospecting controls everything:

  • How much is in my pipeline?
  • Can I close more deals?
  • How stressed will I be?
  • What will my results look like?

Performance matters

The mental warfare becomes a factor when sales professionals hear “no” before they hear “yes.” Without the right mental game, you’ll be overtaken by the highs and lows. You’ll collapse under the stress.

There will be days when others succeed while you struggle, but you must rise above your circumstances. No one else will do this for you, so you must make it happen.

For Dave’s team, the move to change its mindset has impacted its overall growth. The team’s averages have increased by 2 meetings per rep per week. For an entire team, that’s 16 adds per month, and those numbers can pay huge dividends.

When we push ourselves to set one more meeting or make one more dial, that deal could be the one that changes your year, or even your career.

In sales, we’re often in a position to make life-changing money or to do things that change our situations. If you take the mindset of constantly improving every single day, overall success will come.

Push yourself to be impressive in everything you do. If you’re not, what’s the point of doing it?

“Talent vs. Performance” episode resources

Dave would love to continue this conversation with our listeners on LinkedIn.

You can connect with us at The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

The Sales Evangelist Hustler’s League is an online group coaching program designed to help sellers of all levels. Whether you’ve been selling for 15 years or 3 days, we’ll give you all the coaching and guidance you need to perform well.

The course is only $167 a month for three months, and it will connect you with sellers in all regions and industries who can share their struggles as you share your own.

This episode was brought to you by our friends at Wiley, publishers of the book Stop Selling & Start Leading. It’s a blueprint for sellers based upon years of research about the things buyers hate.

Grab your free excerpt of the book here, and view the SlideShare that explains many of the leadership principles you need to stop being subservient to your customers. If you prefer, download the SlideShare so you can refer back to it.

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

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

Audio provided by Free SFX and Bensound.

Donald Kelly, Value, Ideal Customers, What do you sell?

TSE 887: What Do You Do…For Me?

Donald Kelly, Value, Ideal Customers, What do you sell?I noticed something interesting at a conference I attended recently. The conference was amazing, but I noticed something noteworthy about many of the exhibitors: they didn’t know how to tell me the problems they solve. They tossed around words like noteworthy, synergy, cohesive, and proprietary, but they couldn’t answer the most important question: “What do you do… for me?”

On today’s episode of The Sales Evangelist, we’ll discuss the consequences of confusing the customer, and why it’s important to answer that single question: “What do you do… for me?”

Solving problems for prospects

When people ask what you do, they are trying to understand what you can do for them. What problems do you solve?

If you tell prospects you operate a consulting firm, what does that mean? It’s bland. Generic. There’s nothing that helps me understand how I can benefit from your services.

We are a consulting firm for real estate brokers. Our clients typically have at least 10 agents, and they are struggling to generate new leads for their realtors. They aren’t closing enough deals, so we step in to provide a blueprint to find more leads and close more deals. 

Don’t make your prospects do mental gymnastics to understand the services you offer. Don’t burden them with jargon.

Donald Miller, author of the book StoryBrand, cautions against confusing your prospects because they’ll most likely look elsewhere for help.

Practicing your message

Many of us rely on the same information for every pitch we give.

Not only are we not personalizing the message, in many cases, we’re consistently repeating a message that isn’t effective.

Just as sports teams must practice in order to know what role each player will assume, your team must practice its efforts in order to maximize the effectiveness. You must practice your message until you can deliver it in a way that helps prospects understand your mission.

Your sales team must have a strategy and an effective message that will help your prospects understand what you can do for them.

“What Do You Do… For Me?” episode resources

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

Grab your free excerpt of the book here, and view the SlideShare that explains many of the leadership principles you need to stop being subservient to your customers. If you prefer, download the SlideShare so you can refer back to it.

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. 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 to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist, TSE Hustler's League

TSE 885: TSE Hustler’s League-“Dog Chasing A Car”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueImagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a strategy: what will he do when he catches it? As sales professionals, we need a clear strategy for prospecting so we know exactly how we’ll delight the prospect once we get the prospect to say yes to the first appointment.

Today on The Sales Evangelist Hustler’s League, we’ll talk about how to delight the customer early in the process.

Try to identify one piece you can apply to your own sales process immediately in order to delight the customer.

Delight the prospect.

Your goal is to do something for the prospect that your competitors aren’t willing to do or aren’t capable of doing.

Find a small way to delight the prospect early in the process.

  • Send a thank you card.
  • Use video to grab the prospect’s attention.
  • Invite the prospect to an event unrelated to business.
  • Interact on social media.

Teach something new.

Forbes reports that the salesperson’s ability to teach something or challenge the prospect’s thinking drives more than 53 percent of transactions.

Instead of telling the prospect about your product or service, tell him how it solves a problem he has.

If you don’t have any data to provide to the prospect, do research to find data. Give him tools to address challenges or pitfalls.

Address unconsidered needs.

Take advantage of your prospect’s unconsidered needs.

Your customer isn’t as experienced with your product as you are, and he doesn’t even realize the problems it can help him solve. Help him discover the problems your product solves even if he doesn’t realize he has those problems.

As an example, if you’re seeking to hire a salesperson, I might tell you that your hire will be nine times more likely to fail without any kind of sales training. Conversely, it will be three times more expensive to hire a salesperson and then provide training to help him succeed.

I can use data to convince the prospect that spending money to train a salesperson is less expensive than employing an untrained salesperson. If I identify an unconsidered need that he wasn’t aware of, I can get the prospect to say yes to sales training.

Come to the table as a leader instead of as every other seller who is engaged with your prospect. The sales arena has evolved, and buyers have, too.

“Dog Chasing A Car” episode resources

The Sales Evangelist Hustler’s League is our online group coaching program designed to help sellers who have been selling for years as well as those who are new to sales.

Last semester, we focused on building value, and we’re beginning a new semester in the fall. To find out more or to apply, visit the Hustler’s League.

During this semester of the Hustler’s League, one of our students used BombBomb to include video in his emails and engage with his customers.

If you’d like to learn more about video and how to include it in your sales process, 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.

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.

They’ve also created a SlideShare free for you to use or download.

Audio provided by Free SFX and Bensound.

Trust, Sales Leader, Innovation, Stop Selling & Start Leading

TSE 877: How To Build Trust & Be Seen As An Innovative Seller

Trust, Sales Leader, Innovation, Stop Selling & Start LeadingYour prospects likely have dozens of sellers seeking to connect and build relationships with them. That means dozens of cold calls, emails, and presentations by dozens of different organizations. The key to success with any prospect is to build trust and be seen as an innovative seller.

Today on The Sales Evangelist, we begin a 3-part series based on the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen. We’ll discuss principles that sales professionals need to adopt and apply in order to be successful.

Be human.

Imagine yourself in a meeting with a prospect for a deal that could be the biggest of your career. The prospect continually interrupts you and you’re frustrated because none of your best content seems to be making a difference.

In a moment of frustration, you tell her you’re only here because she invited you. You could be home hanging out with your family and your pet rabbit.

Something changes immediately. It turns out the prospect has a pet rabbit, too, and suddenly you have something in common. You two launch into an entire conversation about lives outside of work and a relationship begins.

This is one of the stories in the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen, and it illustrates how commonalities can boost you from seller to trusted advisor.

Let the prospect know who you are. Let her see behind your sales persona to your other interests. Find a way to remind her that you’re human.

Building rapport encourages the prospect to share something of her own with you, and it may give the buyer reason to connect with you.

See around corners.

Illustrate to your prospects that you’re an innovative seller.

You must know the roles and challenges of the industry you’re selling to in order to provide solutions that make your prospect’s life easier. If you’re working with CFOs in manufacturing, what are the challenges they face on a daily basis? Trade wars with China? Looming high prices?

If I can provide intel or info, even if it’s unrelated to my product, I can help the prospect prepare for — and deal with — the challenges that are stumping her.

Will the company face layoffs? What if they have to raise prices?

When a small organization hires a new seller, they begin a honeymoon phase in which everyone is excited. Eventually, though, the seller gets bored because he doesn’t have any training processes. The CEO doesn’t have time to invest in him because he’s busy running the company, and the seller gets tired of doing cold calls.

I’ve seen it happen countless times, and I can see around the corner for small organizations because I’ve seen this happen before. I can point out five things they’ll struggle with long before the issues actually arise.

If you present yourself as a trusted advisor, your prospect will trust you in all things, and she’ll look to you for solutions.

“Innovative seller” episode resources

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

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

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

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d be honored for you to join us.

Audio provided by Free SFX and Bensound.

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Daimian Thompson, Donald Kelly, LeadFuze, Cold Email

TSE 866: Cold Email What Works, What’s Changed & What Not To Do

Daimian Thompson, Donald Kelly, LeadFuze, Cold Email

Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of it is the reason more people are doing it. Sales professionals must unravel what works, what’s changing, and what not to do with cold email; why they must zig when everyone else zags.

LeadFuze is a lead generation platform with two important functions: it helps you build a list of leads that match your customer profile, and it provides assistance to help you hone your conversations.

The goal of LeadFuze is to help sales reps and entrepreneurs start more sales conversations.

Understand the purpose

Buyers never buy simply because of email. You’re reaching out to a stranger, so even if you know it’s a good fit, you’re never going to convince them to buy from you with email alone.

The purpose of email is to start a conversation. You cannot go for the meeting too quickly. Sales reps tend to go from 0 to 100 without understanding that they have to earn the right to ask for a meeting.

You cannot sound like a brochure, and you cannot talk all about yourself. Unless you’re famous in your industry, people aren’t going to agree to talk to you just because you’re you.

Once you’ve started the conversation, you can move into your normal sales process, whatever that is. How do you do that?

It sounds cliche, but sales and dating are a lot alike. You’d never walk up to a stranger in a bar and suggest getting married and having lots of kids. The same is true in sales.

It’s not about you. It’s all about them.

Of course you understand your industry; but do you understand theirs? As you’re reading your emails, how many times do you use “I, we, us?” If you are, you’re doing it wrong.

Initiate the conversation

Retail stores must wait for customers to come to them. Sales reps don’t have to.

By the time your customer finds your website, he likely thinks he already knows the answers to all his questions and he has preconceived notions about what he should do.

Be the one to start the conversation.

Begin by looking at your existing customer portfolio to determine who your ideal customer is. Realize, too, that if most of your business exists in one industry, but you don’t like that industry, it’s ok to pursue others.

Send 4 to 5 emails over the course of a few weeks. Keep them short and deliver value.

Email 1: “When I’m talking to VPs in this industry, they generally tell me that they struggle with one of two problems. Which is the biggest problem for you?”

Email 2: (This is not a pitch.) Provide a solution to Pain A from your original email and give a free resource.

Email 3: Provide a solution to Pain B from your original email. Give a free resource.

Email 4: “Is there a problem we haven’t discussed yet? I’d love to discuss it with you to see if I can help you solve it.”

Set realistic expectations

Sales reps tend to diagnose too quickly. We forget that everything worth doing takes time.

We won’t become number one on Google the day after we study SEO. It’s a little like going to the gym: it takes time.

Instead of doing a few hours of cold email one day a week, spread it out over the course of the week. (Again, think of it like going to the gym.)

Keep your pipeline full with a little bit of effort every day. Do simply practices repeatedly. Keep the patterns that work.

When you come into a brand new job, it isn’t lead rich. If it was, the person before you wouldn’t have left.

In the first 90 days, sales reps are a whirlwind of activity. It’s the most productive period in any job.

Because you don’t have any business, you’re completely focused on business development. Once a deal emerges, you stop working on business development because you’d rather be working on the deal.

Sales reps create their own feast or famine cycles because they stop working on lead generation once they see a deal developing. Instead, make it part of your daily calendar.

Use the acronym WIIFM to drive your pitch. When your prospect is listening to your pitch, why should they care? They’ll ask themselves, “What’s in it for me?”

“Cold Email” episode resources

To connect with Damian, email him at Damian@leadfuze.com, or go to the LeadFuze website.

Business development is hard for all sales reps. I recommend the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley because it’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m offering a free excerpt of the book so you can check it out for yourself.

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

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

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

Audio provided by Free SFX.

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Hunter.io, Donald Kelly, LeadGibbion

TSE 857: Use Hunter.io To Connect With Just About ANYONE!

Hunter.io, Donald Kelly, LeadGibbion

It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable emails. But what if I could give you a tool to allow you to connect with just about anyone?

Today on The Sales Evangelist, we’ll talk about Hunter.io, and the power it gives you to connect with just about anyone.

Hunter.io is a plug-in that sits on your browser. When you visit a prospect’s website, Hunter.io pulls data for every email address published on the site. It also pulls emails from other sites that are associated with the domain.

It’s inexpensive, and you can try the free version for 30 days, or for 100 emails.

Emails

Business development is a challenging task.

Very often, you’re trying to connect with people who don’t necessarily know that they need your product or service.

In their minds, you’re disrupting them. They don’t yet know that you can help them solve a problem they may not even recognize.

Hunter.io helps you connect with those prospects by helping you locate email address, or by helping you determine the email convention for your prospect.

If, for example, you can’t find the exact email address of the prospect you’re seeking, you can use information about other people within the company to determine how their email addresses are composed. If Joe Lewis is joe.lewis, you can use that to deduce your prospect’s email address even if you can’t find it.

Hunter.io also shows how many times it found each email, so you’ll know the information is trustworthy.

Other people

In some cases, the C-level prospect or decision maker you need to reach may be hidden behind layers of executive assistants.

You can often find lower-level influencers in the company who can help you get connected to the person you need.

Very often, sales reps can build relationships with others in the company in an effort to gain influence with the decision-makers.

Process

I often begin by generating a dream list of prospects on LinkedIn. I use LeadGibbon to generate a list. Then I use my Hunter.io tool to gather email addresses to I can send an email to the prospect, or leave a message, or connect with them some other way.

I have a legitimate means of contacting them according to my existing cadence.

“Connect With Just About ANYONE!” episode resources

Give Hunter.io a try for yourself, with the free trial.

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

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

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Video Jungle teaches you to use video to set yourself apart. More than 50 percent of executives say they are more likely to engage with an email that includes video.

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

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

LeadSift, Tukan, Donald Kelly

TSE 856: How To Use Intent-Based Marketing & LeadSift To Eliminate “Cold Outreach”

LeadSift, Tukan, Donald Kelly

Outbound prospecting is a vital part of every sales process, but when it’s based on static data, it’s bound to fail. Static data might help you find the right person, but they might not be a valid prospect. Intent-based marketing can help you eliminate cold outreach and improve your outbound process.

Today on The Sales Evangelist, Tukan Das explains why trigger events are important to your outbound process, and why static data isn’t sufficient for outbound prospecting.

Tukan is the CEO of LeadSift, a sales intelligence platform that generates qualified leads from public web.

Use signals to predict buying probability.

Before LeadSift pivoted to the B2B realm, the company was targeting large brands and agencies, going after the CEOs. LeadSift began the process by building lists of target accounts based upon static data. They chose accounts that matched their typical buyer and initiated an email nurture sequence.

They discovered that the process was labor intensive, and that it didn’t necessarily produce prospects that were ready to buy.

The key, they determined, was finding prospects when the need to buy a product or service was top-of-mind. Trigger points were the answer.

LeadSift monitors how prospects engage with content across the web. Using information about how they talk to competitors, how they discuss industry events, news articles they read, and positions they hire for, the platform interprets signals to predict the probability of a prospect’s readiness to buy.

Once you’ve used trigger events to determine the prospect’s likelihood of buying, you can craft your outreach accordingly.

Eliminate cold outreach by gathering relevant information about your prospects.

Separate outbound from account development.

Many times, the same account executive is tasked with nurturing leads as well as sending out cold emails to book meetings.

That can be problematic because the motivations are very different: the person responsible for outbound shouldn’t necessarily be the same person to close deals. Because account execs don’t typically enjoy cold calling and cold emails, execs may not follow through on them.

Instead, consider having an entry-level sales person do the research and prospecting.

Measure your outbound people on the number of relevant people they are engaging with, and make sure they have a very clear definition of your ideal customer profile.

As you evaluate your audience, distinguish the buyer from the decision-maker. In the case of LeadSift, account development managers use the data, but they sell the product to VP’s of marketing.

Evaluate your messaging and determine who is responding to it.

Send proper outbound outreach.

Your outbound outreach cannot be one email sent to a list of 100 people.

Mix in other strategies like social selling and phone calls.

Keep your emails short, and don’t try to make them too cute. Provide value without writing long, dry emails.

Test your emails. Personalize your email sequence and track its performance. Adapt your messaging to your audience, and if it isn’t working, change it.

Realize that the same email won’t work in every situation.

Use meaningful data.

If, at the end of 90 days, you cannot report how many emails you sent, how many phone calls you made, how many emails were opened, and other relevant data, you are setting yourself up for failure.

What doesn’t get measured doesn’t get improved.

Too many companies “wing” their outbound efforts. They have no intentional plan, so their process doesn’t work consistently.

The industry is trending toward account-based sales, so your outbound process should include a strategy for each company or each cluster of companies.

Rather than buying lists, which is always static data, use LinkedIn to find your seed set of companies and prospects.

Outbound prospecting cannot be an afterthought. No strategy works every time, so you must be patient. If you’re doing the right things and conducting a good email campaign, you should see results within 180 days.

“Eliminate Cold Outreach” resources

Find more information about LeadSift, and connect with Tukan on Twitter.

You can also email him at tdas@leadsift.com.

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

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

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

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

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

Audio provided by Free SFX.

 

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TSE Podcast, The Sales Evangelist, Donald Kelly

TSE 855: TSE Hustler’s League-“Think About The Prospect”

TSE Podcast, The Sales Evangelist, Donald KellyWant to change the way you sell?

Think about the prospect. Seek one individual you can help every day, and it will change the way you operate.

Today on The Sales Evangelist Hustler’s League, we discuss how to empathize with your prospect and put yourself in his shoes. By doing so, you’ll add value and you’ll become the kind of seller buyers want to buy from.

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

I’m offering a free excerpt of the book to this community of sellers so you can check it out for yourself.

Understand your customer

Understanding your customer is such a basic concept that sometimes we overlook it.

As a man of faith, I’ve been known to pray and ask God to lead me to someone who could benefit from my services.

If I can put myself in the customer’s shoes and understand his difficulties, then I can help him solve problems. I have to listen, understand his struggles, and focus more on solving his problems than on making the sale.

I recommend you remind yourself to think about the prospect every day.

Stephen Covey, in his book, The 7 Habits of Highly Effective People, says we must seek first to understand people, and then to be understood. Far too often we try to push something to our prospects that they don’t need.

Also, though, we have to understand the hurdles they are up against.

If, for example, you’re an interior house painter, and your prospect needs his walls painted, but he doesn’t have the time to wash them first, seek to understand his situation. He has other fires to put out. He has other priorities.

Demonstrate understanding by acknowledging his dilemma. Perhaps you’ll even incorporate washing the walls into the cost of painting them and wash the walls for him.

Adopt your customer’s point of view

My own clients tell me they are trying to grow their organization, or that they don’t feel comfortable talking to prospects. Sometimes they tell me that cold calling isn’t working for them.

These are the problem I’m helping them solve. The solution, of course, is sales training, but my focus in on the problems I’m helping them solve.

View your product or service as a solution instead of a sale. Understand that you’re selling them a way to operate their business so they can continue collecting money from their customers.

Take 30 minutes today to look at your product or service from the customer’s point of view. Ask what issues you can help him solve.

Do you feel a personal obligation to help him? If you don’t, your performance will be haphazard, and you won’t enjoy your work.

Your customers are tired of sales people. They want sales leaders. They want you to think about the prospect.

“Think About The Prospect” resources

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

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

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

Audio provided by Free SFX.

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Donald Kelly, The Sales Evangelist, TSE Podcast

TSE 852: Break The Rules…Take A Risk!

Donald Kelly, The Sales Evangelist, TSE Podcast

Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales professionals, we must break the rules.

Today on The Sales Evangelist, we discuss the importance of taking educated, calculated risks in order to improve our process. I’ll tell you about a risk I took as part of my social selling experiment, and how it panned out.

Identify the rules.

Sales professionals follow a lot of prospecting rules, like the one that says that the phone is the best way to prospect.

As technology evolves, we’ve seen less success with the phone, so we have moved to social media. The Sales Evangelist team spent the entire month of May focused on effective social selling.

We’ve bought into the idea that snail mail doesn’t work. We discount it as a waste of time and money, which may be true if you aren’t using it well. The same is true for the phone and social media: the key to success is understanding the process.

For the past few weeks, I’ve told you about an experiment I’m doing to test the rules. I’ve identified 40 prospects to contact via social media, and 40 prospects to contact via phone to measure the effectiveness of each.

Gather intel.

About 3/4 of the way through my experiment, I realized that I wasn’t seeing much fruit from either effort, so I combined the two.

I found prospects via phone, and I connected with them on social media. Then I did the reverse: I found prospects on social media and connected with them via phone.

I reached out to lower-level people within the company to determine what challenges the company was facing that I might be able to help solve.

In many cases, I spoke to the executive assistant in an attempt to gain an ally in the company. The executive assistant acts as a sort of talent scout for the decision-maker, so if you can get that person in your corner, you will be more likely to gain access to the executive.

Break the rules.

Then I decided to break the rules.

I was reading the book How to Get a Meeting With Anyone by Stu Heinecke, which is all about content marketing. It teaches how to get in front of the prospect and let him know that we exist.

I sent a large box with popcorn, a drink, candy, and an oversized ticket to each of 8 prospects, inviting them to a demonstration. We didn’t do this for every prospect; just carefully-selected companies that we knew had a need or a challenge we could fill.

The effort took a little more work, and it was more expensive than our usual efforts. But of the 8 companies we contacted, 6 of them have set up demonstrations. We’re still working with the other 2.

We discovered that most people aren’t using snail mail, and most businesses only receive bills and junk. When we send a package with a hand-written label, and then follow it up with our usual techniques, we grab the attention of the person we sent it to.

We tried it on a small scale, and it produced good results, so we’re working now to scale it, and that’s what I love about experimenting.

“Break The Rules” episode resources

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

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

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

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.

Audio provided by Free SFX.

Jimmy Burgess, Donald Kelly, The Sales Evangelist

TSE 851: Jimmy Burgess’ 3-Step Sales Process

Jimmy Burgess, Donald Kelly, The Sales Evangelist

Sometimes as new sales professionals, we see other people’s successes and we assume they are natural sellers. While we struggle to “hunt and kill” so we can eat, they seem to generate reciprocal, repeatable business. We don’t initially understand that every part of our business that is repeatable should be part of a sales process.

Today on The Sales Evangelist, we welcome back Jimmy Burgess, a 20-year veteran of sales, for a discussion about the 3-step sales process, and how it can help you create repeat business instead of constantly starting over.

Jimmy recalls as a new seller studying successful people and discovering that he was dealing in transactions while others were building relationships. Success is built on systems; if you don’t have your own, you should find someone that’s successfully using systems and duplicate theirs.

He discovered the truth that people do business with people they know, like, and trust.

Step 1: Help them know you.

Sales professionals must set up systematic approaches to build relationships with the people they meet. Whether you meet them via email, through cold calls, or on social media, you must have a process for putting prospects into a funnel and moving them to a place where they are comfortable with you.

Jimmy believes that until they “know you,” your prospects will “no you.” Until they know you well, they will likely say no to doing business.

In many cases, that kind of familiarity requires 7-9 contacts, which is difficult given the amount of information people are taking in every day.

Video offers an easy way to distinguish yourself from the crowd. It gives prospects a chance to see your personality and connect with you on a personal level.

When Jimmy leaves meetings, he sits in his car outside the meeting place and records a selfie video thanking his prospects for the opportunity to earn their business. He immediately sends all his contact information in a format that can be readily saved to a cell phone. Finally, he includes a message reminding prospects that he is available any time they need him.

Step 2: Give them reasons to like you.

Helping your prospects like you requires more than a sales pitch. You must help them know you in ways that extend beyond the sales arena.

Connect with your prospects on social media, but make sure your profile represents you in a professional way. Connect on Facebook, Instagram, LinkedIn or Twitter.

As part of his CRM, Jimmy shares a video about being 16 and setting his mom’s new car on fire with fireworks. Although the story has nothing to do with sales, it offers a his prospects a chance to laugh with him, and to get a glimpse of who he is outside of sales.

Sharing a bit of your character and helping them see who you truly are will help you get to yes or no a lot quicker.

Step 3: Help them trust you.

Trust takes time, and it’s built on things you do rather than things you say.

Personal testimonies are a great way to build trust because they demonstrate a proven track record, and an existing relationship of trust with other people.

Include testimonials in your drip campaign.

Become an expert in your field and write for large publications.

Create day-in-the-life videos of you conducting business, interacting with people, and hustling.

Ultimately, every sales professional strives to move from having customers to having clients, friends, and referral partners, because when people are willing to refer you to other people, you’ve achieved maximum trust.

Avoid new seller mistakes.

Most new sellers make the mistake of focusing on the transaction and forgetting about the relationship.

Instead of becoming frustrated by where you are in the process, you’ve got to start somewhere. When you’re adding people to your database and creating touches for your existing prospects, you’re consistently growing your business.

At some point in the future, you’ll wake up to discover you’re not simply a salesperson; you’ve created a business.

The first step, Jimmy says, is to be willing to try something new. Instead of continuing to do what you’ve always done, try something that scares you a little bit.

When you do, you’ll be like the little girl who clung tightly to a pair of fake pearl earrings because she loved them so much. When her dad asks her twice to give them up, she can’t bring herself to do it. The third time, when she finally musters the courage to hand them over, her dad exchanges them for a beautiful real pearl necklace.

Be willing to let go of what’s good in order to get to what’s great. Re-evaluate the things you’re doing and be willing to try something new.

“3-Step Sales Process” resources

Connect with Jimmy on Facebook and on Twitter, and grab a copy of his book What Just Happened? How to Bounce Back in Life So You Can Do More, Have More and Be More.

BombBomb is a subscription service that allows you to imbed videos directly into your email communications as a way of personalizing your connections to your customers. Loom is a free app with similar capabilities.

Jimmy was part of The Sales Evangelist Hustler’s League some time back, and he credits it with helping him understand the importance of systems. Check out our online coaching program that joins sellers of all levels and industries to share ideas and struggles. Our next semester begins this fall.

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

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

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

Audio provided by Free SFX.

Donald Kelly, The Sales Evangelist, Sales Tools

TSE 847: My Two Newest Sales Outreaching Tools

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

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

LeadGibbon

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

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

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

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

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

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

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

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

LeadSift

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

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

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

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

“Sales Outreaching Tools” resources

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

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

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

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

Audio provided by Free SFX.

Melinda Chen, Donald Kelly, The Sales Evangelist Podcast

TSE 846: How to Connect With Big Prospects Who Are Barely Online or on Social Media

Melinda Chen, Donald Kelly, The Sales Evangelist Podcast

Big clients can be great for companies who don’t have the resources to constantly pursue small clients. They can help you reach sales goals and they provide repeatable business. But how do you connect with big prospects who are barely online or on social media?

Today on The Sales Evangelist, we’ll talk to Melinda Chen, the founder of Women Making Big Sales, about how to streamline processes and make connections with large companies.

1. Operate with laser focus

Social selling is pretty straightforward, and in the past, it meant creating an opt-in, which meant hiring a writer and a designer. It also required time to establish a social presence and build an email list.

While it’s still true that it takes time to build relationships with industry, by focusing on exactly those organizations you want to target, you’ll achieve results more quickly, and your results will be more specific to your goals.

Begin by going to your LinkedIn page and doing an advanced search for a relevant keyword. Specify the industries you want to include in your search, and realize that if you’re including more than three, you likely need to narrow your efforts.

Ideally, you’ll be able to stay within two industries and still generate enough results to begin making connections.

Look for second- and third-degree connections that you can nurture to become first-level connections. The more existing connections you have within an industry, the shorter your sales cycle will be.

Once you determine who you’d like to reach, the next step is to figure out how to reach them.

2. Create a relationship map

After you’ve identified the big clients you’d like to work with, you’ll need to determine how you’ll connect with them.

Relationship maps help you find existing connections that can connect you with the people you’re trying to reach.

Consider the following three groups:

  • Nomads move around a lot, so they have vast experience in different organizations. They also have a lot of insights to share.
  • Superconnectors are people who have access to a lot of people, and they willingly give introductions once you’ve established trust with them.
  • Hubs represent the places where your target clients will likely be.

These groups will help you streamline your sales cycle and prevent you from building your prospect list completely from scratch.

3. Focus on the power of 2’s

If you’re trying to sell a product to the VP of HR, it’s very likely that many other sales professionals are doing the same. If you create a second connection within the same organization, you’ll create a synergy that didn’t exist before.

Imagine the decision-maker in a prospective company hears two different people in his organization mention you as a great person to work with. It creates a power shift so that you’re no longer a salesperson asking for business; instead, you’re a sales professional that he feels compelled to work with.

Sometimes, a sense of competition between colleagues can work in your favor.

“Connect With Big Prospects” resources

You can connect with Melinda and find even more of her insights and motivations at womenmakingbigsales.com and on her Facebook page of the same name.

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 sales professionals. Read an excerpt of the book here.

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

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

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

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

Audio provided by Free SFX.

 

Social Selling, LinkedIn, Donald Kelly

TSE 842: The Social Selling Experiment Part 3

Social Selling, LinkedIn, Donald Kelly

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

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

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

The social selling experiment

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

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

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

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

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

Dream 100 list

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

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

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

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

Gate-keepers and assistants

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

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

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

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

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

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

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

“The Social Selling Experiment” resources

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

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

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

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

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

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

Audio provided by Free SFX.

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

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

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

Begin with research

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

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

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

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

Offer key insights

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

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

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

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

Employ the 5 whys

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

“Shared Vision” resources

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

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

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

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

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

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

Audio provided by Free SFX.

Different, Sales Leader, Prospecting, Donald Kelly

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

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

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

What is different about you?

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

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

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

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

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

What problem can you help solve?

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

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

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

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

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

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

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

Episode resources

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

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

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

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

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

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

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

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

Audio provided by Free SFX.

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

TSE 828: How To Use Twitter To Grab Prospects Attention

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

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

Genuine connections

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

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

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

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

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

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

One-to-one

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

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

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

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

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

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

Grab prospects’ attention

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

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

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

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

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

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

Episode resources

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

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

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

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

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

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

Audio provided by Free SFX.

Video Marketing, john Antonacci, Video Jungle, Animus Studios

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

Video Marketing, john Antonacci, Video Jungle, Animus Studios

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

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

Acknowledge the noise.

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

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

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

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

Capture prospects’ attention.

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

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

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

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

 

Hi, we’re Animus

Create a sequential campaign.

There’s a methodology to this kind of campaign.

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

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

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

Episode Resources

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

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

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

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

Email John or find him on LinkedIn.

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

Audio provided by Free SFX.

Short emails, Email Outreach, Prospecting, Conversational

TSE 820: TSE Hustler’s League-“Shorter Emails”

Short emails, Email Outreach, Prospecting, ConversationalWhen you’re trying to capture your prospect’s attention through email, how do you know what to include? Many sellers in the early stages of their careers trying to accomplish too much in one email instead of writing shorter emails.

On today’s episode of The Sales Evangelist, we’re discussing how to make our emails valuable, and we’re addressing the biggest issues that plague our emails.

Figure out what you’re trying to accomplish.

What is your goal in emailing this prospect? Are you trying to convince him to buy?

Ultimately, it may be your goal to get him to buy, but that shouldn’t be the purpose of your first email.

Your first email must let your prospect know that you’re here. He knows about your company, but he isn’t aware of the value you provide. First, let him know that you’re here.

Imagine your prospect is a small business owner with a sales team of 3. She has $3 million in revenue, and she wants to grow, but the company has been stagnant for 4 years.

You must build awareness that you’re available, and you can begin with social media.

Connect on LinkedIn or Twitter. Then find something about her or her company that you can use to connect. Comment on something she posted or something you read about her.

Hi, we’re Animus

Don’t skip steps.

Once the prospect knows you exist and she views you as a friend, let her know how you can help her.

Keep your emails simple. Grab the prospect’s attention. Write shorter emails. Force her to reply, and the likelihood of continued conversation increases.

Let her know how you’ve helped someone else who was just like her. Until you’ve demonstrated value to the prospect, she won’t likely think of you as a trusted advisor.

Episode Resources

I was giving a demo once, and the prospect told me exactly what to include in the presentation so his boss would respond well: he told me his boss’ likes and dislikes.

Stop Selling & Start Leading does the same thing for sales professionals. It provides intel about what decision-makers like and what they don’t like, based upon survey information.

It will allow you to lead the conversation instead of being a subservient seller. It’s like a cheat sheet for sellers, and you can find an excerpt of the book here.

The Sales Evangelist Hustler’s League is an online group coaching program for individual sales leaders and sales professionals. Whether you’re already fairly successful or you’re brand new to sales, we want to help you improve.

Each week we do a training session based upon the semester theme. We’d be honored to have you join us.

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.

Audio provided by Free SFX.

Stop Selling and Start Leading, The Sales Evangelist Podcast, Leaving Voicemail

TSE 812: Selling Basic 101…”How Come They’re Not Calling Back?”

Stop Selling and Start Leading, The Sales Evangelist Podcast, Leaving VoicemailIt’s frustrating to contact decision-makers and discover that they’re not calling back. You’ve got a great product, and you provide great service, but you’re not getting access to them.

On today’s episode of The Sales Evangelist, we discuss some little-known secrets about decision-makers. We’ll address why you must distinguish yourself from the pack in order to escape “voicemail jail.”

Trading commodities

Early in our history, people traded commodities like milk and grain.

When manufacturing entered the picture, sellers were forced to distinguish themselves and their products from others in the marketplace.

We’re in a different era now. Everyone expects quality products on a timely basis. If you can’t provide those things to your buyer, they’ll get them from Amazon.

The question, then, is what can you do for your prospect that stands out from the crowd? How can you distinguish yourself beyond quality and timeliness?

Creative contact

Imagine Congress passed a law tomorrow outlawing sales calls to businesses.

Sales professionals would find ways to be creative. We’d use LinkedIn or social selling, but we’d find a way to contact our prospects.

As it is, the phone can be a crutch.

Which emails and voicemails do you imagine they delete first? Why do you suppose they’re not calling back?

Each of these people has something on their radar that is their main focus. If you can offer me something that addresses that part of the job, you’ll make their life easier, and you’ll more likely get their attention.

Specific challenges

What is the CEO or CFO of the company most concerned about? What is the business driver?

Have you read the website to identify the company’s vision or goal for the quarter or the year? Are they expanding? Planning to sell?

Investigate. Find the problem the company needs to solve. Bring something to the table that demonstrates your interest in the company.

Imagine your research revealed that the company is losing $10K a month in processing fees. Your email subject line might say “$10K is going down the drain each month, Donald.”

In the body of the email, I’ll indicate that I’ve spoken to Pam in the organization, and I have a solution to the $10K problem.

You could even send a fake $10K bill to the company with a note about the problem attached.

Offering specifics provides value to the company and demonstrates your interest in helping solve problems.

Dream 100

If that seems like a lot of work, consider that I encourage people to target their Dream 100 prospects.

Create a list of the dream clients you’d most like to reach and work personally toward earning their business.

Episode resources

We create this content because we want to help you create value, make a deeper impact, build experience, and get out of voicemail jail.

Check out Stop Selling & Start Leading for a blueprint on buyers, and how you can increase your sales.

Join The Sales Evangelizers on Facebook to interact with sellers of all levels, from all regions, in all industries.

Sound provided by Free SFX.

Donald Kelly, Lazy Selling, The Sales Evangelist Podcast, sales basics

TSE 809: Sales From The Street-“My Creative Lazy Ideas”

Sometimes the sales basics feel mundane.

Sometimes we burn ourselves out making phone calls and sending emails, and we feel like we’re spinning our wheels. Without regard for how effective it is, we want to try something different.

On today’s episode of Sales From The Street, I share my own experience with burnout and the hard lessons I learned from it. I was looking for an easy way out and avoiding the things I knew I needed to do.

Don’t abandon sales basics.

In college, I worked in an IT training company that offered training classes. I was tired of making phone calls and sending emails and I wanted to try something new like guerrilla marketing.

I assumed the marketing department was the problem, and I figured there was a better way to get our company name out there.

After doing lots of research, I launched ideas for computers at bus stations, as well as A-frame signs and banners; and I got very few leads.

It turns out the problem wasn’t the phone calls themselves. The problem was that my phone calls weren’t effective.

I didn’t speak the language of the decision-makers I was contacting. I didn’t understand my ideal customer, and I didn’t know how to differentiate.

When I finally sat down with the technicians to understand what the clients liked about the training and the problems they were trying to solve, I had a better understanding.

Be consistent, AND creative.

I would never suggest that you shouldn’t try new things. Do research in your off-time to discover what others in your industry are doing. Put your own spin on it and tweak it until you get it right.

When you’re consistent at something and you improve and tweak it, you’ll see results.

Make sure you budget your time effectively. Call your prospects when they are most likely to be available. I was calling home phone numbers in the middle of the day when most people were likely to be gone.

Over time, I learned what worked and I gained decent clients and I acquired good experience.

Try unique things that tie to your industry. Understand how to help your prospects and recognize them as humans.

Episode resources

People often tell us to fail quickly and then move on, but what if we don’t have to fail at all? What if you could get a jumpstart by learning from other people’s challenges?

Doesn’t it make sense to figure out where other people went wrong so you can avoid repeating their mistakes?

The Sales Evangelist Hustler’s League is a group coaching program that offers training sessions every week, and a chance to hear from sales professionals from other industries. We offer group accountability and an exchange of ideas.

We’d love for you to check it out, and we’d be honored to have you join us.

The April semester will focus on building value so you can see better results and close more deals.

We’d also love for you to subscribe to the podcast, and if you haven’t already, leave us a review wherever you’re listening.

Evangelize for us by telling other people about the podcast.

Audio provided by Free SFX.

Sales Basics, Sales Fundamentals, Donald Kelly

TSE 807: Selling Basic 101…They Are People Too!

Sales Basics, Sales Fundamentals, Donald KellyBefore you do anything else, you must remember that your leads are people, too.

Before you make any attempt to respond to a lead, or to qualify a lead, or certainly to sell something, you must remember that he is a person just like you.

Who is he? Where did he come from? What challenge is he struggling with right now? What’s going on in his personal life?

People, not prospects

Sales professionals must not think of the people around them as simply prospects or leads or people who have money.

If we approach them as humans, we can either persuade them to make a decision or help them persuade themselves to make a decision.

We can do that by personalizing outreach and personalizing each contact we have with them so that we’re providing value and helping them to solve problems.

Connecting with people

I recently reached out to a lead and we connected to determine whether The Sales Evangelist Hustler’s League might be a good option. We spent some time getting to know each other. I learned that she had left sales to raise a family and was returning now that her children were grown.

Ultimately we determined that this semester of Hustler’s League might not be a possibility for her.

A couple of days later, she emailed me to tell me a story about how our conversation impacted her family. Her son, who has generalized anxiety disorder, suffered his worst-ever panic attack, and my friend and her husband had to go meet him to drive him home.

On the ride home, she told him about our conversation. He pointed out that I had made her feel involved in The Sales Evangelist even though she hadn’t joined. It prompted her son to consider contacting the people who operate a podcast that he enjoys.

She pointed out that our interaction gave him hope.

I share this, not to toot my own horn, but to illustrate that the people we’re dealing with have sons, daughters, dogs, cousins, and challenges.

Episode resources

If you aren’t as successful as you’d like to be at closing deals, you may be struggling to build value. Check out The Sales Evangelist Hustler’s League to connect with other sellers of all levels. You’ll have a chance to learn and grow, and be more successful.

If you like the content here, subscribe to the podcast and leave us a review wherever you consume our content. Tell others about it so they can benefit from it as well.

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

Audio provided by Free SFX.

Empathy, Donald Kelly, Selling to Prospect

TSE 805: TSE Hustler’s League-“Empathy”

Empathy, Donald Kelly, Selling to ProspectSales professionals often overlook empathy. Because we’re focused on selling a product and closing a deal, we often neglect to understand our customers.

In today’s episode of The Sales Evangelist, we discuss the role of empathy in the sales process, and why sales professionals must understand their prospects in order to build value.

What do they need?

If we don’t truly understand what our prospects need, we may be trying to sell them the wrong thing. Perhaps there’s something they need more than the thing I’m selling.

When we seek to understand, it shifts our focus from what we’re trying to accomplish to what our prospects need from us.

When you present yourself as someone who offers value, you set yourself apart from the many other sales professionals your customer encounters. Begin with empathy.

How do they use your product?

You may be surprised to find that your customers don’t use your product the way you think they do. They may not even use it the way it was designed to be used.

When I sold software, I discovered that our customers were using it for things it was never built to do.

Because I took the time to interview my customers and discover how they were using the product, I was able to articulate the value of the software to new prospects.

Begin by defining your product or service from your customer’s point of view. Are you able to define it that way?

How are you making them feel?

When you engage in cold outreach, are you providing value to your prospects? Are you sending them email with content that might be useful to them, or are you simply asking them for the sale?

If you haven’t already discovered it, imbedding video in your emails can set you apart from other sales professionals.

I recently connected with someone to provide value, and ultimately she became a prospect, and potentially a client.

Shift your paradigm to ask your prospect how you can help.

Episode resources

If you want to build stronger value and demonstrate your ability to solve problems for your prospects, check out The Sales Evangelist’s Hustler’s League. It’s an online group coaching program that brings together sellers of all abilities to share solutions and ideas.

If you’d like more information about our upcoming podcast, Sold, email me. We’ll interview decision-makers about the things they like and the things they don’t like in the sales process so we can learn from the people who make up our audience. You’ll be among the first to hear the details of our newest venture.

Check out BombBomb or Soapbox to make your emails stand out among all those your prospects will see today.

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” ~ Maya Angelou

Audio provided by Free SFX.

Donald Kelly, The Sales Evangelist Podcast, Sales Champion

TSE 802: I’m Not Your Champion, Sis!

Donald Kelly, The Sales Evangelist Podcast, Sales ChampionYou need a sales champion.

You need someone on the inside of the prospective organization who can help you gain influence; someone who understands your goals and believes in your cause.

Find the right sales champion

Not everyone qualifies as a champion.

If your connection won’t benefit from whatever it is that you’re selling, she might not be the right person. Worse yet, if your product could potentially put her out of a job, she’s probably not the right person to champion your cause.

Pursuing the wrong champion will derail your deal.

Arm your sales champion

There’s a story of warring factions who were fighting for control of a city. The bad guys took the city, and the good guys were trapped outside trying to find a way in.

They found defectors inside the city who were sympathetic to their cause and provided wine to get them drunk. Once the defectors were drunk, the good guys snuck over the wall, gave weapons to the sympathizers, and reclaimed the city.

Your sales champion must know the ropes inside the organization. He must also have the tools required to influence the decision-makers.

You must sell your champion on your product so he can sell it to the organization. Equip him with enough information to coordinate a presentation, but don’t rely on him to close the deal.

Arm him with enough benefits to convince the team that they should hear from you.

Benefit the sales champion

Don’t focus on your own benefits. Figure out how your product or service will benefit your champion.

Does it save his department time or money? If so, the company can reallocate those resources elsewhere, which will help him impress his superiors.

Episode resources

The Sales Evangelist Hustler’s League is an online coaching program that brings together sellers of all levels. Our next semester begins this month, and we’ll be discussing how to build strong value to increase your close rates.

We still have a few seats left and we’d be honored if you’d join us.

Audio in this episode was provided by Free SFX.

Email, Outreach, Tailored, Donald Kelly

TSE 795: TSE Hustler’s League-“Tailored”

In today’s episode of The Sales Evangelist, we’ll show you how to use tailored email to grab your prospect’s attention. We’ll also show you how to make sure she reads to the very end.

Make her feel good.

People are ego-driven.

Before you make contact, figure out what matters to her right now.

Has she shared something important on social media recently? Mention that in the email. Pick something that demonstrates you were thinking specifically of her company.

Include something in the subject line that will provoke her to open your email. Grab her attention by using her name or the name of her company.

Include only one idea.

If this is the first time I’m interacting with this prospect, this will simply be an email to say hi. But don’t actually begin with “Hi, Mary.”

Begin with her name, followed by a comma, and launch into your message.

Limit your email to one question instead of multiple questions:

“Does this make sense for you? Would you be willing to have a conversation about it? How does next week look for you?”

You’ve included three questions, and your reader will likely decide it’s too much work to respond, so she won’t.

Keep emails simple.

If your prospect doesn’t respond, send a simple email that invites a simple response, and even a way out.

I’m sorry we haven’t been able to connect. I saw your spot on (fill in the name of a platform). If I can help at any point, feel free to respond with:

a. interested

b. interested, but the timing is bad

c. not interested

Consider adding a little humor to communicate a light-hearted exchange.

Close with the words “Thanks in advance,” and include a smiley face, with a nose.

Share what you know.

You likely know other people who could benefit from these simple ways to generate tailored email.

Share this podcast with your team so you’ll all be more successful.

Join us at The Sales Evangelist Hustler’s League for our new semester beginning in April. Our online coaching program includes sellers of all levels from a variety of industries.

We discuss challenges, share conversations, and give you insights you can immediately apply to your own sales process.

We’d be honored to have you join us.

Psychology, emails, prospecting, cold email

TSE 791: The Psychology Behind Sales Emails

The Sales Evangelist, Email, Prospecting, Ryan O'DonnellSending emails is a prerequisite for sales professionals, but how do you generate emails that reach the right person at the right time in the right place?  In this episode of The Sales Evangelist, Ryan O’Donnell will explain the psychology of emails and teach us how to create a more targeted approach to emails.

We don’t have a crystal ball, and we can’t tell what our prospects are thinking, so we can’t skip the important steps of prospecting and research.

Creating a targeted approach to emails:

  • Use data to qualify or disqualify your existing prospects.
  • Divide existing prospects and customers into segments and use those segments to create targeted communication.
  • Use variety. Personalize some of your communication and automate others.
  • Be intentional. High-value clients might motivate you to personalize more than smaller clients.
  • Take note of effective emails that come to your inbox and employ the same strategies.
  • Don’t allow your emails to become monotonous.
  • Use each part of the email to drive the reader to the next sentence.

Different things motivate different people.

Sometimes a question in the subject line will work best. Other times, the company name or the recipient’s name will work.

Some people check email on Sundays to clean out their inboxes before the coming work week.

Track what works best so you can make your process more efficient. Streamlining your process will free up additional time, which will compound over the life of your career.

You’ll have more time to devote to other steps in the process.

Email mistakes to avoid:

  • Don’t send an email with Re:Re:Re:Re: because it has been sent back and forth so many times. Change the subject line.
  • Don’t use a deceptive subject line.
  • Don’t automate your emails to go out at the same time on the same day every week. It will become obvious that they are automated.

Episode resources

If you’re interested in learning to use email more effectively but you aren’t sure where to start, contact Ryan O’Donnell at ryan@replyify.com or ryan@sellhack.com. Ryan will provide you free access to one month’s worth of services to give you a jump-start on emailing.

When I was a seller like you, I initially didn’t have formal training. Once I got proper training, I discovered that it greatly improved my sales skills, and I wanted to share those principles.

The Sales Evangelist Hustlers League is a group coaching program designed to help sellers of all levels improve their sales skills and close more deals. We’d love to have you join us. Go to thesalesevangelist.com/hustlers for more details.

Email, Prospecting, The Sales Evangelist

TSE 788: How to Ask For Something in an Email

ask, email, prospectIf you’re going to invest time writing emails to potential clients, it’s important to know how to ask for something in an email. Better yet, it’s important to write emails that get responses and even clients. 

In today’s episode, we discuss the steps you can take to ensure that your emails are working for you. In our interview with magician-turned-trainer Tim David, we discuss the importance of human connection. We also specify how to ask for something in an email.

Before you send another email:

  • Discover the three-word closing that will increase your response rate (as well as the words that don’t work).
  • Identify why effective research really is an important part of communication.
  • Learn the biggest mistake sales professionals make in email communications.
  • Uncover why humor generally doesn’t work in emails.
  • Understand the role alliteration can play in your emails that connect with prospects.

Prospects can smell copy/paste communications, so the most important thing you can do is to prioritize personal connection.

Prospecting

Begin the work of connecting with your prospects in the subject line, and don’t stop until you reach the close. Seek a balance between curiosity and clarity: be clear about what you’re offering, but give them a reason to keep reading.

Use what you’re learning about how to ask for something in an email. 

Be conversational and personal. Write an email that connects with prospects and lets them know that you know who they are.

Different things motivate different people at different times to open emails. As a result, focus on what motivates people to open an email instead of focusing simply on techniques.

Ultimately, communication is always about relationships.

Episode Resources:

Check out The TSE Hustler’s League    https://thesalesevangelist.com/hustlers/

Tim David’s free report featuring 61 science-based influence strategies   https://moreinfluential.com

True Influence by Tim David   http://booklaunch.io/timdavid/trueinfluence

Tim David on LinkedIn     https://www.linkedin.com/in/timdavidmagic/

 

 

Donald Kelly, Follow Up, Proposal, Closing

TSE 782: How Can I Follow Up After I Send The Proposal?

Donald Kelly, Follow Up, Proposal, ClosingHave you followed up plenty of times and not heard anything back? Did they go radio silent after you gave them the proposal?

During this episode, I highlight the importance of continuing the conversation with your customers.

Listen up and learn how you can effectively follow up as salespersons.

PREPARATION IS KEY

  • Don’t wing it. It’s never going to work. Come to the table prepared. This requires understanding the buyer’s journey.
  • Who’s the ideal customer?
  • What is their buying process? How do they purchase?
  • List the top 3 challenges that they have.
  • What do you need to ask in the first appointment?

THINGS YOU CAN DO TO CONTINUE THE CONVERSATION

  • In the first appointment, give them something that they can hold on to.Send a calendar invite. Have a clear next step.
  • Get their cellphone number. Usually, people don’t answer an email as quickly as a text message.
  • Give them a piece of content that can help them in their buyer’s journey. Use this as a follow up piece in case they don’t show up.
  • Grab their interest. Make sure they respond. Keep them involved. Get them invested on the next meeting all the way down to the pricing. Build value and they will stick around.
  • Ask them for a Non-Disclosure Agreement or something that will get you involved in their process. This will show a level of trust and respect.

Episode Resources:

Check out the TSE Hustler’s League.

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.

Prospecting, Facebook LIVE, The Sales Evangelist Podcast, The Sales Evangelizers

TSE 773: TSE Weekly FB LIVE- Hiring, Prospecting and Gatekeepers

Prospecting, Facebook LIVE, The Sales Evangelist Podcast, The Sales Evangelizers

Today, I’m going to share thoughts and insights that you can help propel your sales to the right direction. We’re taking in questions from Facebook and share the answers here with you.

What to Look for in Salespersons:

  • Experience
  • Good attitude
  • Willing to learn continuously – Make sure their experience is not hindering them to learn more and progress.

How to Work with a Gatekeeper:

  • Look for ways you can work with the gatekeeper.
  • Take advantage of social media to reach out to your gatekeepers and prospects.
  • Send them physically in the mail.
  • Make calls early in the morning.
  • Start building habits and do 10×10 (make 10 calls before 10 AM)

Territory Mangement Strategies:

  • Focus you energy on where your prospects are and where you can have the biggest impact.
  • If you’re brand new in your area, look for those your competitors are also focusing on.
  • Always work on how you can grab your customer’s attention.

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

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,

Donald Kelly, Prospecting, New Clients, Cold Calling

TSE 752: What Are the Best Methods for Finding Prospects?

Prospecting is a pretty challenging component of sales, but you can’t just do without it. So today, I’m sharing with you some ways in finding prospects effectively.

You don’t have to do everything you find here. Just do the thing which you think matters most to you and your industry.

Focus on the methods you think will work.

Strategies for finding prospects:

1. Test out 3-4 methods.

You could use LinkedIn, the phone, a networking event, and then try to utilize a long term method such as a blog. This way, you’re generating content to attract your ideal customers to you. Other long-term methods include a podcast or a YouTube channel. And for long-term methods, you can’t just test them out for a month, but over a longer period of time.

2. Long-term projects vs. short-term gains.

You have to recognize there are things you need to do long term.

Others though have a short-term approach because they want to produce immediate results. An example of this is your email list you’ve built on LinkedIn. Or go to Google and search for plumbers in your area.

3. Reach out to them.

This depends on the medium you’re utilizing. For LinkedIn, you can probably use LinkedIn Navigator. Try a Google Search or use Upwork to find people to develop leads for you and see the jobs they’ve done for different industries. They can actually build a contact list for you that you will be contacting later on.

4. Go to events.

Find 3-4 events in your area and try to go to one of those events regularly. Make a goal of reaching out to four nice, solid people you can interact with. They could be your potential customers or their strategic partners. Or you could probably host a meetup yourself.

5. Create blog content.

Create content relevant to your ideal customers. Again this is a long-term strategy, so you need to get this one for about 6 months where you’re producing content regularly. If you need help with writing it, get someone from Upwork. What’s important is you’re creating content around your customers and the things they’re searching for.

In your blog post, make sure to drive customers back to your website. Then leave opt-ins, which are places where they could leave their email addresses.

Most of all, you need to consistently do it!

Today’s Major Takeaway:

Find four methods or sources that you can use to test or find a new prospect. Do your research. Go over some of our previous episodes related to prospecting. Then see and test them out for a month (for short-term ones) and 6 months for the long-term approach. See what works best for you. Take advantage of the ones that produce the most for you and focus on them!

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

 

Dustin Dauenhauer, The Sales Evangelist, Donald Kelly, Prospecting

TSE 719: Sales From The Street -“Don’t Say No for The Prospect”

Dustin Dauenhauer, Donald Kelly, The Sales EvangelistThink closely. Do you ever find yourself saying no to yourself before the prospect even said no to you. Don’t say no for the prospect. Don’t decide for the prospect.

Today’s guest is Dustin Dauenhauer.  He is a member of The Sales Evangelizers Facebook community and he’s going to share with us some struggles he faced related to sales and what he did to overcome them.

Dustin is an account executive for Southwest Now Magazine and the Co-Founder of Defining Moments, Inc. They help aspiring authors, musicians, and artists reach their dreams and get their project out there.

Here are the highlights of my conversation with Dustin:

Dustin’s Struggle: FEAR

He was afraid to go in to make the sale. He would even be afraid to go in and make the sale. He’d walk up to the door, turn around, and walk away.

Strategies to Overcome Fear:

1. Be intentional with what you think about on a daily basis.

Stop that mindset of deciding for your customers. Confront your thoughts intentionally and deal with it. Remind yourself of your “why.”

2. Make a goal.

Make a goal to confront your fear. Realize the value your product/solution brings. Don’t go in for the sale right away. Build a relationship first. If you’re used to visiting 20 locations, double it up to 40. Then follow up emails or calls. The more you do it, the less fearful you become.

3. Take action.

If they say no to you, tell them, “When you’re ready, we will be here.”

Dustin’s Major Takeaway:

Success is on the other side of fear. Your goal is not only to sell them but to befriend them and genuinely care about what they’re doing. Be intentional about thinking what you’re thinking about.

Episode Resources:

Know more about Dustin on DefiningMomentsTV.com and follow him on Twitter and Facebook.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

TSE 699: Sales From The Street-“Selecting Great Customers”

Customers come in all shapes and sizes. So how do you go about selecting great customers?

Today, I’m sharing with you some great insights into how to maintain awesome relationships with clients and build new relationships.

You Have Control

You are on the front line so basically you have the ability to select the customers that you bring into the organization.

7 Components to Look At When Selecting Customers

1. It’s a client wherein you like the product they offer.

2. Look at the end result. Think from the customer’s outlook.

What causes to get the job well done? Look at the attributes of the customer and what the ideal customer looks like? Work backwards.

3. The leader has to be involved in the process.

4. Someone who has a clear idea of their objective.

A good metrics is that they should have clear KPIs.

5. Willing to roll up the sleeves and hustle

6. Look at the organization’s culture.

Check out Glassdoor and you’d see what the sales reps are saying about the company. You’ll have an idea of their leadership style.

7. See what their customers are saying about the organization.

Episode Resources:

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

Donald Kelly, The Sales Evangelist, Prospecting

TSE 697: 5 Lies I Told Myself Not To Prospect and How I Overcame Them

Donald Kelly, The Sales Evangelist, ProspectingProspecting is the lifeblood of your sales pipeline. Without adding new people to your funnel, the deals you have are going to dry up. Today’s episode is focused on prospecting. And I wanted to share with you something that has held me back over the years.

5 lies I told myself to not prospect and how I was able to overcome them:

1. We don’t have time.

I was so busy doing other tasks like working on proposals or going through past leads or make sure I caught up with all the emails. I was doing different things for my boss and so many other stuff and I didn’t have the time.

But that was the lie I told myself. Of course, I had time! I just lied to myself. And so do you. Keven Kruse has an effective book on how we can better plan called 15 Secrets Successful People Know About Time Management.

Set time for prospecting and block it out. Say, for two hours. Do it from 8-10 am. Block it off and do it then.

2. We don’t want to disturb the prospect.

If you can tell them a way that they can, say, save another $500 in his business per month, then they’re probably going to take your call. So don’t think you’re disturbing them. Sure, you may disrupt there.

But know that you have that solution or value to help their business. To be able to present that in a valuable way.

Make sure your messaging grabs their attention.

3. I don’t know how to do it so I can’t do it.

Learn your way around. And this podcast is a good start. Search videos on YouTube for prospecting. You’re going to mess up the first time. But learn and move on. Read books. Listen to podcasts. Interview people from your industry. Apply them.

4. I’m going to follow up on past customers.

Of course, you should. But that’s not the only place you can go to find new people. You need to get new lifeblood in the organization. Yes, get your old customers, but don’t neglect finding new people. So set that time in the morning focusing on finding new people.

5. I have to send an email first before I call them.

You can call people without sending them emails. Get out of that trash-talking in your mind and just go ahead and call.

Episode Resources:

15 Secrets Successful People Know About Time Management by Kevin Kruse

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

Donald Kelly, The Sales Evangelist, Bad Salespeople

TSE 677: 3 Things You’re Doing that Your Prospects Hate

Donald Kelly, The Sales Evangelist, Bad Salespeople

Today, I’m sharing three things you’re probably doing but you don’t realize it’s harming you as a sales professional.

Sales applies to any areas of our lives.

Recently, I posted a fill-in-the-blank line on Facebook, which says:

“I hate it when salespeople _____.”

I got a bunch of amazing answers and it boils down to these top three:

1. Not listening

2. Being pushy

3. Not understanding that the buyer is more educated now more than ever

All these three tie very closely to each other. No matter what area of your life or area of selling, oftentimes, we don’t listen to our prospects. We don’t listen to the buyer.

How Sales Is Depicted in Movies

A common Hollywood scenario would be a boss pushing an agenda or the business owner tells the sales rep to go out and make sales. You don’t make sales and you’re going to get fired.

Movies glamorize crooked sales professionals. These “salespeople” win and the prospects lose. So people have a twisted view of selling because of this and they think this is the right way. They take this idea and apply it in the real world.

But this is not how it works.

What Great Sellers Do

Great sellers listen to the buyer. They understand the challenges they have and their own problems.

They ask meaningful questions. and keep talking, thinking that the more you talk, the better you’re going to be at convincing someone.

The customers, on the other hand, will just keep listening. Then they’d try to shut you up and just purchase your product. But this is not indicative of being a great salesperson.

It’s a sign of somebody not knowing what they’re doing and they only end up annoying people.

This can be changed with professional selling.

The Principles Behind Professional Selling

  • Ask the perfect questions.
  • Become a master of asking questions that would make your prospects think.
  • Questions persuade people more than rattling features and benefits.
  • The more meaningful questions you’re able to ask, the more genuine you come across to your buyers.

Today’s Major Takeaway:

Be a master of asking meaningful questions. The more you ask, the more prospects will respond. You’re talking less, but you’re getting more information. They think you’re listening more, which is the case. Then you don’t come off as someone pushy. They are in a dialogue with you. Then you’re able to bring value to the table leading you to becoming their through leader.

What are the things you don’t like about other sellers? Share them with us here or on our Facebook page.

Episode Resources:

Facebook The Sales Evangelizers

Abundance Now: Amplify Your Life & Achieve Prosperity Today by Lisa Nichols

Join the TSE Hustler’s League.

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.

TSE 672: How Can I Set Myself Apart When Making a Cold Call?

Prospecting may come in shapes and forms. Should you send an email beforehand? Or should you just call right away? These and more on this episode today.

First off, we’re starting a new thing where I’m utilizing more videos. Done Tuesdays at noon on our Facebook Group, The Sales Evangelizers where I will be answering questions there as well as more and more insights.

Here are today’s highlights:

In any selling situation, there’s something you believe your prospects need. Here are some strategies to make your call standout:

  • Figure out you can stand out.
  • Don’t look and sound like everyone else.
  • Use a more target approach than a shotgun approach.

How to Do the Target Approach:

1. Find a list of your ideal customers.

Add in 50 names that you can include in your list. Getting 10% of those would already be huge.

2. Grab their attention.

Creativity is key. Cliche as it may sound like but you have to be creative. Do something different to grab their attention (ex. snail mail like a postcard in the email or a handwritten note, send a catchy email, stop and visit, or find some way to connect with them on social media).

3. Do the follow up call.

You doesn’t necessarily have to reach the client when doing a followup call. It may be their executive assistant and have a conversation with them. Tell them you’re the one who sent that postcard. Now, you have the opportunity to grab their attention and get their appointment.

4. Uncover the unconsidered need.

In the book The Three Value Conversations, I learned the principle called the unconsidered need. Is there something you can share with them that they don’t even know, considering, or thinking about? Point out something in the industry that is going to help them to become more productive or to help them streamline their process. Again, try to stand out.

Today’s Major Takeaway:

You may not make a hundred phone calls, but the quality of your phone call will be a hundred.

Episode Resources:

Check out our Facebook Group, The Sales Evangelizers

Join the TSE Hustler’s League.

The Three Value Conversations by Erik Peterson, et al.

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.

Prospecting, Donald Kelly, Found.ly, Lead Generation

TSE 659: Sales From The Street-“Finding New Leads Made Easy”

Prospecting, Donald Kelly, Found.ly, Lead GenerationFinding leads is one of the biggest hurdles many sellers go through. Trying to do outbound sales is so time-consuming!

But what if you had a software that can help you with prospecting? What if you had a tool can free your hours from doing cold-calling or scraping profiles on LinkedIn?

And I’ve found that in Found.ly.

It’s a tool that I’ve fallen head-over-heels in love with. This episode is not sponsored by them but as you know, I make sure I share with others whatever tactics, strategies, or tools that have worked for me.

How Is Your Prospecting Going?

It’s a common scenario that a company pays a sales rep and they usually have a very simple job – just to close deals. That would require you going out, hunting, networking, finding, prospecting, cold-calling, using social media or any type of media. But it’s hardly effective.

Having a Sales Assembly Line

Small businesses may not have enough resources to have a full sales assembly line where you have people doing specific roles doing prospecting, closing, customer success.

How You Can Use Found.ly in Your Sales Process:

  1. Understand your ideal customer. You must know who you’re going after.
  1. Put that into the profile be that Linked, Twitter, or Quora. Put your info inside the search criteria.
  1. Found.ly hunts, pulls, and verifies email addresses for those individuals. They have a bunch of algorithm in the software that’s able to pull the data you need.
  1. Now that you have say, 500 email addresses, you can set up an automated email sequence within Found.ly.

Benefits of Using Found.ly:

  • It finds the email addresses for you.
  • They verify the leads for you before you get a chance to go in and do all the digging.
  • Now, you’re able to qualify your leads and do research then have a meaningful conversation with them.
  • It kicks off the sequence for you so your emails are sent automatically.
  • They have a mini CRM so you won’t have to cumber up your existing CRM. And only once qualified as an ideal customer, then you can convert them over.

With Found.ly, it saves you a huge amount of time, now you only have to focus on your one thing – closingYour productivity increases. Your opportunity to close is going to be amazing!

Check out Found.ly and tell me what you think.

Episode Resources:

The Science of Selling by David Hoffeld

Join the TSE Hustler’s League.

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.

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Sales from the Street, Donald Kelly, The Sales Evangelist

TSE 654: Sales From The Street-“The First Few Seconds Suck”

Sales from the Street, Donald Kelly, The Sales EvangelistIt’s a common prospecting scenario where you pick up the phone and then a live person answers on the other end of the line. Now you find yourself stuttering, not knowing how to start the conversation or what to say.  Now, what? Cat got your tongue?

Or you may probably ramble through the conversation that it was bad enough to make you feel embarrassed and flustered. So you decide to move on to the next call. Seven calls after, you get to a voice mail.

You see, the first three seconds of your call can either make or break a deal.

Here is a simple outline to help guide you through your prospecting calls:

  1. Define the purpose of your call.

Have an outline on your desk or something you put in front of your computer or whatever. First, recognize the purpose of the call.

  1. Define the role of the person you’re reaching out to.

Put that role down and understand these roles. Understand the challenges of these individuals.

  1. Grab the client’s attention and get the appointment.
  • Verify if it’s the right person: Ask the client and verify who the person you’re talking to is. (ex. “Is this Mary?“)
  • The purpose of this is that it gives you time to gather yourself together and to focus on the commission at hand – to grab attention and get an appointment.
  1. Ask a business question focused around the unconsidered need.

The idea here is that you have knowledge about something they don’t know or you’ve been able to identify a challenge that they’re not even thinking about.

For example:

You: What are you doing to bring down your cost per lead?

Client: Our sales rep does that stuff.

You: One of our companies was spending close to $7 per lead and we were able to get them down to only 15 cents per lead. If I’m able to share this with you and show you how you can do this with your company, would you be interested in a conversation?

  1. Practice.

Make sure you’re prepared. The better prepared you are, the better you’re going to perform. The better you perform, the money you’ll make.

Episode Resources:

The Science of Selling by David Hoffeld

The Three Value Conversations by Cheryl Geofrrion, Concrad Smith, et al.

Join the TSE Hustler’s League.

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

 

Sell the way prospects buy, buyer-centric, Donald Kelly, The Sales Evangelist Podcast

TSE 615: TSE Hustler’s League -“Sell The Way Your Prospects Buy”

Sell the way prospects buy, buyer-centric, Donald Kelly, The Sales Evangelist Podcast

The way most businesses are set up is that the company or seller pushes something on the buyer. And that’s not cool. Totally not cool! By doing this, your prospects will feel they’re being tricked into something. You don’t want people to feel like that. You have to build trust with your prospects.

Today’s snippet taken from one of our past sessions over at the TSE Hustler’s League is about selling the way your buyers would like to buy.

When you focus on the buyers and give them the things  they want, you will stand out from the crowd and have a greater chance of winning the opportunity.

The Platinum Rule

Treat others the way that they would like to be treated. And the way people like to be treated is they like to be individualized.

Why do you feel your clients buy from you?

  1. People love doing business with other individuals.

It’s very difficult whenever they feel like you’re just one of “them” where you’re just like an entity and not an individual. Be honest with your prospects. They just want to feel special.

  1. It’s the human connection.

It when people feel a connection with you that they buy from you. Even if you’re selling to a big corporation, it’s an individual who’s making that decision so figure out to make that human connection.

How to Sell the Way Your Buyers Buy:

  1. Outreach or problem recognition

The bottom half is your process and the top part is your customer. Figure out what the buying process of your customer is. Then write this out. The prospect does not know about the problem yet so they don’t realize it. Some of us have warm leads where someone calls in and they may have recognized a problem they think they have.

  1. Try to qualify them to see if they’re going to fit into what you’re capable of doing.
  1. Evaluation or deeper discussion

This is the part where you have a deeper conversation with them or the members in their team.

  1. Demonstrate your product or your service.

Demonstrate your solution to the prospect then talk about the budget and you close. They purchase.

The Incremental Closes

The actual closing really starts at the very beginning. Your job as a seller is to have commitments the buyers make throughout that process. There are different things based on the industry that you can offer that makes that buyer commit to each of the phases.

The 6 Why’s the Prospects Must Answer

  1. Why do I need to change?
  2. Why now?
  3. Why your industry solution?
  4. Why you and your company?
  5. Why your product or solution?
  6. Why spend the money?

*They have to answer each of these questions and these could be the incremental commitments that you offer.

Why change and why now?

Help them recognize the problem. Dig dip and help your customers truly understand that.

Do not skip a step!

The biggest issue why deals don’t close is because many sales reps skip the step and they quickly start to move on to the next phase. They try to share the features and benefits and sell on the price. But the consumers are still in the research phase.

The Unconsidered Need

If it’s a warm lead, what do they not know that they think they may know? If it’s a cold lead, they may not even recognize they need it. How can you share something that they truly don’t understand yet.

The 5 Why’s

Why do people buy your product or service? Dig deeper into each answer trying to ask why every after each answer until you get to the core issue or problem of your customer. Why do people buy your product or service? What are the symptoms they have? How is this affecting their business?

Learn more about the TSE Hustler’s League. Join our 12-week program. This semester is focused on how to become more buyer-centric and increase your win rates.

Episode Resources:

Join the TSE Hustler’s League.

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.

 

Decision Maker, Donald Kelly, The Sales Evangelist

TSE 614: Sales From The Street -“Reaching VITO”

Decision Maker, Donald Kelly, The Sales EvangelistAs an entrepreneur and seller, prospecting is one of the fundamental things you need to master. Today, I’m sharing some effective ways I’ve seen to get to that decision maker. This is something you’re going to have to do as a seller. These are strategies I’ve seen that work and that you can tweak and utilize in your business.

 

 

 

Who are the decision-makers?

These are the people in the organization that have the ability to say yes to you. These are people who can decide on buying your product or service.

They’re not necessarily CEO’s. They can be the Chief Marketing Officer. Again, these are the people who have access to the funds or budget.

Decision makers are not necessarily going to be the one you can get access to right away. They’re busy and have process where you have to go through multiple individuals first before you get access to them.

The key contact or decision maker is the VITO (Very Important Top Officer).

  1. Utilize referrals.

Go through your current customers and understand who your ideal customers are. Understand your buyer persona and see who else they know they can introduce you to.

Your chances of getting to the VITO through the receptionist is slim to none.

  1. Send a snail mail and follow up.

The whole point is to get a key target list of accounts and send them something in the mail that will grab their attention. Then call and do an introduction. By doing this, the secretary will be more willing to pass you through because you caught her attention.

  1. Take advantage of social media.

Sometimes decisions makers are utilizing social media. Use a platform that does not have a lot of traction. When you go on social media., don’t pitch right away. Bring value first. Find a way to share information or something they like that you can connect with and comment on. If there’s positive news about them in the media, share your insights too. Also, fill out the contact information on their website.

  1. Call the sales department of that organization.

Salespeople are often more compassionate and willing to get you the key information or email address or phone number to the right individual. Don’t be afraid since they’re doing the same you are. Also look for a way that you can bring value to them.

Episode Resources:

Join the TSE Hustler’s League.

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 595: TSE Hustler’s League – “Plan Prospecting”

Today’s snippet of the TSE Hustler’s League is taken from our very first semester where we talk about prospecting, social media, and how you can increase your opportunities.

Please be reminded that our new 12-week semester is coming up super soon where we will focus on increasing your win rate and selling the way your buyers like to buy.

 

Prospecting Strategies to Pave the Way for More Opportunities:

  1. Make 10 calls by 10 am everyday this week.

Reach out to ten people everyday and in one week, that’s already 50 individuals. Set up a call to be able to learn about their business.

You can ask them to do a three-minute interview with you to learn about your business. Oftentimes, what you think that people think about your business is wrong. This can lead to more opportunities.

Why do you have to do this by 10 am? The focus here is for you to build that habit.

  1. Do things in variety.

There has to be moderation in all things, be it in social media, your phone calls, networking events, etc. As you’re able to do all these things, you’re able to see greater results.

  1. Pick up the phone.

Call the people you’ve built relationships with on Twitter or LinkedIn. That phone call is not for you to pitch your product but for you to have a conversation with them to encourage them  to join your community for instance. Then you can invite them later to something you’re offering.

  1. Figure out the best way to reach your customers.

Find out where your ideal customers are and make sure you go after them. They could be on LinkedIn or Facebook or they may prefer emails or phone conversations.

Episode Resources:

Join the TSE Hustler’s League

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Donald Kelly, The Sales Evangelist Podcast, Great Sales Presentations

TSE 549: Sales From The Street-“Be Interested”

Meir, Donald Kelly, The Sales Evangelist Podcast Today’s guest is Meir Ezra, an entrepreneur who went through an interesting experience during his first sales call that actually landed him a great account. Meir previously spent six years in the army, living on $6 a day, until he had to start selling, and now he has created an empire, owning many businesses around the globe.

Meir has a viewpoint that he is willing to win and lose with the same level of enthusiasm. He plays the game for playing, not for winning. Discover more of his viewpoints which you can take along with you to help you on your sales journey.

Here are the highlights of my conversation with Meir:

Meir’s biggest sales struggle:

Coming back from South Africa, Meir went to Israel and saw a system that combated fuel fraud. He needed to sell this to major companies and went to BP one day and sent a presentation.

Meir looked for the top guy, Bill, and he told the receptionist he was there to meet him. When he was escorted by the secretary to Bill, he asked Meir if he knew him. Meir responded that Bill would want to know him. Then Bill said he’s got 5 mins. Meir actually walked in the building at 10am and 8pm, they left together after dinner.

Strategies Meir used to achieve sales success:

  1. Care about the person

In order to sell, you need to care about the person in front of you. The secret to caring is not asking questions but to get an answer to your question.

  1. Get an answer to your question.

Sales is not about asking questions, it’s about getting an answer to your question. When this happens, you get  in control of the sales cycle. Second, they know you’re interested and not just interesting.

When you ask a question, get the person to look into his mind and the moment he gives you an answer, then you already have the person.

A salesman helps the client to help himself with his product or service. But you can’t help your client before they told you everything you needed to know.

Once you learn the art of getting an answer to your question, your sales closing percentage can’t go below 100%.

  1. Understand before you act.

When you actually sold is because you understood the client and when you didn’t sell is because you didn’t understand the client.

Give the customer what you know he wants. (“Know” means what you found out and not just a guess) If you give them what they want, then they’ll buy it from you.

  1. Know that it’s you.

Consider that everything is you. Stop blaming it on other people or things or situation. If the prospect is not answering, change something in you. It’s you.

Responsibility means that you are the cause for everything that happened to you and for everyone else.

Wondering what ever happened to Muir’s deal with BP?

Three months later, they signed a $100 million contract.

Meir’s Major Takeaway:

Be interested. Don’t blame anyone ever. The moment you start to blame, know that it’s you regardless of how good your excuse sounds.

Episode Resources:

Get in touch with Meir at meir@meirezra.com  

Predictable Prospecting by Marylou Tyler

Join our Facebook group The Sales Evangelizers

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Donald Kelly, The Sales Evangelist Podcast

TSE 537: Email Outreach Won’t Work If You Don’t

Donald Kelly, The Sales Evangelist PodcastA quick question, how have your prospecting been lately? You’re probably sending a ton of emails to your prospects already, but I sure do hope you’ve been more intentional about it than you used to.

I want to say that although email outreach is the most common form of prospecting that salespeople do, many still tend to overlook them. You can’t just wing it, right? It’s a matter of doing things right – what to send, when to send, and who to send it to. Then the results may just blow you away!

So I’ve outlined some key basic things for you to munch on before you even click on that ‘Send’ button:

  1. Make it more concise.

If you hate receiving long emails (like I do) then don’t expect your clients to read a very long winding email from you as well. Keep it simple. Be as straight to the point as possible.

  1. Send emails to your targeted market.

Target the people you’re sending it to. Don’t do your email approach like you’re throwing spaghetti at a wall hoping it sticks. Make sure you have a targeted list. Make sure it’s simple yet provoking.

  1. Make dedicated time to prospect.

Focus on the one thing that’s going to drive your business to the next level. What is that one thing that’s going to drive your business to the next level? Make sure you’re utilizing your time during the day to focus on your prospects. Put on your calendar when you’re going to do it. Set apart a certain day to do prospecting.

  1. Set the time that your emails are going to be sent.

Utilize tools like Boomerang or Hubspot that allow you to delay the sending of your email. The best times would be early morning or late evening when they’re less distracted. There are also specific days that have been found to be the greatest days to send emails like Tuesdays through Thursdays.

  1. Make your email personalized.

Granted that the content of your email contains the same information because you’re reaching to the same types of people, find a way to personalize the email. Make sure you’re truthful. Focus on the main things that would jump out to your prospect. One strategy is to utilize the stuff they have. Take whatever content they have, apply them, and as you see some result, send them a quick message about it.

  1. Reach out through social media.

Reach out to your prospects via social media so when you send that first email, you’ve already sort of warned them up.

  1. Make sure you have a Call-to-Action.

Have a clear next step that you want them to do like check out a link or listen to a particular episode, anything that is focused on them.

  1. Rinse and repeat.

Again, you can take that same email to be sent to another prospect but make sure you customize it. The body of the content may be the same, but the way you address them or speak to them is different.

Episode Resources:

The ONE Thing by Jay Papasan and Gary Keller

Boomerang

Hubspot

Check out Adam Conner’s To Dare is Human Podcast

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.

Nick Raithel, Donald Kelly, The Sales Evangelist

TSE 523: Actionable Insights Most of Us Are Not Even Thinking About

Nick Raithel, Donald Kelly, The Sales EvangelistImagine creating a business card that people will never throw away, much more, something that will be of tremendous value to them. But how can you guarantee they’ll never throw your business card?

My guest today, Nick Raithel, shares with us how exactly you can do this. Derived from a concept called How to Write a Book in 7 Hours, Nick teaches a powerful instrument you can use as a seller. Nick helps sales professionals to get them into a position where they’re welcomed by people.

Here are the highlights of my conversation with Nick:

Create a book: How to be top of mind

For the purpose of branding and getting that “thug” factor, creating your own book in a way becomes your business card.

How is writing a book relevant to your selling?

Having your own book makes you visible to your market and this leaves them with a major impact. This way, you get to educate them and proves you’re an expert.

Create an eBook even within your organization.

Contribute a chapter or compilation and still get that authorship even when you’re in your organization. What message does this send out to your organization? That you’re demonstrating your expertise and it makes the company stronger as a result.

Topic ideas for your book:

  1. Start with why.

Think about why you want the book. What is the purpose of the book? Once you start with this, the topic usually naturally develops.

  1. Look around at people in your industry.

Success leaves clues. So look at what others are doing and try to figure out from there.

  1. Think about yourself.

Think about your experiences and unique insights that others don’t have. Use your unique, personal story that would set you apart in your market and cause people to listen once you reach out to them. Find your story or insights within. Document them and turn that into a book.

The secrets to raising your price:

  1. Have that perception and people will expect it.

Luxury brands can charge the prices they do because they have that image and perception which they’ve worked very hard to create. They are the recognized authorities. As with sales, you can charge what you want if you are the authority in your niche.

  1. Be willing to ask for more than you’re comfortable asking for.

We tend to undervalue ourselves and overestimate others and other circumstances. Stand up for yourself and believe in your ability to charge a particular price, otherwise, who will?

Developing the right work ethic

Put in the work. Develop yourself. Build the footprint in your market. Then you’re going to be a whole lot more relaxed on your sales calls because you know you did the work you had to do.

Nick’s insights from the quote of William George Jordan:

  • Use adversity and turn obstacles into one of the best things that ever happened to you.
  • Reverse the negative energy and turn that into positive energy to become stronger and get better results.

“When the grey heron is pursued by its enemy, the eagle, it does not run to escape, it remains calm, takes a dignified stand, and waits quietly, facing the enemy, unmoved.

With the terrific force with which the eagle makes its attack, the boasted king of birds is often impaled and run through on the quiet, lance-like bill of the heron.”

– William George Jordan

Nick’s Major Takeaway:

You’ve got more in you than you get yourself credit for. Stand up for yourself and really embrace your uniqueness as a sales professionals. Embrace that in carving out your niche within your market. Have confidence in yourself and proceed with that.

Episode Resources:

The Alchemist by Paulo Coelho

Connect with Nick on www.ContentCorps.net.

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.

Mike Saunders, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 506: Selling with Authority

Mike Saunders, Donald Kelly, The Sales Evangelist, Best Sales Podcast Don’t just become a salesperson to your clients but become their trusted advisor or resource. In this world of competitive selling, you’ve got to set yourself apart and the best way to do that is to sell with authority and be the authority!

Mike Saunders shares with us how you can sell with an authority positioning approach. Mike is the author of the book Authority Selling. He is also the host of the Business Innovators Radio Network.

With 15 years of experience in the mortgage banking industry, Mark got an MBA in Marketing and started working with small businesses beef up their marketing strategies until he created his own digital marketing agency called Marketing Huddle. Mark continues to position himself as the obvious choice by articulating their competitive advantage and building trust on their clients.

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Here are the highlights of my conversation with Mike:

Strategies for authority positioning:

  1. Speak loud and clear to your target audience.

Whatever you sell and whoever you sell them to, be able to provide a solution to their problem or variations of it.

  1. Become an educator and an advocate for your target audience’s success.

It’s not all about asking them to buy or giving them coupons or having a discount sale or countdown timers. Instead, teach and advocate for them through authority positioning.

How to maintain your authority as a sales rep:

  1. First, determine what you’re selling, your commission, and your ROI breakeven.
  2. Use HARO (Help A Reporter Out)

Sign up for a free service called HARO and get pitches from various journalists writing on a variety of topics. Reply or comment and you could be mentioned in that piece of media content and it gives you credibility.

  1. Focus on getting media mentions.

Focus on getting those mentions in the media and you’re on your way to collecting the pieces for your authority positioning portfolio.

  1. Send a package to your target audience.

Send your prospect a package containing a professional cover letter plus some colored copies of media mentions you’ve been featured in. (Note: These media mentions would be focused on your solution to a problem they’re probably facing.) Then add in a flash drive of more publications you’ve done things on or client testimonials.

  1. Connect through a meeting or a phone call.

Once you connect with your client, you are now perceived as a trusted advisor or resource and not as a salesperson. This is what sets you apart.

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Other ways of building your authority positioning portfolio:

  • Become a radio show or podcast guest.
  • Building links to your website, blog, etc.

How relevant is SEO?

  • People will Google you or your company name so SEO doesn’t come into play here. SEO comes in through the keywords you’re using.
  • Use these keywords in your interviews and media mentions so once people Google about it, you will appear on the results.
  • Build links to your main website, blog, etc. (which builds your authority positioning asset) so it will be ranked up there.

How Mike can help you build your authority positioning portfolio:

  1. Mike offers Brand Boost to his clients for a one-time fee of $297 where he does a brand boost for the company. What does the Brand Boost entail?
  • Become a guest on his show, Business Innovators Radio Network where you will focus on giving solution to the problem.
  • Media release
  • Syndication to different news media sites and you get a link to that media show.
  1. Mike’s 3-hour Authority where he takes you through a 3-hour call to help you become an Amazon bestselling author without writing a word.

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Mike’s Major Takeaway:

Do the opposite of what your competitors are doing. What could you do that would make you stick out in their mind?Episode Resources:

Check out Mike’s website Marketing Huddle and Business Innovators Radio Network

Get a free copy of Mike Saunder’s book Authority Selling. Just go to www.authoritysellingbook.com.

HARO

Why waste time creating proposals when you can easily drag, drop, and create proposals that your prospects will enjoy and thank you for? Check out PandaDoc. People using it have seen a 35% increase in sales productivity. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

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

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Prospecting, TSE Hustler's League, Donald Kelly, Best Sales Podcast

TSE 495: TSE Hustler’s League-“Creative Prospecting Part 2”

Prospecting, TSE Hustler's League, Donald Kelly, Best Sales PodcastThis semester in TSE Hustler’s Leagu, we are focused on building value. Today I’m sharing with you a snippet of one of our sessions. This is part 2 of the episode so if you haven’t yet, check out last week’s episode on Creative Prospecting.

Today, I’m sharing with you other creative prospecting strategies that you can apply.

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Video email strategies:

  1. Build a Dream 100 list. Have a focused list of people that you can go after. These are not just random people but your ideal customers. These are people who can buy from you and are a good fit for you.
  2. Send something that has a catchy line and that’s going to grab their attention and open the video.
  3. Have a very simple direction or a call-to-action.
  4. Track and see their success through BombBomb or if it’s a company link, you can see how many people click on that link.

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Sending snail mail:

  1. Again, have the Dream 100 list.
  2. Find something unique that you can send in the mail (ex. ball at Walmart’s or anything related to your industry).
  3. Follow it up with a video email or a phone call.
  4. Encourage action (either on the ball or your email) where they need to go to your website.

Episode Resources:

TSE Episode 490: Creative Prospecting Part 1

www.BombBomb.com

Set a lasting impression to your clients when sending sales proposals through PandaDoc. Switch from plain and boring PDF proposals to something interactive where you can add a video, a client testimonial, or a case study. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Donald Kelly, PandaDoc

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Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 490: TSE Hustler’s League: “Creative Prospecting Part I”

Donald Kelly, The Sales Evangelist, Best Sales PodcastDo you find yourself doing the same old thing with your prospecting? It may still be working or maybe not. But, how about tapping into your creative side and do things differently moving forward?

In today’s snippet, taken from one of the sessions over at the TSE Hustler’s League, we specifically talked about Creative Prospecting. This is a two-part episode because we’ve got great stuff in store for you.

Here are the highlights of today’s episode:

Reasons people stick with limited ways of prospecting:

  1. It’s what they only know.
  2. It may have worked and continues do so.

4 Conventional Prospecting Strategies:

  1. Video
  2. Snail mail
  3. Lost opportunities
  4. Partners

VIDEOS

Videos are very powerful prospecting tools but oftentimes people don’t pay attention to them. Videos make it easier for you to explain things than just reading it. It all boils down to quick, simple information which clients want.

Here are some stats from a study done by BombBomb.com that you might find quite interesting:

  • Video in an email leads to 200% to 300% increase in click-through rates.
  • 50% of executives look for more information after seeing a product or service video.
  • 90% of users say that product videos are helpful in the decision-making process.
  • 75% of online video viewers have interacted with an online ad this month.
  • 92% of mobile video consumers share videos with others.
  • 1 in 3 of all online activities is spent watching videos.
  • An average user is exposed to an average of 32.3 videos in a month.
  • 80% of users recall a video ad they’ve viewed in the past 30 days.
  • 75% of executives watch work-related videos on businesses, websites, etc., at least once a week.
  • Enjoyment of video ads has increased purchase intent by 97% and brand association by 139%.
  • 59% of executives would rather watch videos than read text.

Here are some key insights:

  1. People utilize videos in many different ways. As sellers though, it seems that we’re not taking advantage of video within the sales process because we’ve done things the traditional way.
  1. People like to be entertained than educated. Find a way for your clients to understand  or learn through video, but make it entertaining first and you’ll see greater increase.
  1. Understand the trends in the society where a lot more people are now using videos. So it’s better to send your clients a simple and quick video than sending them long text emails.
  1. Dr. James McQuivey estimated that 1 minute of video is equal to 1.8 million words. This said, you can definitely articulate more through videos as opposed to just writing things out in text.

Episode Resources:

How to Win Friends and Influence People by Dale Carnegie

www.BombBomb.com

Join our group of like-minded people at the TSE Hustler’s League. This semester is focused on building value.

Get a free audio book 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.

John Dwyer; Donald Kelly, The Best Sales Podcast

TSE 488: How To Get Better Clients By Identifying Most Profitable Customer And Find More People Who Look Just Like Him or Her

 John Dwyer; Donald Kelly, The Best Sales PodcastWe all need profitable customers, but you have to speak to their needs. Much less, how do you even find them?  Today’s guest is John Dwyer, an Australian marketing genius, sales professional and entrepreneur. He will teach us some simple concepts on how  to get those profitable customers that no one would want to get rid of so you can increase your sales game.

John is the Founder of the Institute of Wow, where he helps show businesses and people how they can market themselves on creating wealth based outside of price.

Here are the highlights of my conversation with John:

Why many companies neglect identifying an ideal customer:

  • Ignorance and laziness
  • Failure to collect any data – 95% of business (online and offline) collect no data
  • Making a motherhood statement (that everybody needs what you have)

Case Study: Marketing strategies John did for an Australian bank:

  1. Part of the bank’s marketing strategy was to give a free holiday to customers who get their home loans. They tripled their home loans in the first three months.
  2. They got Jerry Seinfeld to do an ad for it. (Find out why they exactly chose Jerry Seinfeld for their campaign.)

Strategies for hyper focusing on your ideal customers:

  1. Identify your most profitable customers by collecting data.

Figure out who is spending more. Categorize your customers into ABCD segments based on their spending trends. The statistics will tell it all.

  1. Make sure you get that data in the appropriate places.

Focus your complimentary offers on your most profitable customers. If you’re new in the company, do a research on your company’s sales trends. Get it from your office or your boss. Otherwise, wing it for 2-3 months and once you have data, that’s going to set you on the right path.

  1. Make sure the right message is going to the right market.

John’s Major Takeaway:

Dig into your data since the statistics will tell it all. Message the market match.

Episode Resources:

Get in touch with John on www.theinstituteofwow.com and download a whole bunch of their free reports.

Purple Cow by Seth Godin

Get a free audio book 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.

 

Manny Nowak, Donald Kelly, The Best Sales Podcast, The Sales Evangelist Podcast

TSE 486: 40 Effective Ways To Generate Leads

Prospecting is an essential part of selling. Salespeople and business owners know this but but they still fall short of doing it right.  Today’s guest is Manny Nowak who’s going to show to us some effective ways to generate leads. He has actually created an eBook on 40 Plus Ways to Find the Gold of New Business.

Manny is a coach that works mostly with CEOs and businesses in the “under $20 million” market and he also works with a lot of professionals, teaching sales-based strategy tactics and coaching from a technology standpoint. Manny Nowak, Donald Kelly, The Best Sales Podcast, The Sales Evangelist Podcast

Here are the highlights of my conversation with Manny:

Manny’s advice on prospecting:

  1. Look at what’s working for you today.

Take a look at your customer base. How did you find them? What worked? Look at your customers you’ve won and figure out where they came from.

  1. Would it still work?

Once you’ve figured out what’s worked for you, ask yourself, would it still work and should you still continue doing it?

Effective ways to generate leads:

  1. Networking events

Find 5 people in that event that have a potential for working with you. Start that relationship in the networking event. Real success is if you can get an appointment but leave that to the other person. Then move these people down to step 2 which is about how your sales funnel works.

  1. Email list

Have a good email list. There are also services that can do an email for you. Set up lead pages to generate email addresses. The last thing clients that you meet at networking events want is a spam message. So the next time you’re in an event, ask if you can send them a quick follow up email which tells them it was great meeting them.

  1. Referrals

A lot of salespeople are afraid to ask for referrals. If you have a customer that you’re doing a great job for you and they love you, ask for a referral. Also, make it as easy as possible for them to give you a referral. Mention some names or specific departments from where they can give referrals.

  1. Seminars

Utilize seminars in two different ways. Invest in your business. Come up with a simple topic and put up an event. Rent a conference room or get one of your clients to share with you to set up an event where you can invite 20-25 people and teach them something about what you do or something they need to know. You may charge people a nominal fee to come to your event. Another way is to go to events and spend your time in seminars. You may be sitting next to a potential buyer and afterwards you can have a relationship with. This is the time that their defenses are down.

Manny’s Major Takeaway:

Don’t try to do everything and don’t lose your focus too quickly. Measure them and have a timetable to make sure they work.

Episode Resources:

Connect with Manny Nowak through email at manny@mannynowak.com or visit his website www.mannynowak.com.

40 Plus Ways to Find the Gold of New Business.

Get a free version of Manny’s book on www.coachmannytip.com.

David and Goliath by Malcolm Gladwell

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.

Tom Schwab, Donald Kelly, The Sales Evangelist, Podcast

TSE 479: Sales From The Street-“Grow Your Business With A Targeted Interview Strategy”

Tom Schwab, Podcast, Donald Kelly, The Sales Evangelist

If you find yourself stuck in your traditional sales job and you’re looking for new ways to increase your sales, I challenge you to think outside the box and get out of your comfort zone. And one way to do this is to consider doing a podcast or become a podcast guest.

Today, Tom Schwab shares about how you can grow your business through podcast. Tom is the author of Podcast Guest Profits: Grow You Business with a Targeted Interview Strategy. Tom is the Founder of Interview Valet, a premium podcast guest marketing agency that helps people get their message out as a podcast guest as well as connect them with people who could be their ideal customers.

Four years ago, I started The Sales Evangelist on the side as I had a full time career doing traditional sales. Today, I am now doing podcasting full-time so listen in to find out how you too can leverage the power of podcast.

Here are the highlights of my conversation with Tom:

Benefits of a podcast:

  • Get your message out.
  • Connect with your ideal customers.
  • Repurpose your content into a blog post or other forms of content.

How to utilize podcast to generate leads and increase sales:

The interview is just the fuel but what you need is the engine (which consists of these 6 steps) to turn that fuel into business results.

  1. Prospecting

Find the ideal podcast that has your ideal customers. There are 350,000+ podcast out there but there is always a niche for each person. Niche down and find out who you want to be speak to and be very specific. Consider both the psychographics and demographics. Start to think of what podcast they could be on.

If you’ve already got prospects, ask what podcasts they like. Check out the New and Noteworthy section of iTunes. Do a Google search of your topic and the podcast.

  1. Pitching

The worst sales call you can make is one that is totally cold and has no value to the person you’re selling to. So make sure you and the podcast host are a good fit. Make sure it’s not a cold pitch by focusing on what you can help them with and what you have for the audience. Your goal in being on a podcast is to make the podcast host look like a genius for having you on because you shared so much value.

Before reaching out to the host, listen to a few episodes and figure out what value you can offer them. Leave them a rating and review. Share their content. Write some comments. Do that for a week or two before reaching out.

  1. Preparation

Know who the audience is and who the host is. Know the questions to be asked. Help the host prepare for you. Give them a one-page brief sheet that gives them your bio or some questions they could ask. Give a link to your LinkedIn profile or a talk you did. IN short, make it easy for them to have a great interview with you.

  1. Performance

Talk about the different things on your site to get people from being listeners to visitors to leads by giving resources like infographics or a 30-minute training. Give them a way to go to your page.

  1. Progression

How can you move them to the next step from being listeners to visitors to leads? Put yourself in the listener’s spot. Most people don’t want another newsletter so make it easy for them. The best way to do this is to send people to a dedicated landing page. What you want to make sure is you want to give them a good experience when they go there.

  1. Promotion

This is how you and supercharge your interviews. This is new content for people who just found out about it. Once you start promoting episodes, you’re much more likely to get on other podcasts. When people get to the landing page, there would be three ways for them to say yes. Not everybody who listens to your podcast is ready to engage with you so give them a little yes, a medium yes, and a big yes.

Tom’s Major Takeaway:

If you’re listening to this then you already know how powerful podcast is. You know that your ideal customers are going to listen to podcasts in the future. The only question is, are they going to be listening to you or your competitors? Take advantage of the power of podcast as a host or as a guest. Connect with your customers on podcast

Episode Resources:

Get connected with Tom on www.interviewvalet.com/tse

Listen to my previous interview with Tom on TSE Episode 240: Learn How Podcasts Can Increase Your Sales

Podcast Guest Profits by Tom Schwab

Predictable Revenue by Aaron Ross

TSE Hustler’s League Semester Two

Join this semester of TSE Hustler’s League where we will be focusing on building value to your customers.

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

 

Sales Prospecting, The Sales Wizard, The Sales Evangelist Podcast, Donald Kelly

TSE 478: The Sales Wizard Hugh Liddle-“Prospecting Strategies The Work”

Sales Prospecting, The Sales Wizard, The Sales Evangelist Podcast, Donald KellyAs you’ve probably noticed, we’ve done many episodes on prospecting because it’s one of the things salespeople find to be challenging. Either they don’t know how to do it or they just don’t like it. Today’s guest is “The Sales Wizard,” Hugh Liddle, who is an expert sales trainer. He is going to share with us how we can better improve our prospecting skills and come up with an effective process to do it.

Hugh works with business owners and help them double their income in 90 days or less, which is actually attainable provided they do the things they need to do.

If you’re scared to ask for a sale or a referral and if you’re afraid you’re going to bother people or people will look at you as being pushy and aggressive, then you need to learn the skills and the right words to say to enable you to be great at sales.

Here are the highlights of my conversation with Hugh:

Why the fear of rejection?

  • Sales has been done so badly for so long that it has created a bad reputation.
  • People are still afraid of being perceived the old way.
  • People are afraid of what other people are going to think about them.

How to combat the fear of rejection:

  • Change your “what if’s” from negatives into positives.
  • Know what to say and when to say it to build confidence in your conversations because people will feel your energy.

“You get back what you put out.”

Strategies in having effective sales conversations:

  1. Ask.

Research is important but there are things about client that you don’t know and you will never know unless you ask them.

  1. Get down on the emotional level of people.

People buy emotionally, not logically. They don’t buy with their heads, they buy with their hearts. People buy based on emotions and then they justify the purchase by logic.

How do you do this? Ask good, open-ended questions. Ask them how they feel about a particular situation or how it’s impacting their life.

  1. Make your content about what’s in it for the prospect.

Make your prospecting or sales conversations about what’s in it for them and what’s going on for them emotionally.

Best outbound prospecting strategies:

  1. Do an advanced search on LinkedIn

This is one of the best resources you can use especially when you’re selling B2B because most high-level executives are all on LinkedIn because it’s designed to be a business-oriented site.

Go to the “advanced search” (found at the top of your LinkedIn page)

Put in keywords. Click the link to “2nd level connections.”

  1. Narrow down your search to your ideal clients.

Put in the zip code (if you want to tap into people in a particular area) or other filters such as income level, etc. to narrow it down to your ideal clients.

Click search and then LinkedIn gives you a whole list of people who fit that criteria.

  1. Write a personal message.

Send them a connection request. Do not send the default request but make it personal.

  1. Bring value first. Don’t be in a hurry to sell.

1st contact: Don’t sell them anything when you send out your first message. Send them something nice.

2nd contact: Ask them to chat with you for a few minutes so you can get to know them better and so you can refer them better.

3rd contact: Ask them to talk about how they may be able to double their sales and their income.

People need a little time to really find out who you are so you need to take some time and effort to find out who they are to find some common ground with them.

  1. Build your credibility while bringing value to people.

Write a short article that is informational and post it as a blog on LinkedIn. Every time you make a new connection, send them the article as a gift. An article written by you establishes your credibility. If you have written book, send them a free PDF as a thank you or welcome note. This makes you an industry expert in the eyes of your readers.

Hugh’s Major Takeaway:

Don’t be afraid and let things stop you from being successful. Don’t try to wing it or figure it out all by yourself and get with Donald or with Hugh or with somebody else that you know, like, and trust and get some help. Get some coaching so you can see things at a different angle and gain new strategies and ideas.

Episode Resources:

Get connected with Hugh on bit.ly/HughsCalendar and schedule a free 1-hour appointment with him.

Predictable Revenue by Aaron Ross

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

 

Prospecting, Joe Koufman, AgencySparks, The Sales Evangelist

TSE 474: Sales From The Street: “Be Unique”

Prospecting, Joe Koufman, AgencySparks, The Sales Evangelist How often do you find yourself thinking out-of-the-box and doing the opposite of what everyone else is doing? We’re off to a new year. New year, new start, new strategies. So if you haven’t yet, it’s time to create that spark between you and your prospects so you can have an explosive 2017!

Today’s guest is Joe Koufman, CEO of the AgencySparks and he’s going to share with us some very amazing things to prove to you how creativity can go a very long way.

Founded about three years ago, AgencySparks is a dating service for brands and marketing agencies. Eight marketing agencies get their services to help them connect with potential clients. They set up that first date in the hope that both the agency and the brand get to kiss at the end of the date. In other words, business development is outsourced to them so they can help bring clients to their clients.

Here are the highlights of my conversation with Joe:

One of the major challenges Joe faced during his career:

From selling product to selling service and getting challenged that he wasn’t doing a great job

Strategy Joe used to overcome his challenge:

Working on his deficient areas so he can be productive

Result he got:

When Joe joined the company, they were about a 60-person digital agency. They soon became part of a full-service 250-person marketing agency. His responsibility: bringing in new clients and being a key part of the agency’s success. This led them to be acquired by a $10-billion holding company.

Unique strategies Joe has done with AgencySparks to be UNIQUE:

The Perfect Match

In time for Valentine’s day, they shot a video which “spoofs” an eHarmony or Match.com where a person delivers cheesy lines. As the video progresses, visitors who watch it would come to realize that it’s actually not a dating service per se but a service that will help connect them with the perfect marketing agency for their needs.

Next, they sent a physical mailer piece to some of their prospects. They purchased 250 matchboxes from a wedding favor website and there were writing on them in red and white that says, The Perfect Match. go to MakeSomeSparks.com. Inside each package, they filled the boxes with little heart-shaped candies with a handwritten note that tells them to watch the video on their website as well. (There was also a form capture for lead generation.)

Speed Dating

They hosted an in-person event the week before Valentine’s day where they invited 25 senior marketers and facilitated a “speed dating” event. They asked each agency person who were their clients and every 7 minutes, by the sound of the bell, they switch over to the next seat to have a speed dating conversation with the prospects.

Benefit for the prospects: They got exposed to 8 different agencies in a very short period of time.

Benefit for the agencies: They were able to pitch themselves in a very short of time to a bunch of clients;

Result: 19 requests from clients for a “second date” with the agencies.

Joe’s Major Takeaway:

Step outside of your norm and everyday routine and be creative. Step outside of the box. Joe also ends the interview with a quote from Theodore Roosevelt

“It is not the critic who counts; nor the one who points out how the strong person stumbled, or where the doer of a deed could have done better.

The credit belongs to the person who is actually in the arena; whose face is marred by dust and sweat and blood, who strives valiantly; who errs and comes short again and again, because there is no effort without error and shortcoming.”

Episode Resources:

To learn more about them, visit http://MakeSomeSparks.com. Check out the video they made as well as their blooper reel.

Contact AgencySparks at http://AgencySparks.com/contact.

Subscribe to their content by visiting http://AgencySparks.com/preferences

Dare Mighty Things by Theodore Roosevelt

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