Social Selling Archives - The Sales Evangelist

Category Archives for Social Selling

Rylee Meek, Social Dynamic Selling, The Sales Evangelist

TSE 1201: What Is Social Dynamic Selling & Why Does This Work So Well?

Rylee Meek, Social Dynamic Selling, The Sales EvangelistMany sellers appreciate how social dynamic selling works well. It’s effective and has connected more than 2 million consumers to their clients. 

Rylee Meek grew up in a small town in South Dakota but is now residing in Minneapolis, Minnesota. He lived in a town with very few opportunities but at the age of 15, he already had that drive to start earning money. Rylee got a job at a pizza joint and made a minimum wage of $5.15 an hour. He dove into the entrepreneurial world at that young age. His family made a significant amount of money from network marketing and that impacted his path. He met many like-minded people who directed him to the right books to read. It was his initial step of taking that entrepreneurship role. 

He then started working with a network marketing company instead of proceeding to college. At 19 years of age, he was able to get his   BMW but then he realized that his income came solely from the effort and from working up to 17 hours a day. So he started to do things differently. He worked for Prudential but then he wanted to work and sell to more people and not just family members and friends. He proceeded to take another job selling home remodeling.

Rylee clearly remembered what the manager told him on that interview, that the job is 85% negative but he needs to focus on the 15% that’s positive to make it through. Until now, Rylee still believes in focusing on the 15% because that’s what matters. Getting 85 Nos to get 15 Yeses was all it took. 

Network marketing journey 

Rylee invested in several network marketing ventures and met many challenges along the way. At one time he became homeless after putting much of his money into a business in Mexico. The government shut down their company and he needed to come back to the states. He spent some time thinking of the things he could do next. He was invited to a pitch presentation and that helped his wheels spinning. His first presentation was done a few months after and he made $2.1 million in sales. They then started recruiting, hiring, and training. When everything worked out well, Rylee stepped back from presenting and started doing coaching, training, and teaching their sales reps. 

Reaching the masses

Rylee was earning well and could take his products to the masses but he didn’t have any passion for his products. While there are many businesses who have so much passion for their products but do not have the vehicle to take their products to the masses. 

He thought hard and brainstormed on all of the things that they’ve been doing right with their company from the coaching to selling their products and services. Rylee wrote everything down and that gave birth to what is now the social dynamic selling system.

Social dynamic selling works well

The core of social dynamic selling is dinner seminars. Invite people and give them a nice steak dinner. You then establish the presenter as the authoritative figure in that industry to gain the trust of the guests. After giving the pitch, you can ask them for an appointment and meet with them the following day to close the deal. 

Creating a message is important. It is an atmosphere where you’re sending an invitation directly to your potential clients to come over to listen to your presentation and craft that into multiple different verticals. 

It takes a little bit of money to make this happen and your product has to have a decent enough margin for this to work. 

Rylee’s team uses direct mail. Many may say that this method is archaic but they had a higher return on investment using direct mail. It beat all the other kinds of marketing including Facebook, Google, and SEO. The response they get from direct mail is crucial in any campaign. Regardless of the method that you’re using, you need to know and track your numbers to be able to see if you’re allocating your funds properly. 

Direct mails

The competition of using direct mail has dwindled today because of the massive amount of junk mail that people get. Companies tend to forget that they are many ways for you to not make your mails appear like junk such as addressing people by their first and last name. 

Social dynamic selling works well if sales reps learn their numbers and not just the art of selling. As a salesperson, you need to know how effective you are and you will see this with your appointment rate, closing rate, and stick rate. 

There are so many components involved in any successful campaign and the first step is knowing your ideal clients. Use the tools available today to figure out your true customers. After that, you can demographically and geographically identify the best area to target those people. Choose the venue according to the result of that targeting. The next step is to craft the message and to create an invitation that’s compelling enough for the potential clients to take action. Everything must be consistent from the crafting of the message down to the day of the event and the actual sale. 

The whole process has a flow and you can’t rush it. 

Always think of your target audience and create the event with their convenience in mind. Do an early dinner for potential clients aging 50 years old. For retirees, you can do breakfast. The rule of thumb is to offer something up the moment they come to the venue because that’s when the law of reciprocity kicks in. 

The goal in every event is not just to sell but to get to know the potential clients and earn their trust. You can do that by creating a fun and laid back environment. People want to buy but you need to create that environment that allows them to make the buying decisions instead of pressuring them just to make a sale. 

Social dynamic selling works well, there is no question about that but you need to follow the process. 

Remember, the first step is knowing who your clients are and it all goes from there. 

“What Is Social Dynamic Selling & Why Does This Work So Well?” episode resources

Reach out to Rylee by visiting his website, socialdynamicselling.com. You can also visit his other site, workwithrylee.com. You can schedule a strategy call with him or with one of his team members. 

If you any sales concerns, you can also shoot Donald a message on his LinkedIn, Instagram, Twitter, and Facebook

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Cold Calling, Social Selling, Aaron Abodeely

TSE 1134: From The Street: “Why, Even With Social Selling, Cold Calling is NOT Dead”

Cold Calling, Social Selling, Aaron AbodeelyTime often brings a great deal of change, and some ideas don’t survive the passage of time; though there are people who don’t believe it’s true, even with social selling, cold calling is not dead.  

Aaron Abodeely has a passion for helping sales reps and small business owners distribute their messages, and he noticed along the way that the industry was lagging behind in digital trends like social selling. Evolution is hard because we get into a bubble and a routine of doing things a certain way. We build processes around certain tasks but unless we’re out in the space learning from other people, we can’t learn how to evolve. 

Cold calling

Typically, cold calling involves calling, emailing, or nurturing leads that are cold outreach, meaning that these contacts haven’t had much, if any, contact with our business or our value proposition. You’re going in cold. We often have sales development reps in enterprise IT designated to contact these leads. 

Email came on the scene in the early 1990s, and it joined the landscape of cold calling and door-to-door selling and networking events. 

When social selling came on the scene, we learned that we needed to connect with specific contacts within specific organizations. We needed to find those people on social media and engage with them. Some of those connections would be senior connections while others would be peer-to-peer.

Social selling is the back end of social engagement, which is simply making friends and introducing ourselves to people in the space. It’s exhibiting genuine curiosity. The selling comes much later, which is why companies often struggle with this concept. 

Relevant and tailored

I reached out to Aaron on Instagram, but he noted that he isn’t particularly active there, as Linked In is his preferred method of contact. I sent him a message that I loved his content and loved what he was doing and I invited him to have a conversation with me. He explained that my invitation caught him off guard because I used specific details to affirm his work and explain the relevance of our messages. 

I sent him an audio message that was tailored to him, but it didn’t seek to sell him anything. We can’t pitch people right out of the gate because they don’t even know us yet. 

Although it makes sense that you meet someone, pitch to them, and then they buy, the truth is that if everyone in sales uses this same technique, no one will stand out. 

Social media

Many people believe that because we’re in the age of social selling, it’s foolish to invest in cold calling, but Aaron is on a mission to revive the concept. When he was an inside sales manager at his last company, he wasn’t doing much cold calling, but now, in his role as a consultant for clients, he’s effectively using email and cold calling to connect with an audience. 

He was trying to drive attendance to an event earlier this year, and many of those who took part said they discovered the information via email or LinkedIn or Twitter. Because he connected with them on social media, when he contacted them via email, they remembered him. 

The point is that we shouldn’t rely solely on any single method of outreach. It’s the mix of approaches that helps sellers get in front of the audience. 

Psychological wins

When we discover that a contact is excited to talk to us because we’ve made connections with him, that’s a psychological win. Instead of cold calling, it becomes warm calling because we’ve used advanced strategies to warm that conversation. 

By warming them up via social media and sharing relevant content, you’re engaging your audience. That way, when you do call, your name is familiar to them. 

There are automated ways to spam people on social media but consider the cost of a lead in your industry. The industry average for a trade show is $800 but for social media, it’s like $300. Do your own research, but considering that it takes only a few hours of your time to get in front of someone who might take an interest in your product, that’s big. 

Measure results

The challenge for executives and sales managers is that they don’t know how to measure these results. As a result, people spam on social media because they think they don’t have time to nurture this person. 

Many reps, in an attempt to save their jobs and meet their metrics, schedule a bunch of spam so they can reflect their efforts. 

Part of the argument for why cold calling and email aren’t dead is the reality that if we spend 80 percent of our time on cold calling and email and we hit our targets, we’re coming pretty close. 

Track how much time you’re spending on these ventures and then track your success rates from those efforts. As you begin to see success from these efforts, you can increase the amount of time you invest in them.

Making time

It can be difficult to make time for this kind of outreach, but consider investing an hour over breakfast or in the afternoon with a beer. Connect with 20 of your key buyers together and practice developing messaging that encourages relationships. Convey that your prospect is doing interesting stuff and you’d like to engage with him. 

A lot of companies are forward-leaning in this area because their buyers are people who are very active on social media. 

Driving engagement

Aaron recently had eight days to drive attendance to a technical workshop. He started by taking over the presenter’s LinkedIn profile and creating explainer videos of him sharing why folks might want to attend this event.

They deployed the video on LinkedIn and also one-on-one to specific people who might find the information relevant. They also employed cold calling as a follow up to LinkedIn and email messages. 

You can be aggressive with it but you must think long-term about the results.

Some type of two-way engagement is very good. For example, you’ve liked their post or left a comment and they responded. That’s a good sign and a healthy indicator. You can also send a thoughtful connection request. You simply have to adjust to who your buyer is. 

Make videos or launch a blog where you share thoughts about the industry.  

2-way dialogue

Begin by learning the language of the industry you’re pursuing. Go to technical meetups and learn to use the language your prospects use. 

Read magazines. Use meetups or YouTube. You may sound dumb trying to talk the way buyers talk, but it isn’t a sleazy thing. It’s your attempt at learning to communicate the way they do. Imagine going to a foreign country where people speak a different language. You may sound clumsy but you’re attempting to speak their language. 

It’s human nature to modulate how you speak to people. 

Some executives are scared to create content or speak broadly into the space, so start small.

Seek help

If you’re apprehensive about this, take screenshots and find time to sit with your sales leaders. Show this stuff to them in a one-on-one meeting. Demonstrate how you can get in front of C-level buyers. Make sure you’re hitting your baseline goals with calls and emails in order to get the leadership to adopt these concepts. 

“Cold Calling is NOT Dead” episode resources

Check out the Outcome Studio Podcast where Aaron interviews people who are sales and marketing experts or who just have cool stories to tell. Connect with him on LinkedIn or Instagram

Connect with me at donald@thesalesevangelist.com.

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

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

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 

Tools for sellers

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

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

 

Brynne Tillman, Donald Kelly, LinkedIn, Social Selling

TSE 1088: 4 Pillars to Leveraging LinkedIn for Business Development

Brynne Tillman, Donald Kelly, LinkedIn, Social Selling, 4 Pillars to Leveraging LinkedIn for Business Development

You may believe that social selling won’t work for your company or industry, but if you take advantage of the 4 pillars to leveraging LinkedIn for business development, you’ll be surprised at how it can help you expand your reach.

Brynne Tillman is the CEO and “LinkedIn Whisperer” of Social Sales Link and the author of The LinkedInSales Playbook and she has spent more than a decade coaching people to unlock the power of the platform.

LinkedIn profile

LinkedIn has its own social selling index so if you visit getmyssiscore.com you get your personal score, out of 100, that will rate your social selling acumen. Your LinkedIn profile is where that lies.

Sellers make the mistake of using their LinkedIn profile as a resume when, in fact, it should be a resource.

Corporate Visions reports that 74 percent of buyers choose the sales rep that provided value and insight early in the buyer journey.

Your profile is their first impression of us, so do it right.

Value

Prospects don’t care about your mission, your passion, or your years in business when they first visit your profile. That may matter down the road, but initially, they care about value. They care about how relevant you are.

Write your summary almost like a blog post. What kind of value can you bring from the first time they read about you?

Identify the challenges that your buyers are facing. Provide three to five insights that will make an immediate impact. Strive to make a “vendor agnostic” impact, meaning that you share insights they can use even if they never buy from you.

Sellers often create this as a pitch and we tell them how to buy from us. What we should do instead is attract them to us. We want them to ask themselves how they can work with us.

This level of value will increase your credibility and move you much more quickly through the sales cycle.

Challenges

If you sell office furniture, determine who your buyer is and what her biggest challenge is right now. Maybe many companies are expanding and the big challenge is the inability to trade in old furniture to get new stuff.

Determine what helps you stand out and then educate your buyer.

Teach your customer how to buy office furniture in a way that leans toward you as the solution, but provide insights that can help them make better decisions for the company as a whole.

Take advantage of the 4 pillars to leveraging LinkedIn for business development in order to move your prospects toward doing business with you.

Pillar 1: Establish your professional brand

Your professional brand is your profile.

By positioning your profile to provide insight and value to your buyers, you are gaining credibility and creating curiosity.

You’re getting them excited to take your phone call. If they can learn something just by visiting your profile, they imagine that a conversation with you will be even more valuable.

Position yourself as the subject matter expert and thought leader.

Pillar 2: Find the right people

How are you leveraging LinkedIn to find your buyers and your influencers? If it’s true that there are 6.8 people who are involved in every large buying decision, how are we identifying all the right people within an organization?

Instead of limiting our efforts to just the champion, who else do we want to touch? How are we finding these people and engaging them?

The prospecting piece and the relationship building piece are the same. It’s a combination of providing great value and leveraging our network to get introductions to our targeted prospects and buyers.

Develop search strings which are literally the title of your buyers in whatever geographic location or industry you choose.

Pillar 3: Engage with insights

How are we sharing content, commenting, and engaging with content? How are we using hashtags to find the right content? Are we feeding our network with really valuable information that moves them closer to our solution?

It’s more than just liking or sharing. LinkedIn wants to see you engaging and sharing and commenting.

Avoid “random acts of social.” Anything we do without intention or purpose is rarely going to see success. Certainly, it won’t succeed on a consistent basis.

Pillar 4: Build relationships

Connecting and forgetting is the equivalent of collecting business cards in a stack on the corner of your desk. How valuable is it? That’s not a network.

There’s more value in truly connecting with a few people at a networking event and having meaningful conversations than there is in collecting a business card from everyone present. Bring that same thoughtfulness online.

Start a conversation. Learn about people. Ask questions. Get to know people a little bit. When you do, LinkedIn will be your most valuable networking tool.

Strategy

Establish what your goals are for social selling. How will you measure success?

If your goal is to have one new client a month, you need four proposals a month. In order to have four proposals, you need to have eight conversations. In order to have eight conversations, you need to have 16 introductions to your targeted buyers.

That means I need four introductions to targeted buyers each week. I must look at my KPIs to see if my 16 is converging to become 8, and then whether my eight is becoming four.

If I need four introductions per week, I probably need to ask for 20. That probably means I need five a day, which could mean five from one person or one from five people.

I need a good network of referral sources and great relationships with my existing clients.

Reaching out

Once you’ve identified those clients who can connect you to other people, you can start this way:

Mr. Client,

It has been a couple of years since we worked together. I hope you’re still loving your furniture. 

I noticed that you’re connected to a few people on LinkedIn that I’m trying to get in front of. Would you mind setting up a 15-minute call where I can read names with you and get your thoughts on whether they might be a good fit?

Two things happen here. If your customer needs more furniture, this is a great way to re-engage without being salesy. You’ll also talk through the list of connections to figure out a way forward.

You can either ask for an introduction or ask for permission to name-drop.

Building engagement

You must continually build engagement with your customers so that you maintain those connections even after the sale.

If you’re looking for new contacts, start with your second-degree connections because at least you have some people in common.

It doesn’t feel quite as cold that way and there are things you can do to warm them up before you actually reach out. Look at the profile. Click the “more” button on the profile and click the “follow” button. The person will get the notification that you followed him.

Look at his recent activity. Read it. Engage with it. If there is something there, begin a conversation by engaging with the information he shared.

Now you’ve engaged, followed, and the person keeps getting notifications about you. He’ll likely be curious because your name keeps appearing.

It’s a little bit like flirting.

Provide value

Don’t jump in and pitch immediately. Provide value.

Build relationships. Get a consistent stream of great content that helps your prospect understand the importance of choosing the right office furniture.

Once you’ve developed a conversation, you can offer a pitch when appropriate.

Don’t just build a network that doesn’t know you. Create content, but realize that it doesn’t have to be a blog post. Consider native video, podcasting, and interviews.

Don’t just generate noise, though. Use the 4 pillars to leveraging LinkedIn for business development to make sure it’s worth their click.

“4 Pillars to Leveraging LinkedIn for Business Development” episode resources

The best way to connect with Brynne is on LinkedIn. Let her know that you found her on The Sales Evangelist podcast and she’ll send additional resources. You can also grab a copy of The LinkedInSales Playbook.

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

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

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

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

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

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Social Selling, Donald Kelly, The Sales Evangelist, LinkedIn

TSE 1087: Social Selling Your Customers Want!

Social Selling, Donald Kelly, The Sales Evangelist, LinkedIn

Sellers who interact with and provide value to prospects using social media must understand the characteristics that turn this into the kind of social selling your customers want.

We’re tackling this topic all month, and even if you aren’t a big social media person, we’re providing an actionable plan to help you get in front of your prospects.

It isn’t enough to “set it and forget it” or generate large amounts of content in hopes that people will click through to find you. It’s thoughtful preparation that gives buyers what they want and need right now.

Trying to close

I discovered the idea of using social media to sell when I was in college. I was seeking an internship with people who were in Chicago and our college professor told us that we needed a LinkedIn profile. He told us that we had to maintain that profile because that’s where business professionals interacted.

I thought it was a great idea because I was suddenly connected to millions of other professionals. I also thought it was great that I could pitch to all of those people.

My professor knew a woman in Chicago so he introduced us with the intention that I would seek insights from her. In my mind, though, she was going to provide me with an internship or connect me with someone who had one.

Instead of approaching it as an information-gathering phase, I was trying to close the deal. I think many of us make that mistake with social media.

Instant access

Sellers are often like kids in a candy store because social media gives them instant access to millions of potential customers. Why in the heck wouldn’t we go ahead and pitch them all? Let’s tell every single person what we’re doing.

And then social media turns into a pitch-fest.

Because we can copy and share messages with groups of people quickly, we have access to millions of new prospects at our fingertips. Very quickly, though, prospects recognize that every seller is engaging in the same kind of social selling.

Prospects are overwhelmed with the same messages from multiple sellers, so we have quickly realized that we can’t continue using the same methods.

Liking content

In response, we settled on thoughtful interactions with people. We settled on the idea of liking everything they posted on social media and commenting on their content, sometimes arbitrarily.

We didn’t necessarily have a growth plan or a strategy. We just assumed that if we liked a bunch of their stuff now, when we eventually sent them a message, they would instantly want to work with us.

The idea might have worked well initially, but again, sellers adopted the same strategy across the board and failed to stand out from one another.

Curating content

Next, we moved to curating content. That meant sharing content that others were sharing, so if I found a good blog post about technology, I would share it with my prospects who were interested in that industry.

Our strategy was to be top-of-mind because of our content. We engaged with different platforms and pumped content everywhere, which ultimately became a bunch of junk floating around on the Internet. Again, every competitor was doing the same.

The platforms realized that the content was taking their users away to other sites and they took steps to prevent people from being diverted away.

Algorithms

Social media platforms don’t want you to send their users to other sites. As a result, you must adjust your social selling efforts so that you’re linking to content on that same platform.

LinkedIn wants its users to see the ads that its customers are paying to promote. If its users leave LinkedIn, they won’t see the ads. The algorithm will penalize you for sharing content outside of LinkedIn.

Sellers responded with LinkedIn articles, long-form posts, and videos. We moved to original content in our next iteration of social selling, and within the next year, we’ll likely move to something different.

Human interaction

Despite all this change, there is one takeaway. Be a person. Be human and care about other people.

The definition we shared from Hubspot is this: Social selling is when salespeople use social media to interact directly with their prospects. Salespeople will provide value by answering the prospect’s questions and offering thoughtful content until the prospect is ready to buy.

Do things in moderation. Use direct messages. Set a goal to connect with five new prospects each day on LinkedIn. Try something like this:

Donald, 

It’s always great to learn from sales leaders in the industry. Permission to connect?

Once we’re connected, they’ll see the content I’ve curated over time.

Aligned content

An article on PostFunnel reported that marketers who align their content with specific points in the buyer’s journey yielded 73 percent higher conversion rates. Think about that. If you’re able to produce content based on where your buyers are in that particular phase, it will be relevant to them.

Your buyers want posts that showcase your new products or services and they want to learn something along the way. Use social selling your customers want in order to help them throughout their journey.

Speak to the three stages of the buyer’s journey:

  1. Awareness: when buyers don’t know about you and you want to raise their awareness.
  2. Consideration: when buyers are evaluating and going deeper in their research.
  3. Conversion: when buyers finalize decisions and make a purchase.

Sprout Social suggests weaving awareness- and consideration-stage content together. Those two stages are usually where people rely on social media.

Multiple approaches

This is one of the most effective ways to prospect. When you combine this with your other techniques like cold calling or emails or regular mail, you’ll see great success.

Apply this today. Identify five people to connect with in your industry. If you do that every day for a week, you’ll have 25 new connections by the end of the week.

Strive to create the social selling your customers want to increase your effectiveness and improve your outcomes.

“Social Selling Your Customers Want” episode resources

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

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

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

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

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Social Selling, LinkedIn, Microsoft, Carson Heady

TSE 1086: Why Social Selling is the New Sales

Social Selling, LinkedIn, Microsoft, Carson Heady

Social selling is the new sales because it utilizes all the techniques and tools that we’ve always enjoyed as sellers in order to help us build better relationships.

Although nothing will ever replace the face-to-face relationships that sellers have with their clients, social selling is a valuable tool. Today Carson Heady shares what he has learned over a 17-year sales career about prospecting and relationship building and how social selling helps with it.

Social selling

Social media can help you find the right person to talk to that can help you connect with the right people, get a meeting, and stay top of mind. It’s a great compliment to the business relationships we should already be forming.

Social selling isn’t a replacement for the things we’re already doing. It’s the application of the tools that enable us to get insights or see what customers and their organizations are thinking, doing, and talking about.

When I first started using social selling, I was guilty of blasting a bunch of messages on LinkedIn and pitching people there. I quickly realized that wasn’t social selling.

Social selling equates to brokering relationships but you’re doing it online. It isn’t sending mass emails to people sharing everything that you have to offer.

Results

Salespeople are interested in results, and Carson said that after studying reports about social selling, he has determined that it amounts to standing apart, being unique, and finding a way to differentiate.

Social selling is a very targeted and specific effort to cast a wide wide net to reach maybe 30 people in a single organization in hopes that you’ll land a single meeting. That effort resulted in one of the larger deals in Microsoft.

Relationships

Carson suggests following business journals and using Sales Navigator to help in your efforts. Following the trades to stay aware of new C-levels that join the organization.

Last year, Carson was the first to the table when a new C-level joined a company he was connected to and now Microsoft is helping to drive change within that organization because of the relationship.

The relationships drive the deals forward, and those relationships wouldn’t exist without the strategic utilization of social selling.

Innovate

We’re all just trying to do something different. We’re trying to get a response or a meeting by setting ourselves apart from the others who came before us and failed. We aren’t just sitting on the phone reaching out to people.

We have so much technology at our disposal that we have to be careful to be focused and tailor our efforts. If we don’t, we’ll likely suffer from diminishing returns.

Our past approach of “spray and pray” doesn’t work anymore.

You have to embrace the probability of success. In the past, people were willing to send out hundreds of notes with the understanding that they wouldn’t get a whole lot of reception.

Consistent

If you want to connect with a C-level at an organization, you don’t just go after them. You’ve got to start a few levels below where you’d like to end up. Once you’re able to talk to someone who is receptive, you can use that momentum internally to get in front of the right audience.

But you must be consistent in your approach. Prospecting never ends. You must revisit those prospects.

Not surprisingly, many clients don’t reply immediately like you’d like them to. Be persistent and reach out to the same folks, but change your messaging.

Offer a compelling reason for your prospects to respond.

Be aware, too, that you may catch someone on an off day. The prospect may be sick or he may have missed the email. He may be busy.

Be adaptable with your process. There are a lot of things that we believe are good philosophies as sellers, but when we try them for a bit they don’t work the way they want to. So we discard them. We tweak things a bit and we adapt.

Concise

Sometimes we send long elaborate emails in hopes that we’ll get a reply. Truthfully, sometimes we get the best responses from emails with only one sentence. People are busy and they don’t have time to read a 3-paragraph message. If you’re specific and you offer a single task, they can more likely respond.

Emails are not intended to close the sale. It helps you grab attention. Don’t try to sell an enterprise solution within a few sentences of an email.

Trying to sell in an email amounts to skipping steps in the sales process. You’re jumping straight into the second or third date without wining and dining the prospect.

Connection

When you’re seeking to connect with multiple people in an organization, your approach will depend on what you’re looking to accomplish. It will also depend on your unique connection to that person.

If you’re searching for a job, don’t reach out with questions about a job or an opportunity within the organization. Instead, try this: “I saw that we have mutual synergies and I’m looking to parlay my experience into your industry. I’d love to sit down for 10 minutes to pick your brain and get some advice.”

Determine your unique connection to that client and then approach using that angle.

When Carson reached out to 30 people in a single organization, he got replies from about 11 of them. Of those responses, he got one response that pointed him to a certain person in the company. He pursued it and landed one of Microsoft’s larger deals.

Your chances of getting a reply are small to begin with. Make sure you put your best foot forward. Reach out to all of the people who have a vested interest in what you’re doing.

Needs analysis

Our process exists for a reason. When it goes awry, and when we get overzealous, we skip steps and we put too much information out there initially.

Sometimes your connection can just be to share an article and engage in a real conversation rather than always sending a message about “following up.” You can also share or retweet the other person’s content as a way to engage.

There is no single bullet that fixes all. Be cognizant that there are a lot of tools that exist that will help you succeed.

The sales process is vital, just like it’s vital that we only use social selling to get a meeting.

Stay top of mind so your connections continue to see you. If the prospect knows that he owes you some information, it may stimulate the conversation to continue. It’s a non-threatening way to follow up.

Relationships are everything. If you lead with the goal of adding value you never have to worry about your sales numbers.

“Social Selling Is the New Selling” episode resources

You can connect with Carson on LinkedIn or Twitter, and you can grab a copy of his book, The Birth of a Salesman: The Transformation of Selling in America. You can also check out his blog, The Life and Times of Carson V. Heady.

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

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

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

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

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

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

LinkedIn, Sales Rep, Sales Training, Social Selling

TSE 1085: TSE Certified Sales Training Program – “LinkedIn Gold Rush”

LinkedIn, Sales Rep, Sales Training, Social Selling

There’s a huge prospecting opportunity right under your nose, and it’s a LinkedIn gold rush that can help you generate more leads and connect with more people.

Even if you have been on LinkedIn since 2016 like I have, it’s possible that you aren’t even scratching the surface of what it’s capable of doing. LinkedIn isn’t paying me to say any of this. I’m telling you because I know how much you can do with LinkedIn and I want you to do big things.

Statistics

My friend Stephen Hart, host of the Trailblazers.FM podcast, shared some statistics with me that made my eyeballs pop. When he appeared on The Sales Evangelist, he shared with us the importance of creating content that connects with your audience. He also emphasized the need to incorporate social selling into your existing efforts.

LinkedIn is designed to be more than a host for your resume. It’s created to be a community where people interact.

Content

The article 48 Eye-Opening LinkedIn Statistics for B2B Marketers in 2019 reports that there are 9 billion content impressions in the LinkedIn feed every week. Every single week, the content on LinkedIn is seen 9 billion times, which leads to about 36 billion impressions per month and 468 billion per year.

If you consistently take advantage of LinkedIn by producing content, you can take advantage of these statistics. You can even repurpose things you’ve previously created into LinkedIn content.

The article also reports that only 3 million people share content weekly. There are 500 million total LinkedIn users, and maybe half of those are active. Only 3 million of them share content weekly. That’s about 1 percent of the monthly users sharing content.

Three million users are getting 9 billion impressions per week on LinkedIn.

Try finding that kind of ratio on Instagram or Facebook.

Publishing

As you contemplate what to create, think about this. LinkedIn doesn’t want you to publish an article that has a link going back to your website. Like any social platform, LinkedIn wants your eyeballs to stay on the platform so you’ll see more ads and they’ll get more money from advertisers.

Post your stuff natively on LinkedIn. Publish a LinkedIn article, and make sure to include a picture. Then share it.

Long-form content gets more shares on LinkedIn. Dennis Brown mentioned this when he was on the podcast based upon research that showed that 1,900-word articles get the most shares. Aim to publish between 1,900 and 2,100 words in order to get more traction.

Consistency

If you’re thinking that you can’t write 1,900 words, I understand. Neither can I.

Instead, dictate your thoughts and hire a virtual assistant or someone from Fiverr to do the work for you. Or, use Temi to transcribe your audio into a written transcript that you can tweak and publish.

Don’t include links away from LinkedIn. Instead, trust that your website appears on your profile and as you appear in their feed, you’ll become the subject-matter expert.

Video

LinkedIn also has video capability now and I did my first LinkedIn Live last week with my friend Kyle who is involved in the Beta testing. Because it’s new, the engagement was amazing.

Many people will talk themselves out of using this tool because they don’t like the way they look on camera or they believe they won’t know what to say. But someone else in that 3 million will take advantage of it and they’ll see results.

Start. Right. Now.

You can record video directly to LinkedIn using the camera in the app. Our friend Tiffany Southerland who recently appeared on the podcast shared that she creates video content every week without doing any fancy editing using LinkedIn.

Nine billion impressions and 3 million people. It’s a gold rush.

“LinkedIn Gold Rush” episode resources

Check out the article 48 Eye-Opening LinkedIn Statistics for B2B Marketers in 2019.

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

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

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

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

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Instagram, Jaeden Schafer, New Sales Leads,

TSE 996: Getting New Leads Through Instagram

Instagram, Jaeden Schafer, New Sales Leads,Behind the scenes at The Sales Evangelist, we’re working to increase organic engagement and interact with our audience, and we’ve discovered a powerful way to develop new leads through Instagram.

According to Jaeden Schafer, Instagram typically accounts for about 10 percent more organic engagement than Facebook, so it’s a great place to gain a new audience and develop new leads.

Who can benefit?

When Instagram initially launched, its goal was to share nice looking pictures. If you’re following that original idea, your company will likely benefit from it.

But what if you’re a refrigeration repair company? How do you post compelling pictures of refrigerators? Posting photos of refrigerators all day won’t really prompt much growth.

So if, for example, you own a refrigeration company in Miami, post pictures of the area you serve with information about the services you provide. Target people who are the customer persona you’re trying to attract.

It basically just needs to be pretty.

Mistakes on Instagram

Many people will offer the same tips for setting up an Instagram account:

  • Choose good photos
  • Find out what your customers want

Then they expect people to just show up.

If the engagement doesn’t happen, they just let the page die, which is the worst possible thing you can do on social media. Since social media is about social proof, outdated accounts are worthless.

When people want to buy something online, they often check online to make sure that the social media accounts are updated. If they aren’t, they might assume you’ll be unresponsive.

Plan to post at least once a week if you want to appear actively engaged. If you’re trying to grow, you should post every day.

If you find yourself thinking that you don’t have the team or the resources to post every single day, remember that there are tools available to help you.

Later.com is a scheduling tool that will let you schedule 30 posts for free. You can schedule a new post every day that will keep you active and growing.

Bulkly is a social media automation tool for marketers and entrepreneurs who want to save time scheduling updates. The folks at Bulkly have created an extensive guide to help you post more consistently, create engaging content that generates new followers, and schedule your Instagram posts to automate your process. If it seems like a good fit, Bulkly offers a 7-day free trial to get you started.

Instagram tactics

Though Instagram is a great place to find new leads, sellers will also want to move those leads from interested to purchasing.

Avoid letting your account just sit. Instead, use your account to find new leads. You can do that with targeted Instagram ads or automation. Better yet, use your account to like and comment on people’s posts that are in your target audience.

Consider the food truck business that launched an Instagram page and then shared images of the food it would serve. On launch day, the owners went to its main competitors’ page and they liked and followed 1,000 of their followers. They repeated that activity every two days for a different food truck.

It grabbed attention because those people would see the business name on their phone as someone who liked their photos and followed their accounts.

It’s a phenomenal strategy, especially for companies that are just starting.

Transition

For B2B companies, it’s important to understand how the transition will look after you follow new prospects on Instagram. How do you move them to your website or prompt them to download something?

When a user sees that you liked some of his photos and followed him, then he’ll likely click on your account name to check out your Instagram account. Your account bio will act a little like a splash page or a sales pitch.

Make sure your bio includes your website, and make sure it really clearly outlines what you do and what your call-to-action is. Direct them to your website or your podcast.

Image quality

For sales reps who might be wondering what kind of content to post, let’s use an example of The Sales Evangelist to talk about what that might look like.

For a service-based business, people tend to limit their thinking about the kind of images to post. Choose high-quality images that look really good.

If you don’t have a high-quality camera, it’s ok.

Start with websites that offer free, copyright-free images, like unsplash.com. Type in your keyword and find hundreds of high-quality photos related to your niche. High-quality photos will make your account look very professional.

Include your own “flavor” that meshes with the way you pitch, but make sure that the people who follow your account feel like they are getting some kind of value out of it.

Some organizations use inspirational quotes or even tips such as how to care for your a/c unit. Choose information that will give something back to your audience.

You can use entire blog posts as an Instagram caption.

In short, be there, post information your customers want, and do it consistently.

Videos

Videos have a much higher likelihood of going viral. Jaeden reports that an account he manages might get 400-700 likes, while a video on the same account might get 1,000-14,000 views.

As a result, videos are a really good way to grow your business because videos are more engaging.

Also, though, if the video includes you talking and sharing information, it builds a relationship with your customers because they get to experience your personality in a way that they wouldn’t in a photo. It creates trust.

Stories

Many people go to Instagram just for the stories. If you can create a story that captures people’s attention, it’s a huge new piece of real estate.

When you have a new promotion or a new post, consider using your story to encourage followers to check out your new post. You can promote a podcast, a sale, a deal, or whatever you want people to know.

Once you have 10,000 followers on Instagram, you can put links in your story so people can just swipe up on the story to access your links. That’s when stories become super powerful because it’s a free ad that you can push to everyone who follows you.

Hashtags

Hashtags can be incredibly beneficial or they can be useless, depending on how you use them. Instagram allows up to 30 hashtags per photo, and users should take advantage of all 30 of them to be super specific about the content in the photo.

The platform’s artificial intelligence scans photos to see what are in them, and if you use a big list of random hashtags, your photo won’t perform well. The value of hashtags is that if someone clicks on one, they go to a hashtag page that shows all the images that used that hashtag.

For smaller businesses, use longer hashtags that have fewer people using them, ideally 20,000 to 100,000 uses.  Be super specific in your hashtags and use those that fit the size of your business.

Success story

Jaeden had great success with a luxury travel company. He set up unique accounts for different geographic locations: one for Maldives resorts, Bora Bora resorts, Greek resorts, and so on.

Each bio directed users back to the main page.

He said it was an easy way to tap into a saturated market that is often expensive to advertise in. Within a month, they were getting about 20 percent of their traffic from Instagram.

If you don’t have time to go and follow 1,000 users on a single day, consider using tools like Ninjagram or Jarvee to automate your Instagram efforts. You put your account into it and then select your competitors, and the tool does the work for you.

“New Leads Through Instagram” episode resources

Connect with Jaeden at Fiund.com with any questions you may have or to get additional advice or tips.

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

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Michael Koral, First Ever RoboAgency Needls, Donald Kelly, Social Media Marketing

TSE 948: What Small Businesses Need To Know About Building An Empire Through Effective Marketing

Michael Koral, First Ever RoboAgency Needls, Donald Kelly, Social Media MarketingOn today’s episode of The Sales Evangelist, we talk to Michael Koral about building an empire, and what small businesses need to know about building an empire through effective marketing.

Michael is the co-founder of needls.com, a robo-agency that creates targets and optimizes Facebook and Instagram ads for small business owners and entrepreneurs.

Small business owner

Many small business owners have tried using Facebook ads in the past without a lot of results. It’s tempting in that case to assume that the ads don’t work, but the reality sometimes is that they didn’t use them well.

Perhaps the business owner didn’t have a good handle on what he was doing or he didn’t want to admit that he needed help.

Business owners only have a few options when it comes to Facebook ads.

  • Do it yourself (which is challenging)
  • Hire an agency (which is expensive)
  • Use a different platform (which is complicated)

Needls is intended to “dumb down” the process of running Facebook ads. Its meant to help entrepreneurs or small agencies run Facebook ads properly.

Know your audience

Understanding the demographics of your audience isn’t the same as truly understanding your audience.

If you sell women’s shoes, it isn’t enough to know that your audience is women around 40 to 50 years old. You must know what her job is, what her income level is, who her friends are, what kind of shows she watching on TV, and who influences her purchasing decisions.

You must know the ins and outs of your potential customer in order to advertise effectively. The best way to do that is to talk to your existing customers.

If you’ve only sold 100 pairs of shoes, talk to the people who bought your shoes to find out why they bought them. Frame your marketing and sales around that particular buyer persona.

Consider whether there are multiple personas that make up your target audience.

Testing different objectives

Even if you talk to your customers, you’ll still have to test different marketing objectives and advertising objectives.

Your first 100 customers may have a different persona than your next 1,000 customers, so you may have to shift your approach.

You must try different approaches in your digital marketing mix.

You only have to do one thing really, really well, but you can test things outside of that one thing to make sure you’re not missing the boat somewhere else.

Grow the organization

It’s somewhat counterintuitive to digital marketing people, but in-person events are a great way to interact with potential customers or partners.

There’s still nothing better than actually talking to people in persona and getting to know like-minded business owners.

Meet with different people at different networking events. Go to dinners or meetups or find ways to connect with people in your industry.

It’s not digital, but it’s important. The point isn’t to gain business; it’s to make genuine connections and get insights.

When you go to in-person events, listen to people and provide advice and build trust. Then build an understanding that people should go to you for whatever it is you’re selling.

Having conversations

Sales calls now are about having meaningful conversations.

If you’re relying only on cold calls, you have to try something else. Focus on social media or ads, or content, or try the soft-sell approach.

Cold calls don’t work even as well as they did five years ago.

One executive told us that he doesn’t respond to cold calls. He said that the LinkedIn connection or emails are the primers for those conversations.

Needls has never done a cold call. They’ve grown from 0 customers to 1,000 customers by driving qualified customers to their site using Facebook ads, content marketing, and influencer relationships.

Start small.

It’s so easy to connect with people on social media. If you don’t already have an Instagram account for your business, set one up and start posting content. Instagram could become one of the biggest drivers for your business.

Finding influencers

If you sell office furniture, which isn’t super sexy, realize that everybody has office furniture.

Find someone on Instagram who has a unique twist on their office furniture. Follow that company.

Find people in your niche who already have a large following. Reach out and offer to supply a desk to an influencer who is willing to do a shout-out about your product.

Find people who have a large following and connect with them via direct message. Try out their service. Get in front of their faces as politely as possible.

You can generate leads on Instagram when you’re able to:

  1. Build connections
  2. Grow your following
  3. Use Instagram stories to talk about your service or provide advice.
  4. Use Instagram stories to drive traffic to your website.

Mistakes to avoid

To make your videos more effective, realize that 80 percent of the traffic is mobile, and most people don’t have their sound on while they are watching videos.

Without subtitles, they don’t know what’s going on, so they scroll past.

Use subtitles so that people who are watching without sound will still get your message.

Also, install a Facebook pixel on your website that will track to see how well your ads are doing. Without it, you have no idea how effective your ads are.

Make sure that you have a call-to-action. Don’t just talk about your product or service and then hope that someone clicks to your site and buys something.

Try something like, “Go to my site and check us out, and get a 25% discount if you use this code.”

Capture the audience’s attention within the first one to five seconds. Attention spans are incredibly short, so you must give people a reason to stop scrolling and engage with your content.

Facebook and Instagram are amazing ways to grow your business without spending a lot of money.

Using Needls

Check out Needls by answering a few questions that will help launch your first campaign.

  1. Tell the team more about your business.
  2. Identify where you hope to drive traffic.
  3. Enter a URL.
  4. Provide us with a headline or piece of text that describes your product or service.
  5. Upload an image or two.

After you’ve answered those questions, Needls can create hundreds of different ads for you to test to see which ones will work best.

They’ll target your ads using data science, and then optimize the ads 24/7.

It takes about 10 minutes to set up the campaign and then you can set it and forget it.

If you’re looking to build your business and get more sales and work hard now to create freedom in the future, you’ll put the time in now but you’ll be able to look back and see the benefits of your hard work.

“Building an Empire” episode resources

Needls is offering a 35-percent discount off the platform fee for listeners of The Sales Evangelist podcast.

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

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

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

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

Check out TSE Hustler’s League and apply to see if it’s a good fit.

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

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

Audio provided by Free SFX and Bensound.

 

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.

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.

 

Dennis Brown, Donald Kelly, LinkedIn, Inbound Leads

TSE 843: How to Get Inbound Leads From LinkedIn

Dennis Brown, Donald Kelly, LinkedIn, Inbound Leads

LinkedIn has evolved to be a place for business prospecting. Though it was once assumed to be a tool for updating your resume, sales professionals now get inbound leads from LinkedIn.

Today on The Sales Evangelist, we talk with Dennis Brown about using social media to connect with your target market and find business opportunities.

The goal is to flip the script: instead of simply connecting with your target market, use LinkedIn to engage people and have your prospects come to you.

Become the hunted

There are several steps you can take today to make your LinkedIn work for you. Like any social-selling strategy, start with the basics.

If you aren’t making a good first impression, start there. Dennis’s blog has tons of information about optimizing your LinkedIn profile to make a good impression.

If people engage with your profile and you don’t have strong social proof with good recommendations, you can immediately ruin the opportunity.

  • Post relevant content regularly, preferably every day.
  • Post content that’s relevant to your target market.
  • Focus on educating, inspiring, entertaining and engaging instead of selling.

Engage with your engagers

Once you’ve posted relevant content, people will engage. Engage them back. Show appreciation for their time and effort. You’ll start getting inbound connections, and your goal is to continue the engagement.

If they engage with your content, you’ll show up in their feed more often. “Know, like and trust,” will kick in.

From there, there are three ways Dennis conveys them to leads.

  1. Prospects see his content and visit his profile, which leads to added engagement.
  2. Prospects respond to his CTA to schedule a free phone call.
  3. He engages with their content if he knows they are a prospect who fits his customer avatar.

Dennis works backward, knowing that his leads often evolve from prospects who ask questions, so he determines how to get them to the point of asking.

In each case, he leverages the power of his profile to influence his prospects, and he creates inbound leads from LinkedIn.

Generate content that generates leads

His content leads prospects to ask, “How’d you do it?” which allows him to reply with basic information and resources.

Most recently, he offered his book 7 Habits of Highly Successful LinkedIn Users free to prospects who responded with “7 habits” in the comments section of his profile. More than 100 new leads requested the book, opting in with their names and emails.

Dennis then led them through a drip campaign that nurtured them into potential leads.

Throughout the campaign, prospects had the chance to ask questions and engage with content that was super relevant, because only relevant content will create opportunities for engagement.

“Inbound Leads From LinkedIn” resources

Dennis has created a one-page cheat sheet for everything in today’s podcast. Visit askdennisbrown.com/TSE to find a summary of today’s conversation, as well as all of his contact information.

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

We’ve got a free excerpt of the book so you can check it out. You’re going to love 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. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

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.

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.

Rom JB, Tutoring, Facebook Selling, The Sales Evangelist

TSE 841: Seek To Serve When Using Social Media

Rom JD, The Sales Evangelist, TutoringSocial media is here to stay. The faster sales professionals learn to use it, the better off they’ll be. The trick, according to Romual Jean-Baptiste, is to seek to serve when using social media.

Today on The Sales Evangelist, Rom explains how he uses social media, why he uses social media, and why you must incorporate it into your own sales process.

The truth, he said, is that we really have no choice in the matter. Everyone around us is using social media, and it’s a necessity that we evolve to it.

The more we resist it, the more of a disservice we’re doing to ourselves.

Identify your ideal customer.

Rom is a certified special educator whose company provides in-home tutoring for clients in New York City.

His ideal customer is a married working mom who is busy with her career, her family, and her social life. She uses social media extensively to interact with her friends, share things with her family, and ask questions.

Everything Rom does on social media is based around Lisa.

He completely surrounds himself with her life so he can understand how she sees the world. He joins women’s groups, reads content targeted at women like Lisa, and goes to live events and interacts with women like Lisa. He even tries to predict her favorite restaurants.

Rom said he constantly learns new things about Lisa because she is always evolving. As a result, his marketing and his use of social media must do the same.

He has determined that, once you understand your ideal client, you’ll be able to market effectively.

Interact with your prospects.

Once you understand who you’re marketing to, watch them to see how they use social media.

Rom discovered that his prospects are in their 30s, so they are primarily using Facebook, although they are also moving to Instagram. Because his prospects are moving, he’s going with them.

He also said he is careful not to spread himself too thin, choosing instead to focus on a couple of different platforms instead of trying to master them all.

In Rom’s case, he follows the school calendar and other related events to provide value to prospects.

If they ask a question about education, he answers it. If they accomplish something, he congratulates them. If the end of the school year is coming, he posts about summer learning. During back-to-school, he shares information about that.

By understanding who he’s going after and the problems they face, he is able to provide content relevant to the pain they are facing.

Invest in the people you’re trying to reach.

People tend to overthink social selling and incorrectly assume that the goal is to push their own agenda.

Instead, Rom said, take the time to invest in your ideal customer. Understand her. Provide value to her.

When prospects are considering whether to pursue tutoring, Rom works to land their cell phone numbers because he calls text messaging the “Holy Grail” of social selling. (People respond faster to text messages than email, in his experience.)

Once he has the number, he sends an infographic to their phone with a list of questions they should consider as they continue their research and decide which tutors to choose.

  • How flexible is your schedule?
  • How will you track my child’s progress?
  • How will you inform my child’s teacher about his progress?
  • Do you have a money-back guarantee?

This guide helps them make an informed decision about tutors, even if they decide to go with another company, and it’s directly on their phones so they can access it as they interview prospective companies.

Seek to serve when using social media.

Use time to improve your ROI.

It boils down to the platinum rule: treating people the way they want to be treated.

And though it may seem too time consuming to keep up with all of your clients via text message, Rom said the return-on-investment is incredible. If you are able to scale the unscalable, the sky is the limit.

It might seem too time consuming to send a Mother’s Day text to each one, or to acknowledge a child’s birthday, but people do business with people they know, like, and trust. Your clients will always be loyal, and they’ll refer you to other people.

“Seek To Serve When Using Social Media” resources

If you’d like to connect with Rom to hear more about how he tripled his revenue in less than two years with the help of social selling, connect with him on Facebook.

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.

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.

Social Media, Amar Seth, Social Selling

TSE 838: Social Selling Practices That Will Drive Results For You Today!

Social Media, Amar Seth, Social Selling

Your buyers are exactly like you. Statistics suggest that at least 57 percent of the buying process happens online before any conversations ever take place. If you aren’t taking advantage of social selling, and if your prospects can’t find you online, you’re missing a huge opportunity to impact the sales process.

On today’s episode of The Sales Evangelist, we’re talking with Amar Sheth about why sales professionals must harness the power of social selling in order to stay relevant.

Make the most of content

Content offers the best opportunity to engage with your prospects. If you aren’t willing to provide information to your potential customers along the course of their journey, you have no choice of impacting them.

How do you communicate your value and your expertise in a 30-second phone call?

Instead of using sneaky techniques to reach your prospects, share material and you and your company and your knowledge of the industry. Instead of relying solely on cold calling, incorporate social selling into your day. Share information that educates your buyers.

Imagine this: I post content that you find intriguing, and you click “Like” on the social media platform. That single, simple action will trigger your entire network.

If you’re connected to 1,000 people on the platform, I now have access to a lot of potential eyes for my content. I can potentially reach second and third-level contacts because of a piece of relevant content.

That would never happen on the phone.

Employ simple tools

Plenty of free tools exist to help you connect with your prospects.

Begin on LinkedIn, and look in the top corner for something called Pulse. It’s a social content aggregator that will help you find content that’s relevant to your audience.

Use Twitter to query the search terms that matter to your prospects. Note the top 10 results you get. If the same names consistently appear in your results, make note of them.

Find content that matters to your buyers. Go to sources that you know your buyer relies on and get content there.

If you’re serious about engaging with your prospects, you must tap into social media.

Shift your mindset

Tony Robbins frequently says that anything you try to accomplish is 20 percent mechanical and 80 percent psychological.

Accept that the buyer has changed, and internalize it.

If you have difficulty getting people on the phone in cold call outreach, understand that it’s not you. The buyer has changed.

Think of it this way: would you rather spend 8 hours a day making phone calls, or attend one happy hour event where all the same people are gathered together after work? Spend all day cold calling, or spend one hour handing out business cards?

You can’t close a deal if you can’t first have a conversation.

Episode resources

Connect with Amar on Twitter or LinkedIn.

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. 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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Donald Kelly, Social Selling

TSE 837: The Social Selling Experiment Part 2

Donald Kelly, Social SellingHere at The Sales Evangelist, we’re in the middle of a social selling experiment to determine how effective social selling is when it’s part of your everyday sales cadence.

I’ve selected a total of 80 companies that I’ve never had relationships with. I’ll use a traditional cadence of mail, email, and phone calls to build relationships with 40 of them. For the other 40, I’ll also incorporate social selling with the traditional cadence to measure whether it improves my results.

Traditional cadence

I chose to work in an industry I’ve never worked with before so I wouldn’t taint the results of the social selling experiment.

In the case of both groups, I started by building a list of prospects to work from.

For the traditional list, I started with Salesgenie, a lead-generation tool. It provides targeted sales leads by industry, with numerous mechanisms to help you filter your list.

I found the code for the industry I wanted to target, and used that to generate initial results. From there, I had the option to create lists of businesses or individuals. I also had the option to specify geographic information, company size, revenue, and other criteria.

The list I created was about 70 percent accurate.

My very first step was to send something in the mail to each of my prospects in an effort to capture their attention and provide awareness about me.

Social selling experiment

For the social side of the experiment, I first researched platforms to find out which ones were the most powerful, and LinkedIn was the clear winner.

Iinitiated a search on a basic LinkedIn account (not premium) without the help of any additional plugins.

I searched for the job title I wanted to target, and I searched for the industry. My goal was to find facilities whose COO or director I could connect with.

Once I had some results, I narrowed them by region, limiting them to primarily the southeast and Alaska.

In the case of this group, I sent them something in the mail, and I reached out to them on LinkedIn. If I discover that one of my prospects is connected to an existing LinkedIn contact, I’m taking advantage of that to build relationships.

As I progress through my cadence, I’ll continue to provide details about my message and my strategies.

We’re conducting this experiment so you don’t have to. We’re sharing this information to help you be successful, find more ideal customers, build more value, close more deals, and do big things every day.

Episode resources

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

I used the free version of Leadgibbon, a plugin that extracts public information for the people you’re trying to reach. It can also pull email addresses, phone numbers, and basic information about a company. That information can then be exported into a Google spreadsheet and used with your sales cadence.

We didn’t use LinkedIn’s Sales Navigator for purposes of the experiment, but it’s a great tool to help sales professionals tap into the platform’s network.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley.

I continue because buyers hate it when sellers disappear as soon as the deal is done. You don’t have to be directly involved. You can simply lead the process by making sure that the customer is getting everything he needs.

This book is a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers. Get your excerpt here.

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

Audio provided by Free SFX.

Dale Dupree, The Sales Evangelist, LinkedIn, Social Selling

TSE 836: Make Social Selling A Part of Your Day to Day Life

Dale Dupree, The Sales Evangelist, LinkedIn, Social SellingIf you don’t already make social selling a part of your day, you should. The millennial generation has connected everyone on social media. Using those platforms to sell should be a natural progression for all sales professionals.

Today on The Sales Evangelist, we’re talking with Dale Dupree, the Copier Warrior, about using LinkedIn as part of your sales process.

Create Curiosity

Your social media pages are your own personal web pages. Your goal is to make sure that people who visit your page can tell what you’re all about.

Make sure they can accomplish the things you want them to accomplish when they get there.

Spark interest for your connections. Create something of value.

If you can create undeniable curiosity, you’ll fly through the sales process in ways you never have before.

Dale recalled a customer who walked away from a 20-year relationship with another company to do business with him.

The customer told him that no one had ever created the kind of curiosity that he had. No one had ever made the sales process enjoyable like he did.

Avoid Pitching

When you first reach out to someone on social media, they’ll likely visit your profile and decide whether to connect with you.

If the very first thing you do after connecting is pitch them, you will have blown an opportunity.

It won’t matter that you have a cool product that no one has ever heard of because you will have blown your chance to connect.

Pitching them should never be the very first contact you make. You’ve built no credibility.

Social media is purely an outreach piece.

Build Community

Dale did the same thing with his LinkedIn community that he does with his in-person sales community.

He created content that motivated people to interact with him. He went local with his outreach and targeted people around him the same way he would with traditional prospecting efforts.

His social media platforms allowed his connections to view his bio and his work history, and learn more about him and his business.

He posted regularly about the connections he was making with people to promote the idea of fellowship.

He boiled it down this way:

Don’t neglect the less-obvious employees in any company either. Rather than simply connecting with the decision makers, connect with the people they work with as well.

Share Stories

People love a good story, so articulate yours well. Tell them how you got where you are. Ask them to share their stories.

It creates interest, and it encourages people to get to know one another.

Don’t be sales-y.

Salespeople are the enemy because there are a million of them, and you’re just one more in the crowd. Your prospect already has plenty of them.

Make people smile. Have fun. Get familiar with the people on social media.

If you do it well, when they meet you in person for the first time, they’ll know you as “the LinkedIn guy.”

Make social selling a part of your day.

Episode Resources

You can connect with Dale at CopierWarrior.com. You can also find him on LinkedIn and other social media platforms as well.

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.

 

 

Michael Sardina, Twitter, Social Selling, Donald Kelly

TSE 834: Sales From The Street: “Selling With Twitter”

Michael Sardina, Twitter, Social Selling, Donald Kelly

One of the challenges sales professionals face when selling with Twitter is staying focused on the task at hand. There’s so much noise and there are so many distractions that it’s difficult to avoid falling into the entertainment trap of social media.

On today’s episode of The Sales Evangelist, we talk to Michael Sardina about selling with Twitter, and the challenges he faced when he first started social selling.

Be intentional

It’s difficult to stay focused on social media.

If people don’t guard against it, social selling gives them an excuse to spend an entire day on social media.

Conversely, if you base all your social media activity on what’s good for your business, your social media will start working for you.

Michael focused his communications on only those people who were related to his specific business needs. He started following people who were related to his specific business.

When he discovered people in his industry that he thought might be interested in what he was doing, he started following them.

He made  a list of those people he was trying to target: project managers and leaders who might make good prospects someday.

Pay attention

He started by noticing what his connections  were already doing on social media.

If they posted something, he made a point to like it or comment on it. If something relevant popped up in his feed, he either reached out via Twitter or direct message.

Michael said he realizes now that most people think social selling is too salesy, but that’s largely because they’re doing it wrong.

Engage often

After Michael made a point to start noticing what people were doing on social media, he started getting messages from people asking how he could help them.

He started responding to their messages and having conversations simply as a means to get to know people. That kind of engagement allowed him to get to know people in a way that didn’t revolve around sales.

He called them lighter touches.

Then, when it was actually time to promote something, people already knew him, so communication felt less salesy. It was easier to contact them because he had invested the time to connect with them outside of sales.  Selling with Twitter was suddenly more natural.

If you start helping people, they’ll respond to you and you can engage and have conversations with no expectations.

Identify people in your industry and follow the people you want to connect with on Twitter.

Episode resources

Connect with Michael on Twitter at Michael Sardina and on LinkedIn.

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.

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.

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Travis Chippell, Donald Kelly, The Sales Evangelist, Facebook Groups

TSE 833: How To Connect In Facebook Groups Without Being That One Person

Travis Chippell, Donald Kelly, The Sales Evangelist, Facebook Groups

Facebook is a powerhouse social media platform. Its 2 billion users make it a great place to connect in Facebook groups and a great vehicle for targeted online networking.

On today’s episode of The Sales Evangelist, we’ll talk with Travis Chappell, founder and host of Build Your Network podcast, about how to connect in Facebook groups.

Proper philosophy

Just like asking directly for the sale with no relationship doesn’t work in a face-to-face setting, it doesn’t work in an online setting.

Your philosophy should include the following:

  • Be giving. Add more value than you subtract.
  • Be genuine. Build true connections.

Understand that networking and friendships don’t have to be separate entities. In effect, networking is creating friendships with people who have similar interests to yours.

Marketing is a long-term game.

Profile cleanup

Go to your profile and evaluate what people see within the first 10 seconds of visiting your profile.

The first thing people will do when you connect with them in a Facebook group is visit your profile. Your first impression online is as important as your first impression in person.

Make sure your photo represents you well. If your photo has a group of people in it, consider changing it to a photo that reflects you only.

Use your profile photo and your cover photo to show visitors what you’re all about.

Many people are going to view your photo and it’s essentially a free billboard.

Increased engagement

Sales professionals have a tendency to make relationships into transactions. They sometimes ask for business right out of the gate.

In Facebook groups, this kind of conduct won’t benefit you.

Facebook algorithms prefer people who engage with community, and it doesn’t like external links. As a result, if you aren’t engaging with the people in a group and you show up simply to post a link, Facebook won’t show your link to many people.

Be smart about joining Facebook groups. Do it the right way. Grab a copy of Travis’ book Groupology: How to network in Facebook groups without being “that one person.”

Long-term goals

If you engage with people in Facebook groups, consider it a long-term investment. Expect to spend three to six months building relationships and engaging with people there.

Post valuable things that make it easy to engage. Ask questions. Seek feedback.

If you post something of value that generates responses, make sure to respond to those comments. Rather than simply collecting comments, engage with the people who are responding.

There is no silver bullet for any sales activity. Instead of looking for shortcuts, put in the work to build relationships in the group.

Episode resources

Find Travis and his podcast at buildyournetwork.co, and connect with him on social media from there.

Grab a copy of the book Stop Selling & Start Leading, offered by our friends at Wiley, to help you become a leader to your buyers by presenting value and building relationships. The book provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

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

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

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

Audio provided by Free SFX.

 

Donald Kelly, Social Selling, LinkedIn, Prospecting

TSE 832: The Social Selling Experiment

Donald Kelly, Social Selling, LinkedIn, ProspectingWhen you’re not making the progress you know you’re capable of, you have a choice to make: do you continue doing the same things you’ve always done, or do you try something new? I believe it’s important to investigate new ideas, and I’m going to conduct a social selling experiment that will accomplish that very thing.

Today on The Sales Evangelist, I’ll share new ideas that have worked for me in the past, and I’ll explain how I’m going to put my reputation on the line to test it.

The problem

Buyers aren’t looking for typical salespeople. The landscape has changed, and buyers are seeking sellers who will take the lead. They want sellers who solve problems and conduct business differently.

The authors of the book Stop Selling & Start Leading compiled tons of research direct from buyers that helps sellers understand exactly what they’re looking for. The book is like a blueprint for sales professionals.

At The Sales Evangelist, we’ve found the same thing. We’ve begun offering services in business development that allow us to develop business for our clients. We find the buyers and set the appointments, and we’re discovering that many companies aren’t doing business development well.

We’re trying new strategies and exploring different possibilities to reach the prospects that can become long-term relationships.

The challenge

To demonstrate the power of it, we’re going to conduct a social selling experiment. We’ll connect with 20 people we’ve never done business with before using traditional techniques like phone and email.

We’re also going to use social media to connect with 20 different people that we’ve never done business with before.

For the social media group, we’ll develop a cadence model, and we’ll use LinkedIn, Twitter, Facebook, and Instagram to grab the attention of people and make them aware that we exist.

I’ll invest 20 minutes each morning and 20 minutes each afternoon engaging with people on social media. As they respond throughout the day, I’ll also engage with them then.

We know social selling works, and we want to demonstrate the results to you so you can see for yourself. We’ll evaluate at the end of the week which method produced the best results.

The baby steps

Many of us say we want to try social selling but we’re also afraid that we’ll mess up publicly. We can’t simply trust bots to make our connections for us, because people can see right through that method.

Try one of our techniques and see how it works in your industry. Check in on The Sales Evangelizers on Facebook to follow our progress and interact with us as we conduct the experiment.

We’re doing this experiment so you don’t have to. We’re putting our reputation on the line to demonstrate the value of trying new ideas to invigorate your sales pipeline.

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

Episode resources

Pick up your copy of Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley.

Check out a free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen, and discover why some of the things you’ve been taught to do in sales may be the very things your prospect hates.

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.

Audio provided by Free SFX.

Jack Kosakowski, Social Selling, LinkedIn, Twitter, Facebook Ads

TSE 831: Social Selling Is Not Working For You Because You Don’t Know How It Works

Jack Kosakowski, Social Selling, LinkedIn, Twitter, Facebook Ads
If your company’s marketing strategy hasn’t evolved, you’re likely paying a high price for it. Furthermore, if you don’t understand social selling, it will never generate any positive results for you or your organization.
On today’s episode of The Sales Evangelist, we talk to Jack Kosakowski about understanding social selling and why you should embrace the platform instead of fighting it.

Social selling mistakes

The biggest mistakes sales professionals make on social media is failing to understand it and take it seriously. Many people assume they understand social media, when in reality it’s much like other aspects of sales: it requires training.

In many cases, sales professionals are treating social selling as another form of marketing when, in fact, it’s actually a new way of selling.

They aren’t creating content that people care about, and they aren’t posting consistently.

There’s a lack of caring and no outbound engagement.

In a phrase, there’s a failure to build relationships.

Becoming a noticer

Jared Easley recently shared the importance of being a noticer on social media. Being a noticer begins with using social media as a tool to capture people’s attention.

It’s about attracting people’s attention before they even realize they have a need that you can satisfy.

Instead of employing the old technique of “cold calling,” you can use social media to connect with people and grab their attention long before you initiate a sales conversation.

Instead of jumping straight to the sale, begin by letting them know that you exist.

Social media can help you have the right conversations with people who want to have them instead of having conversations with people who don’t want to have them.

It’s a matter of getting the right attention from the right people.

Social selling steps

Sales professionals must let go of their lazy tendencies.

1.  Create new content that is hot-off-the-press and industry specific; share it before the CEOs in your industry find it.

2. Use content to create conversations. Use high quality content and include your own insight.

3.  Commit to spend 30 minutes a day reading up on the trends in your industry.

4.  Diversify your attention-seeking methods. Use different methods to attract different people.

5.  Test different kinds of content to see what performs best for you. Different content will attract different people.

6.  Dominate your industry. Share information that people can’t find elsewhere.

Episode resources

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.

After you’ve tried some of the ideas here, I’d love to hear how they worked for you. Email me and let me know what your results were.

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.

Social Selling, Donald Kelly, Content, YouTube

TSE 829: Sales From The Street-“Being Small Doesn’t Benefit You”

Social Selling, Donald Kelly, Content, YouTubeI spent too much time thinking small: failing to try new things for fear that I wouldn’t be good at them. It wasn’t until friends in my Mastermind group challenged my thinking that I realized that being small doesn’t benefit anyone.

Today on The Sales Evangelist, we’ll discuss how small-mindedness can hurt you, and how you can provide value to your customer if you’ll push past that kind of thinking.

Nagging thoughts

For years, I believed that social selling wasn’t for me, because I wasn’t charismatic or beautiful enough to make videos or create other visual content.

Furthermore, I believed that if I did create content, trolls would come out of the woodwork and sharpshoot my efforts. If that happened, their criticism would send me running back to the safety of my cave.

Finally, I believed that I didn’t have anything of value to offer. I didn’t believe I was capable of social selling.

Even with the launch of this podcast in 2013, I was plagued by thoughts that I didn’t have enough time or adequate equipment to generate videos. I didn’t have the capability to edit them and I didn’t have enough content.

When my friends challenged me to share just one thing on social media, I created a video that didn’t get a lot of attention. That video prompted me to compare my own work against other content that was out there, and I was immediately tempted to stop.

It took me a while to realize that you’ll rarely be successful on your first attempt at anything.

Untrue beliefs

At some point I realized that YouTube is the second largest search engine in the world. I also realized that by failing to take advantage of its audience, I was passing up opportunities.

I bought myself some inexpensive lighting and a small camera, though I could have accomplished the same thing using simply a cell phone, and I got to work creating videos.

Surprisingly, no one criticized my appearance in those videos and no one challenged my content. In fact, they liked what they saw, which propelled me to create more.

When I committed to do Facebook live segments, I discovered that people were really watching them. One day when my broadcast was a few minutes late starting, a group member messaged me wondering why he couldn’t see the content.

It occurred to me then that, if I hadn’t generated that content, at least one person would have missed it.

Effective tools

So how does social selling help your business? People see your expertise in a different medium than usual and they have a chance to evaluate your content.

Instead of simply trying to convince them to buy my product or service, I can use social selling to prove the value of my content so they’ll be more inclined to take the next step.

Think of how many YouTube videos you have personally watched, and the value they have provided to you when you were trying to fix something or solve a problem.

Figure out your prospects’ frequently asked questions, and begin with a simple video answering those questions for your audience.

Being small doesn’t benefit you and it only serves to cripple your efforts. Get rid of thinking that says you’re not capable.

Episode resources

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book 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 so you won’t miss a single episode.

Audio provided by Free SFX.

Donald Kelly, Take Charge, Creative, Outreach

TSE 824: Sales From The Street: “Take Matters Into Your Own Hands”

Donald Kelly, Take Charge, Creative, Outreach

The very best thing you can do for your sales pipeline is to get your content in front of your prospect even before they need it. The most effective way to do that is to take matters into your own hands and utilize social selling to reach your prospects.

On today’s episode of The Sales Evangelist, we’re sharing our own story of social selling and why we fought so hard to employ it. Like every episode of Sales From the Street, you’ll hear about the struggle, how we overcame it, and what the results were.

Resistance to social selling

At one of my previous companies, a coworker and I recognized the power of social media for sales professionals who were trying to reach prospects. What we noticed, though, was that our leaders weren’t on board with the idea.

In the early days of LinkedIn, management assumed that if you were on LinkedIn, you were looking for other jobs. Since then, the platform has transformed into a place where sellers can build relationships and find opportunities.

The truth is that very often your prospects don’t know who you are; and being the best-kept secret should never be your goal.

Your ideal customers need to know who you are, because they know who your competitors are.

The marketing department didn’t like the idea. They said any social selling would have to be consistent and uniform. (Translation: they didn’t like the lack of control.) They recognized that we should be doing something, but no one wanted to implement change.

Our markets were shrinking and our opportunities were dying.

Your own pie

My coworker and I offered to help write content so it didn’t all fall to marketing. Although everyone acknowledged the need for social selling, no one wanted to let us have a piece of the pie.

So my coworker and I created our own pie.

We created a blog and started generating content about our product. We shared the content with our prospects in the form of blog posts.

The important thing is that we took control of the problem and addressed it ourselves. We never did close lots of deals as a result of it, and we didn’t make millions, it helped us realize the need to embrace social selling.

I’ve done the same thing with The Sales Evangelist, using my podcast as a means to connect with people. Early on, I noticed that one of my prospects had been interviewed for a pretty popular magazine. I asked him to appear on the podcast, and he eventually introduced me to other people.

Your own brand

Every seller must have his own brand online, even if it’s only your LinkedIn or Twitter pages. If you’re in the healthcare space, tailor your accounts to that industry.

Create content that helps you connect with your prospects, whether it’s a blog or a podcast or something different.

Just like there are many possible routes that will get you from New York to Los Angeles, there are many ways to utilize social selling to reach your audience.

Don’t be a one-trick pony, and don’t abandon the things you’re already doing. Simply add social selling to your process to help you reach your audience more quickly and efficiently.

Episode resources

If you haven’t already established your own brand, personal brand strategist Stephen Hart specializes in helping service-based professionals and entrepreneurs build their own personal brand.

Successful sellers find ways to think outside the box, because prospects want you to lead them rather than sell to them.

This is why I’ve recommended Stop Selling & Start Leading: How to Make Extraordinary Sales Happen, brought to you by our sponsors at Wiley. It’s a blueprint for sellers, giving you a first-hand look at what buyers want and the things they hate. Click here for an excerpt of the book.

Check out the Video Jungle Podcast to hear best practices for video and film production and to learn the art of selling your product with video. The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries.

Audio provided by Free SFX.

Social Selling, Selling Online, Donald Kelly

TSE 823: You Call That Social Selling?

Social Selling, Selling Online, Donald Kelly

When I first discovered the idea of selling on social media, I wasn’t approaching it the right way. I assumed that social selling was as simple as posting something that would lead to a sale.

I realized, though, that social selling involves building relationships and guiding the prospects through a conversation that might lead to an appointment. Today, on The Sales Evangelist, we’ll discuss what makes today’s buyer different, and why outdated sales strategies won’t work.

Social selling and brand identity

Simply asking people to buy your product won’t prompt a transaction.

You must think differently about social selling.

The truth is that most sales professionals won’t stay in one job for 20 years. Most will switch jobs within about 3 years, although they’ll likely stay in the same industry.

By establishing a brand identity, you’ll allow your customers to follow you no matter where you move within your industry.

Make your social media pages reflect your industry and your knowledge about the it.

Amplify your message

Improve your ability to reach people with the following steps.

1.  Choose the right network. Do that by using the platform your customers use. Ask people in your industry what platform they spend time on.

Watch your prospects’ social media activity and use it to build relationships.

2.  Be consistent. Post regularly. When customers repeatedly see you online, and they don’t see your competition, they’ll begin to engage with you more.

3.  Establish expertise. Find information that’s relevant to your customers and find a way to tailor it to their situation. If you’re reading about Facebook privacy issues, figure out how that relates to your prospects.

Use mechanisms like videos or animations or blogs to establish yourself as a resource. Fiverr is a great place to hire help creating any of these resources.

4.  Engage with your audience. If a prospect got a promotion, or had a birthday, or changed jobs, use that as an opportunity to engage. Send a personal message.

Better yet, connect two people in your network. If one of your connections needs new office furniture and you know someone who handles office furniture, tag them both in a post with an introduction.

5.  Be the expert. Share content. Post on LinkedIn. Write blog posts. Create a podcast using Anchor.

Start by finding your customers’ top 10 frequently asked questions and answer them in one of the methods above.

Pick one of these  and start working to build value today.

We want you to be successful; to find more ideal customers. We want you to build stronger value and close more deals. We want you to do big things.

Episode resources

You can hire specialists to help you with video or animation projects or other gig-type work at fiverr.

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Use Anchor to start your own podcast as a way to establish yourself as an industry expert.

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

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

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

Audio provided by Free SFX.

 

 

Donald Kelly, The Sales Evangelist, Sales from the Street

TSE 644: Sales From The Street-“Get Social”

The Sales Evangelist, Sales from the Street, Michael ManzurToday’s episode is about getting social… the right way. Our guest today is Michael Manzur. He has some great insights into utilizing social media for selling. It’s about taking advantage of things that will help us work smarter, not harder. These are things that have worked for them, that might already be working for you now, or things that you can still improve upon. Michael is the CEO of Flood Me Social, a social media marketing agency.

Here are the highlights of my conversation with Michael:

Michael’s greatest sales struggles he has had:

How to align the brand with the audience

Strategies to help align your business with your audience:

  1. Figure out where your audience is engaging.

Observe all the social cues and all the different cues you get.

  1. Align the value with the need then implement steps to get there.

Observe how to align your value to their need.

  1. Build rapport.

You probably hear this a lot but it’s still being less applied. Understand why these people do what they want to do.

  1. Understand social cues through demographics.

Figure out the person’s age, occupation, location, etc. Understand those needs to be able to create a snapshot.

  1. Continue bringing value.

You want the success to continue. Make sure everything is aligned. Align your why and how. Remember that the how informs and the why transforms.

Michael’s Major Takeaway:

Know your why. It’s a very powerful element in sales. You want to make sure the why of the company and your internal why are all aligned with the needs of the customer.

Check out their Facebook group, Miami Social Media Marketing (you don’t have to be someone from Miami) and find great value especially if you need any social media marketing advice.

Episode Resources:

Flood Me Social

Connect with Michael on Facebook and LinkedIn

The Science of Selling by David Hoffeld

Join the TSE Hustler’s League. We will be having two tracks this semester – one focused on value building and the other focused on business growth and development. The semester starts on September 25 and we’re only taking 25 people for each track.

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.

 

Chris Jones, Donald Kelly, Selling on Instagram, The Sales Evangelist Podcast

TSE 576: How I Grew My Company Using Instagram and My Smartphone

Chris Jones, Donald Kelly, Selling on Instagram, The Sales Evangelist PodcastAre you using Instagram for your business? If not, then this episode might inspire you to get also get started with it. Instagram is a social media platform that is growing in popularity. People love sending pictures and they love to connect. Maybe your business can also benefit from it. If not, then so be it. either way, learn from our guest today, Chris Jones, on how he actually built a company, an activewear business, with nothing but a phone and his Instagram account. Chris is going to share with us some Instagram strategies and tools to help you generate more leads.

With a background in direct sales, Chris is currently focusing on two projects, an activewear brand, Bec Sport, and a blog, www.unoboy.com about his exploits in eCommerce and trying to sell physical products online.

Here are the highlights of my conversation with Chris:

How Chris started from scratch:

Working as an employee for a real estate technology brand, he was doing phone sales off full commission. Being glued to a computer 8 hours a day, he decided he needed a change.

The podcast is where it all started. He came across a guy selling physical products on Amazon and it spoke to him on a deep level.

Being a gym enthusiast, he looked around to see what problems he can help solve with a physical product and figured he’d create the best pair of pants he can wear in the gym.

He got in touch with overseas suppliers and three months later, he got his first sample. He let his friends try it out and everybody loved it. Now that he had a product, he had to figure out a way to sell it.

Strategies for selling his product:

  • He originally wanted to put it on Amazon but he had to prove his online reputation having this threshold for Amazon approval.
  • He then set up the Instagram account to like a real clothing brand and posted some photos. Nobody like it!

Instagram strategies:

  1. Go out and engage with other Instagram followers and generate a lot of follows, likes, comments, and all kinds of engagement.
  2. Go to a specific hashtag, whatever your niche is and like every single photo in the hashtag and then post some comments. And they will also comment and follow back. Chris did this for two hours a day but knew he had to automate things.
  3. Use an Instagram tool such as Instagress – This tool allows you to automate and replicate this human behavior that instead of doing it two hours a day, you can do it 24 hours a day.

Automated Engagement: Is it spamming people?

Chris believes you should only be replicating real human behavior with Instagress. Leverage your time so instead of being able to spend 2 hours a day, you’re now able to completely free yourself of the task while being able to do this 24 hours a day.

Sending automated emails were not accepted in the old days but nowadays, email automation is necessary for most businesses.

Automation is a way to go up behind people you’d like to meet or you’d like them to meet you. This is your opportunity to walk up behind somebody, tap them on the shoulder, and start a conversation. What you do after is also very important.

Chris’ tips when starting your own business:

  • Stop always chasing money, and scratch your own itch first.
  • Solve a problem you have personally then you will be uniquely suited to sell that to other people because you know the customer you created the product for in the first place.

Converting followers to buyers:

Use of persuasion triggers and start putting them into everything you’re using to communicate with people. Make sure they’re built into your captions and in your website’s product description. An example of persuasion trigger is scarcity.

Turning Scarcity into Strength

Scarcity is built-in to small businesses. Scarcity will make people buy stuff they don’t even need afraid they’re going to miss out. So turn your scarcity from a weakness to strength.

Be creative in finding ways that your product is scarce. Scarcity is what makes them buy now versus six months from now. It accelerates the buying cycle.

Chris’ Major Takeaway:

Get some thought on the idea of scarcity because scarcity can sell your product 10x faster than having a great product or even having a great price. Whether it’s a promo code that expires later today or you’re going to run out of inventory, give some thought on how you can use scarcity to sell whatever you’re selling.

Episode Resources:

Check out www.becsport.com and follow them on Instagram @becsport. Also, find some cool stuff from his blog at www.unoboy.com.

Connect with Chris through email at chrisjones@gmail.com.

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

Alibaba.com

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.

Social Selling, Ian Moyse, Donald Kelly, The Sales Evangelist Podcast

TSE 546: Using Social Media the Right Way to Increase Sales

Social Selling, Ian Moyse, Donald Kelly, The Sales Evangelist PodcastSocial selling has become one of the hottest topics today but a lot of people are not actually doing this right. My guest today, Ian Moyse, is going to give us some clarity and super valuable insights into social selling specifically around sales development.

With about 25 years of experience in the sales leadership arena, Ian has seen a lot of shifts in sales over the years including the use of social media. So how do you actually get a grip on this relatively new way of selling to make sure you achieve the success you want?

Here are the highlights of my conversation with Ian:

What is Social Selling?

People often equate social selling to social media but it’s just about social sales engagement and most companies call it social selling. Social selling is not in a Venn Diagram that overlaps with LinkedIn. While LinkedIn is a very useful tool, social selling is a methodology, a process, a way of thinking that encompasses the use of some tools of which LinkedIn is one of them.

Social selling involves the use of social media to engage with a customer or a prospect in some manner. It could be either get a contact or an existing customer that’s offering us a better way of supporting them and engaging them.

In short, businesses use the social media platforms to business advantage.

How to get started with social selling:

  1. Have a target audience.

Instead of hitting 500, all you want is just 23 people with the right profile who want to have a conversation with you because then you can really use your skills to convert them now or use them for later.

  1. Business leaders should bring it into a business.

Sadly, many business leaders see social media as a marketing thing or pushing information out just so that it’s out there. Or they may also view it as a toy and would only consider their salespeople as selling if they picked up the phone. But the buyer dynamics has significantly changed, the way they engage and the way they can search the net to look up insights and reviews. Between 50% and 70% of the sale is done before buyers engage with a salesperson.

Second, managers often want an immediate result and you have to understand that social selling can be a long, nurturing process.

  1. Make a great first impression.

Paint a good picture of how you look as an individual. Make sure you have a good picture and you add a bit of personality in there. Customers look for your creativity in the way you present yourself. Just get the basics right first.

The first impression counts, but in today’s world, the first impression doesn’t happen when you meet them in person. It happened prior to that because they’re already looked you up online.

Testing the Look of Your Profile

Ask your colleagues or friends and get comments about the look of your profile. You can also test this in your site using www.photofeeler.com. It’s a free site that allows you to test the look of your photo and get comments from people who voted based on a certain set of criteria. With a little bit of free effort, you can really get that edge. It’s always the 1% difference that makes a huge difference in sales.

“The horse that wins the race by a nose gets 10x times the amount of the second place.”

So you don’t have to win by ten miles but it’s the little things that add up that could mean someone chooses you for that job or project.

  1. Nurture your prospects.

LinkedIn Sales Navigator

Again, social selling is a long, nurturing process. Identify your target list. Use LinkedIn Sales Navigator, for example, so you can mark them and group them accordingly.

Twitter Lists

You can do the same thing with a Twitter List. For example, name your targeted people as “Influencers” list and seeing they belong to that list would flatter them. Then they will look at who added them and of course, you want your profile to look good and professional. Then you can look at that list any time or share them with colleagues.

Engage with them.

Share something they posted or comment on their posts but make sure you’re doing this genuinely. Don’t be someone you’re not. Look for something where you can leave genuine comments. The real goal for this is to get them to comment back or follow back.

  1. Make it a habit.

Understand that this is a slow game. Most people, however, are not doing this. It’s adding up these small things that compound to the success you get out of this.

Ian’s Major Takeaway:

Do not ignore social media and figure out what works. You don’t have to be on everything. Get your personal brand up because there’s a lot of people in the job market so it’s very competitive. A sales leader will always look for a star. You don’t necessarily have all the answers but you’re always open to being coached and always willing to learn.

Episode Resources:

Connect with Ian on LinkedIn and Twitter www.ianmoyse.cloud

Photofeeler.com

LinkedIn Sales Navigator

Twitter List

The Sales Development Playbook by Trish Bertuzzi

Check out our Facebook group, The Sales Evangelizers

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.

Donald Kelly, The Sales Evangelist

TSE 522: Salespeople are NOT Marketers

Donald Kelly, The Sales Evangelist It’s a common misconception among many entrepreneurs that marketing is sales and vice versa. But here’s a fact: Although sales and marketing are closely related as they are basically part of the same family and are similar in many ways, they’re still two different beasts. And I’m going to share with you today why it’s important to understand the distinction between the two.

I have a friend talking about going into a new industry and start up a business. He is actually an exceptional seller and author so I know he could surely go out there and do a really, really good job. The challenge, however, was his idea of creating an online course. And while a lot of people become successful at this, many are still having a tough time doing it with only meager results. What could be the reason for this? tn74sdjj

Sales Professionals are NOT Marketers, Marketers are NOT Sales Professionals

Online selling is a different beast compared to traditional selling.

Marketing focuses on campaigns which are long term. Marketing’s job is to find leads they can bring into the funnel which sellers get connected with to turn these leads into clients. Sales, on the other hand, has a relatively shorter process.

In marketing, the content you create must be something enticing enough for customers to open your email or for them to keep coming back.

eLearning is an online marketing strategy. Your sales experience does not matter. As a sales rep, you’re not going to be as successful at it than as a marketer. Hence, you have to think like a marketer. Without expertise and clearly understanding how to create the funnel or how to create the proper cadences and all the technical know-how, you won’t be successful at it.

Having good marketing knowledge

Sales professionals and marketers are two different beasts. That’s why most traditional sellers who try to do online selling fail. Having good marketing knowledge is key.

Can you learn this stuff? Of course!

You have to understand both roles to be effective. You have to be a hybrid of sales and marketing. Understand the funnels and how to build them. Understand how to nurture your lead and how to create compelling content.

Admit that you’re not a marketer or that you’re not a seller.

When you try to get into a new space coming from traditional sales or traditional marketing, you have to recognize that it’s not your forte. That’s the first step. Then you go from there and do what you need to do to develop and improve. Otherwise, get someone who can do it for you.

How to improve in your selling:

Join mastermind groups such as the TSE Hustler’s League. Listen to podcast. Read books.

How to improve in your marketing:

Go to expert marketers like Ryan Deiss or turn to organizations that can give you the marketing expertise like HubSpot. Get certified and learn all the things out there.

Episode Resources:

Ryan Deiss – DigitalMarketer

HubSpot

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.

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 457: Social Selling Mistakes You Should Avoid

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

78% of salespeople who use social media outsell their peers. Yeah, true. Social selling works. But you can’t just do it without first even understanding how it should be done. It’s all about building relationships and building value.

Here are some strategies to make sure you don’t make the mistakes many people do when they’re social selling:

  1. Be human.

It’s not just putting out your name out there and expect people come to you in the same way that it’s not about begging people to buy from you. You need to realize that you need to be a human being when you’re social selling. Social media is not a different world. Sure it’s not tangible, but people on the other side of the screen still see you as a human being.

  1. Provide value.

Bring education.  If people see you can provide value to them and it makes sense to connect with you, then they’re more likely to build relationships with you.

Be able to come across as the go-to person who is someone who can help them in their struggles or challenges.

Be a connector. Try to find out their ideal client or the industry they’re going after and try to connect them with the people in your network. Being that middleman is an awesome thing!

  1. Discover your ideal customers, if you haven’t yet.

You don’t have to go to all the social media platforms. Just stick to the ones you’re market is at and provide value to them there. Provide 3 pieces of content that speak to a specific challenge that they’re facing in that industry and come up with a solution to that (ex. white paper or video training).

  1. Focus on building the relationship.

It’s okay if your clients don’t buy right now. Maybe it’s not the right time yet. Instead, focus on building that relationship. Refer them to people whom you know might help them. And seeing that sincerity from you, they might just refer you to their network and that means opportunity for new businesses.

Episode Resources:

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.

LinkedIn Sales Navigator, The Sales Evangelist, Best Sales Podcast

TSE 455: TSE Hustler’s League-“LinkedIn Sales Navigator”

LinkedIn Sales Navigator, The Sales Evangelist, Best Sales PodcastToday, we bring you a past snippet of one of our sessions over at TSE Hustler’s League where we focused on LinkedIn Sales Navigator so you can learn how you can improve your hustle as you do social selling. Through this strategy, LinkedIn takes you to a hyper whole new other category which allows you to pinpoint your ideal customer or prospect to go after, find ways to reach out to them and manage those. It works almost like a CRM!

Here are some of the things you can do with LinkedIn’s Sales Navigator:

  1. Make a Search.

Filter based on:

  • Location
  • Relationship
  • Company
  • Industry
  • Specific Functions (Consulting, Business Dev, etc)
  1. Save them as a Lead.

This will bring you to a bucket called Leads. That company will also be saved under your Accounts. Now, the Sales Navigator is going to keep an eye on what’s going on in that company. You will also get to see what the person or company you’re following is sharing so you will have an idea of what matters to them.

  1. See who’s viewed your profile in the last 90 days
  2. Reach out to any LinkedIn member with InMail.
  3. Suggested leads

Sometimes the potential leads have shared something and that allows you to interact with what they’ve shared from there.

  1. Save your search.

Saved searches will be email to you according to the frequency you want.

  1. Get insights as who among your network is connected to a certain profile and how.

You can also export this to Salesforce which can be done in one click. Then you reach out to them and schedule out your meetings.

Episode Resources:

Join the TSE Hustler’s League

Check out LinkedIn’s Sales Navigator

Salesforce

The ONE Thing by Gary Keller and Jay Papasan

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.

Jeff Leo Herrmann, Donald Kelly, The Sales Evangelist Podcast, Content Marketing

TSE 351: Publish or Perish: Selling in the Age of Content Marketing

Jeff Leo Herrmann, The Sales Evangelist PodcastWith so much information on the internet today, prospects have become more empowered than ever that if you as a seller do not also counter this by being as best prepared as you can be, they could only see you as nothing more than a sales agent rather than being seen as an industry expert or problem solver.

So how do you prepare yourself before meeting with prepared prospects?

Let’s welcome Jeff Herrmann on the show today as we talk about how you can prepare when you’re selling to folks who are more aware than ever.

Jeff is the Chief Revenue Officer at Fathom, a full-service digital marketing and analytics firm that helps clients connect, communicate, and celebrate with their customers using digital marketing strategies and tactics. They spend a lot of time designing programs to help their clients move up the marketing maturity curve from optimizing content to really structuring effective communication programs.

Here are the highlights of my conversation with Jeff:

The Empowered Prospects

Studies show that about 60% of buying decisions is already done by the prospect before they get in touch with the seller.

Companies are putting forward great content in a helpful and problem-solving way

Salespeople have become teachers and curators to help filter out the noise and leverage all data at our disposal to listen and learn.

There is no better time to be a prospect because of the advent of Google search.

What you need to do as a seller to become more effective:

  1. Recognize where the prospect is in the buyer’s journey.

Use content as a tool if you offer up early stage, industry-centric, macro-economic type of content versus later stage, feature-specific, price-specific type of content and which one they gravitate more towards. Become a master of your market and become a resource.

  1. Become a teacher and a problem solver.

Consumers while they have access to a volume of information, they’ve been trained to become impatient, fickle, and easily frustrated. As a sales professional, get in there. Become a trusted adviser and help eliminate some of that noise. Then you become appreciated rather than just seen as an agent of a product. Add value at every turn.

Why is there no better time to be in sales than now?

  1. Observer

Consumers have more opportunity to learn. Salespeople have a bigger opportunity to observe what they’re learning. Be an observer using social media tools just to observe information about your prospects.

  1. Participant

Drive some engagement to germinate the seeds of relationship. This gets consistent with being a teacher and problem solver.

  1. Curator

Think of yourself as a curator. How do you become that industry expert to curate news and information that’s relevant and timely for your prospects?

  1. Creator

You’re not only assembling great information but you have a strong point of view in your industry and your markets. Use social tools to put forward your consistent point of view by leveraging different platforms (ex: video and audio).

Preparation is key.

Activity and preparation matter. That’s what separates your average seller from those that achieve 10x results.

Leverage data at a consistent basis.

Use that to put forward your strong point of view.

Some essential conversations you need to include in your sales process:

  1. To help articulate the value.
  2. To help the individual understand that they need to change from the status quo.

Activity-based prospecting vs. engagement-based prospecting model

  1. Focus on adding value.

Shifting from an activity-based sales prospecting into a slow and deliberate engagement-based model

There is more success in converting more opportunities based on smaller target lists.

  1. Be authentic.

Elevate the sales profession. There is so much technology out there that we have no choice but to go straight and be authentic in our approach and have empathy for our prospects and customers.

Jeff’s Major Takeaway:

Build a testing control. Pick a set of prospects you want to engage with. Start engaging with them on a particular platform. Position your profile in way that you post meaningful and helpful information. Build a relationship with your audience.

Episode Resources:

Connect with Jeff on LinkedIn.

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

Join Today for $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Marty Miller, Donald Kelly, The Sales Evangelist Podcast

TSE 325: How To Improve Your Social Media Sales Skills

Marty Miller, Donald Kelly, The Sales Evangelist PodcastHow are you using social media to grow your sales? Are you even using social media to sell? But is it appropriate to sell on social media in the first place? I’m bringing in Marty McDonald as he shares great, meaty insights into using social media as part of your sales process and how it’s done effectively

Marty McDonald is the CEO and co-founder of Bad Rhino, a social media marketing agency. He has been in business for five years. They focus primarily on social media within small and large businesses and everything in between. Their goal is to help your message go further on social media and bring back sales leads and whatever clients need such as leads, email opt-ins, brand recognition, reputation management, etc

Here are the highlights of my conversation with Marty:

The biggest stumbling blocks when getting started with social media:

  1. Dipping your toes in every single social media network and then leaving.
  2. No strategy and just trying to sell, sell, sell on social

Strategies when getting started with social media:

  1. Be social

There is a time and a place to sell on social media but the key word is “social” so be social first.

  1. Educate and entertain.

Educate and entertain a little bit and then the other side will come over time.

  1. Be patient.

It just doesn’t happen overnight.

First steps when getting started with social media:

  1. Establish a little bit of interaction or conversation.

Focus on one social media channel. Put content out there.

  1. Don’t worry about the new person. Galvanize your community.

Get your great customers who have been with you since the very beginning and start getting them involved in online conversation. Get them to help you spread the message. Give a simple little card or sign that hit in their register or write in their email or mailer and invite them to join your conversation online. Have small giveaways or small things appreciative of your current customers.

How soon do you start converting them into potential buyers?

  • You can always be “selling” but you don’t want to come across selling in every single post.
  • Share with them why your product is a touch above or why it’s better than your competitors.
  • Talk about the features and benefits of your product and service.
  • You can interject the sales message all the time. If you have a good marketing strategy, the sales message is built in every single post.
  • Mix things in and not have the same message all the time.
  • Have conversations and get feedback to hear what people are saying.

Strategies in growing traffic:

  • Highly targeted paid advertising
  • You can use ads to grow but if you want to do it massively, you have to do it in pieces.
  • Short videos
  • Looking at your “likes” is a great tool to measure the first piece but you have to get people to a place where they can buy or you can sell them more of your service or product
  • Run ads that go directly to your websites on social media
  • Your strategy has to align where you’re going to best complete you sale.
  • Pick one mode of transportation. Ride that thing and get really good at it.

Things to consider when thinking social:

  • People are looking for information and the best way to hit them is through the networks they’re hanging out on.
  • Always keep in mind there’s another person looking at the other side of this.
  • Have your content focused on that person, solving their problems.
  • Make sure you message is coordinated and focused to elicit the right response.
  • Even if you’re selling B2B, ultimately, you’re selling to a person who has to make a decision. Help them  make that decision faster and easier by giving them the right pieces to eliminate their pain points in their job.
  • Give enough time to pull out things.
  • Create offerings based on what people want. Convey your message in their own language. That’s what how they want to be sold. It’s what they need and want.

Marty’s Major Takeaway:

Keep in mind that social media is social first and foremost then go from there.

Episode Resources:

Get to know more about Marty on badrhinoinc.com or send him an email at marty@badrhinoinc.com.

Connect with Marty on LinkedIn and Twitter @martymjm.

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

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales Evangelist

TSE 283: Meet My Friend Edgar

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales EvangelistWe know it’s important to create great content, but what is the point of creating great content if no one can see it? Well, that problem is solved with a great tool called “Meet Edgar”. Today I have the opportunity of speaking with the founder, Laura Roeder.

Laura began her entrepreneurial journey at the age of 22, when she quit a design job and decided to launch her first business. Since then, she founded B-School with Marie Forleo, has run successful courses of her own like Creating Fame, and was named a Top 100 Entrepreneur in America Under 30.

During our interview we had some great takeaways. Here are a few:

  • You won’t sell on Twitter or other social selling platforms. It’s a place for you to build relationships and then you can sell to them on your website or offline.
  • Don’t worry about cycling the same information over and over again because the same people won’t see the same post over and over again.
  • Edgar is awesome to connect with Twitter, LinkedIn and Facebook
  • Sales professionals should use social means to offer personal branding and establishing themselves as valuable thought leaders.
  • Do social media in a way that makes sense for you and your business.
  • A great way to share value is to utilize automated tools like Meet Edgar.

To stay in touch with Laura and meet Edgar by going to http://meetedgar.com/.

Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Social Selling, Donald Kelly, The Sales Evangelist Podcast

TSE 249: How To Use Your Time Wisely While Social Selling

Social Selling, Donald Kelly, The Sales Evangelist PodcastI read a recent article stating that only about 31% of salespeople are incorporating social media into their sales cycle. Okay, that’s just crazy unbelievable. I mean you practically have everything at the tips of your fingertips now. You’re crazy if you’re not taking advantage of it.

Although it’s understandable since you probably don’t know how to actually use social media for selling or that you end up wasting your time not really getting anything out of it. Either way, you have to understand the power of social selling.

Once you’re able to really tap into it and use it the right way, you’d be surprised how much it can help enhance your selling and bring building relationships to a whole new level. It’s a matter of having the right strategies in place.

Strategies to Get Started with Social Selling:

  1. Make sure you have your ideal customer or avatar.

Find out who your ideal customer is. You have to know who you’re going to go after otherwise it’s pointless to go around online.

  1. Find the key contacts.

Identify the decision-makers and look for them on social media. Make a list for each week considering a certain number of prospects that you want to focus on and set aside a certain amount of time for finding them.

  1. Get their attention.

The best way to get someone’s attention is to promote something they’re all about. See if there is any content that they’ve written (article or blog post). Comment on the blog post and mention something about the article. Go on Twitter and connect with them. Tweet it and tag them in it and say something cool.

Here’s what I learned from Jack during an interview with him on TSE 201: Create an image that you can put with the article.

Go to LinkedIn and when you send a request, say something about the fact that you connected on Twitter and you loved the article. Mention their content. Your LinkedIn profile should be more than just a resume. It should also be engaging. Tell stories and offer benefits to your prospects.

  1. Offer value.

Look for opportunities to share value with the individual. Is there something your company has that has helped other marketing directors? Offer a video series, podcast, or whatever you can offer so you can build a relationship.

  1. Set aside time for social selling.

If you have 2 hours per day for social selling, then spend your time and focus on social selling. Budget your time effectively to see the results.

Episode Resources:

Listen to this interview with Gabe Villamizar on Social Selling TSE 207: The Four Pillars to Social Selling Success

Here’s another interview discussing Social Selling with Jack Kosakowski on TSE 201: How the Collision of Marketing & Sales Creates Revenue in the New World of Social Selling

Check out Kristina Jaramillo’s interview on TSE 231 – Learn to Use LinkedIn and Sell More

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales Podcast

TSE 216: Learn How Small Businesses Can Gain More Sales Leads Using Social Media

Corinna Essa, Donald Kelly, Social Selling, Sales Coaching, The Best Sales PodcastHow much of social media presence are you using to increase your lead generation? If you’re still struggling to convert leads, much less capture their email, then you better listen to this episode.

Today’s guest is social media queen, Corinna Essa. Starting out as an informational marketer, she sells informational web courses. Realizing the need for implementing social media strategies, she and her husband finally created Social Media Worldwide, a social media marketing agency where they help businesses leverage the power of social media minus the legwork through outsourcing social media management, marketing, and lead generation.

Here are the highlights of my conversation with Corinna:

Strategies for making profits from being on social media:

  1. Remain educated and updated.

Social media changes all the time. Subscribe to newsletters.

  1. Keep testing different things.

What works for one business might not necessarily work for another business. If you can’t be consistent in doing something, delegate it to someone else who can do it consistently.

How to find the best social media platform:

  • B2B companies benefit more for being on LinkedIn or Twitter
  • Study the demographics of each social media platform to check out which audience matches your audience

Strategies for lead generation through social media:

  • Do not sell traffic directly to a sales page.
  • Generate leads through free industry reports (giveaways, free consultation, free demos)
  • Always give away free things.
  • Enable social sharing on your free report.

Tips for making great free reports:

  • It should be easily digestible.
  • 4-5 paged report of 1-page cheat sheet
  • It should be easy to read.
  • Present basic, step-by-step systems
  • Don’t over-complicate things by using jargon.
  • Put call-to-actions in the free giveaway not just at the end but even within the content

When to call or email leads:

  • Conversion rate is high when you call immediately after the lead gives out their contact information.
  • Calling or sending an email depends on the business.
  • Some people don’t like to be called which can lower your conversion rate.

3 biggest mistakes people make with using social media for lead generation:

  1. Inconsistency
  2. Lack of strategic planning
  3. Delegating social media to the wrong people

How to gain more followers/fans and convert them into leads:

  • Give free giveaways.
  • Combine advertising with quality, UNIQUE content (not curated)
  • Hit the 1,000-mark of fans and followers. Once you reach around a thousand followers then you can benefit from organic growth.

Strategies for business owners to grow their business through social media:

  • Create a blog and update it once a week.
  • Redirect traffic to their blog using social networks.
  • Create unique content with videos and blogs.
  • Use social networks to advertise and promote the videos on the blogs.
  • Put calls-to-actions regularly on a blog post.

Get in touch with Corinna on Facebook or Twitter @SMWOnline or visit their website www.socialmediaworldwide.com.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Social Selling, Gabe, Donald Kelly, HireVue, Embed Social Selling

TSE 207: The Four Pillars To Social Selling Success!

Social Selling, Gabe, Donald Kelly, HireVue, Embed Social Selling Did you know that…

90% of buyers ignore cold calling outreach?

55% of decisions have been made before someone has spoken to a seller from an organization?

So… what do you think has to be done to effectively reach your customer that will eventually convert it into sales? Well folks, this is where Social Selling comes into play. And we have the right guy for that in this episode.

Gabe Villamizar is the Director of Social Selling at HireVue, a video technology company engaged in the HR & recruiting space and now tapping into the vertical selling space using the same technology for self-coaching and self-training.

Gabe coaches his company’s inside sales on how to utilize social media, specifically LinkedIn and Twitter, to generate the pipeline to identify their buyers and enable them to listen, engage, and close the buyers online.

Here are the highlights of my conversation with Gabe:

What is Social Selling?

  • Generating pipelines through your own social media networks
  • Building relationships through those networks
  • Educating your buyer through social media so you become a thought leader
  • Using social media to influence the buyer, identify the buyer, and close deals

Social Selling Strategies You Can Apply:

  1. Optimization
  • Be where your buyer is.
  • Optimize your social selling/social media profile with the right keyword and credibility triggers.
  1. Listening for keywords
  • Listen for specific keywords that your buyer says.
  • Who does your buyer follow or engage with?
  • What hashtags do they use?
  • What companies do they follow?
  • What kind of content do they share?
  1. Engagement
  • Do a 3 x 3 research. (Finding 3 common things between you and the buyer in 3 mins.)
  • Follow them on Twitter.
  • Engage on Twitter or LinkedIn
  1. Create your message and go in for the kill.
  • Identify their pain points.
  • Engage if it’s the appropriate opportunity.

Other strategies you can apply:

  • Have management involved in it.

Higher management must understand the value of social selling.

  • Integrate social selling with traditional prospecting.

Test to see your percentages for social selling and traditional prospecting

Content Strategies You Can Apply:

  1. Have a content-sharing library.
  • This enables sales reps to identify which stage of the funnel the buyer is at and tailor the content to each specific stage.
  1. Sales and marketing content must be aligned with each other.
  2. Develop a content sales funnel.
  • Social selling content needs to educate the buyer and NOT sell the buyer. The buyer will come to you when they’re ready to buy.

How to Create Your Own Content:

www.medium.com

LinkedIn publishing platform (they also do the marketing for you)

Gabe’s Major Takeaway:

Your LinkedIn profile is not just your resume, but your online reputation. Regardless of what social media platform you use, don’t think of it as your identity. It’s really who you are online.

Current projects Gabe is working on:

  • Check out HireVue’s technology that analyzes body language and voice through video
  • Learn more about Gabe’s social selling course www.embedsocialselling.com (first module is for free!)

Connect with Gabe Villamizar on LinkedIn and Twitter @gabevillamizar

Episode Resources:

HireVue

Salesforce.com

Embed Social Selling, Gabe Villamizar, The Sales Evangelist Podcast

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Social Selling, Jack Kosakowski, The Sales Evangelist, Donald Kelly

TSE 201: How The Collision Of Marketing & Sales Creates Revenue In The New World Of Social Selling

Social Selling, Jack Kosakowski, The Sales Evangelist, Donald Kelly  Are you doing social selling? Are you confused on how to do it properly? Well, this episode with Jack Kosakowski will teach you how you can become a social seller.

Jack is a Regional Sales Manager for Act-On Software. He is the Social Selling “e-BRANDgelist.” Jack is also a social sales advisor for Chillpuck.com. He is a motivated social marketer looking to help people drive revenue.

How do you get from social to revenue?

  • Start the conversation on Twitter and then connect with them on LinkedIn to further expand the sales opportunity.
  • With social selling, you have to develop a full strategy. Each company is different, so they develop and focus on the channels/means that make sense for their business.
  • One of the first things we must do as we go out and social sell is to give TONS of value first. Many times, as salespeople, we want to GET so we don’t think about giving. Give first and then you will get.
  • Warm call- set up a strategy to do a warm call and tag the person online when you share something they produce. For someone who writes, they appreciate the fact when someone else enjoyed their content and in no time they will notice you. Then, when you call, it will be a warm call and that will be more effective for you.
  • Many salespeople say they “don’t have time to so social selling”. The best way to do this is to set apart time to do social selling activities.
  • Learn the fundamentals of selling and then seek to set yourself apart by gaining a competitive edge.
  • Be FOCUSED as a salesperson on who you want to go after.
  • Look for content that is HOT off the press and that will help you become a source.
  • Seek to become a trusted adviser and then add value to those you sell to.
  • Salespeople need to be motivated from the inside to be successful.

How can I get started with social selling?

  1. Keep it simple and shift your mindset
  2. Seek to find out who and how you can help today
  3. Next, seek to find ways that you can add value to your message
  4. Find your target buyers. Find out when they produce content online, seek the opportunity to comment and share their stuff.

How to stay in contact with Jack:

Twitter 

Check out Jack’s Website. 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

TSE 072: Social Selling Practices That Will Drive Results For You Today!

TSE 071 Amar ShethIn this episode I interview Amar Sheth who is a Principal at Sales for Life. Amar has over a decade of digital marketing experience and currently educates sales professionals like you and me how to effectively use social media to generate leads. There are many sales professionals who have a LinkedIn and Twitter account, but they are not using them properly to connect with qualified prospects. Why? Because they don’t know how to start. Amar shares with us the basic principles on how to take advantage of social media TODAY!

Here are some of the major take aways from our conversation:

  • Sellers should go in with value FIRST! Learn to deliver value first and then you will have the right to ask for the sale.
  • Social selling allows us to deliver value more than ever before and more consistent than ever before.
  • Sales is human to human interaction, not a transactions between brands.
  • 57% of the buying process is done online before the buyer even contacts the sales professional (corporate executive board). Buyers today are just like you and are doing research online.
  • If you are not online or doing social selling this will inevitably happen to you:
    • You will be engaged at the late stage of the game.
    • You will have no opportunity to add value because you are not the first to bat.
    • The discussion will generally move onwards price and commoditization very quickly.
  • Best way to engage with buyers today is through content (information).
  • Sellers can share content (information) on LinkedIn and other social media platforms.
  • “The guy that hustles the most, is the guy that catches the loose ball” -Will Smith.
  • Find content that matters to your buyers and repurpose that information. Find the industry leaders, follow them and share the content that they share.
  • Be consistent with the information you are sharing online.
  • Best practices for Twitter:
    • Follow your top 10 best prospects.
    • Follow individuals in the organization.
  • Use creative techniques to get access to buyers
  • Center your LinkedIn profile to your buyers. Check out Amar’s LinkedIn page below:

Screen Shot 2014-09-17 at 6.47.12 AM

Check out Pulse on LinkedIn

LinkedIN Pulse

Stay in touch with Amar:

Amar’s LinkedIn 

Amar’s Twitter

Screen Shot 2014-09-17 at 6.53.30 AM

Book Recommended by Amar: 


MUSIC PROVIDED BY FREESFX

TSE 026: What Is This Social Selling Thing???

social-selling-Have you heard of social selling and wondered what in the world it is? Well, you are not the only one. It is a HOT new buzz term that is being thrown around to describe the power of utilizing social media and the web to sell. I LOVE IT! But with the excitement it is very important for us to understand that the basic principles of selling does not change.

In this episode I take the topic head on and share my opinion and thoughts about social selling. I have seen it as a powerful way to build an audience and to eventually sell your product or service. However, one of the mistakes I see individuals make is thinking that if they give a great sales pitch online and send out tweets about their company, that people will come and want to buy their stuff. This is a false concept! It does not work!

The key is to always remember the fundamentals of selling. It is an exchange of value for something else of value. You must offer individuals valuable information and seek to build trust. People will buy from those who they like and trust. Listen to the episode and hear some of the tips and advice I recommend. If you want more than that, feel free to register for this webinar below that my buddy Omar from the 100MBA and I are hosting related to selling online. Come check it out. I know you will enjoy it.

 

MUSIC PROVIDED BY FREESFX

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