Tag Archives for " Creative Prospecting "

Donald Kelly, Jon Buchan, Direct Prospecting, Creative Prospecting

TSE 556: The Secret To Getting Response With Unconventional Email And Direct Mail

Donald Kelly, Jon Buchan, Direct Prospecting, Creative ProspectingEmailing is a huge factor in the whole sales process but a lot of people are not seeing success with it. The trick is in creating unconventional emails to make you stand out from the pack. Even direct emails can be done through unconventional means as well. My guest today, Jon Buchan did just that! And he’s going to share with us some strategies on how you too can wow your prospects with the way you send emails.

Jon is the owner of the company, Charm Offensive, where they focus on direct mail and email campaigns. He is simply the best at getting the attention of busy people.

Here are the highlights of my conversation with Jon:

Jon Buchan’s coolest sales experience as a customer

Strategies for cold emails that make you stand out:

  1. Take advantage of the fact that they don’t know your name.

Think about what they would see in their email box. The subject line and the first line are important. Figure out how you can make them smile in the very first line and how can you make them think you’re interesting. Make sure you’re able to get them-them to read the subject line, the first line, and the second line. Make them smile and curious at that time. Focus on writing something captivating that gets them to hit reply with a positive message.

  1. Keep the pitch brief.

Make it into almost like a storytelling them what your business is about and your ambitions. Make it brief and funny. Have at least a funny element to every few sentences that’s at least smirk-worthy. Making them smile or laugh gives them a good opinion of you before they’ve even met you.

Don’t sell too much. Don’t sell every feature and benefit. Stop convincing that your offering is the best. You’re only selling them on the idea that having a call or meeting with you is not an awful use of their time. Otherwise, you will only look like every other email in their inbox because you’re blending in with the others.

  1. Focus on impact rather than persuasion.

Have an honest first line to grab their attention. Focus on impact to stand out from all the other crap in the person’s inbox rather than persuasion. Without impact, you can’t persuade people anyway.

  1. People are just people, they like to be entertained.

Jon puts a silly image on his image. People say it can’t work but he proves them wrong each time. People are just people. They’re human. You’ve got to take chances.

  1. Send a direct mail then follow it up with an email.

Follow this up with an email (in a few days to a week) and reference that in the subject line (be sure to include something unusual) and this will increase your open rates to over 80%.

Direct emails grab their attention for the next five minutes (if it’s good and if you’ve got something distinct).

  1. Include a call-to-action

Give them at least three different options. Listen in to find out how Jon does this. It’s hilarious!

  1. If you can’t be funny, be clever. If you can’t be clever keep it short.

Jon’s Major Takeaway:

Look at what you’re sending and see if it’s entertaining and different from what everybody else is sending. Stand out and be daring. Test things out and don’t assume that because of their senior people, they’re the most boring people in the world and you have to be super serious. Amazingly, everyone is human even the really senior people. You’ll be surprised what happens just by being distinctive.

Episode Resources:

Charm Offensive

Join the Charm Offensive Facebook group and The Sales Evangelizers.

Check out @LiveStreamKatya, the LiveStream Strategist

Influence: The Psychology of Persuasion by Robert Cialdini

Pre-Suasion by Robert Cialdini

The Sales Development Playbook by Trish Bertuzzi

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Prospecting, New Clients, Set The Rules With Prospects, Donald Kelly

TSE 317: Just Go Negative On Them

Prospecting, New Clients, Set The Rules With Prospects, Donald Kelly Many people are so afraid of getting rejected. Of course, who wants to be rejected? In this episode, you will learn how you can utilize a technique to be able to help you land more deals, close more opportunities, and grow towards more sales success. So listen in!

Oftentimes, we fall into the category of being the “yes” person in the hope that we’ll be able to close the deal and do whatever we possibly can to get the business. However, you can’t just say yes to all things especially if it becomes too costly for you and your company. Or both of you just do not fit.

Go Negative

Look at situations wherein you might get a lead.

They might bring a lot of knowledge to the table and they may have done a lot of research and they want you to find out who’s going to be the best fit for them.

Stand your ground

Buyers can sometimes take control of the situation and tell you what you need to do. If somebody is that demanding, well, it’s something you would have to reconsider. The truth is you don’t have to be the one who says “yes” all the time. Stand your ground and be honest enough to say that you’re not going to be a good fit. Go negative on them and go to the opposite.

Recognize the right fit.

Yes, you need value. But recognize the clients you want to build strategic alliances with. You don’t have to say yes every time.

Be willing to say no and you will be amazed at how many people see that you’re standing your ground and that you can’t be easily pushed.

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.

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Tom Schwab, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast

TSE 240: Learn How Podcasts Can Increase Your Sales

Tom Schwab, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast Today’s guest is Tom Schwab and he shares with us another interesting side of the sales spectrum. In fact, it’s something not too many salespeople or entrepreneurs have even thought about.

If you haven’t yet harnessed the power of getting on podcast interviews as part of your sales strategies, then you’d probably consider doing so. It’s a great, new way to start your year with a bang! Being that figure of authority. Being that expert that your customers will look upon.

And if high conversion rates are what you’re leaning towards for this year’s goals, you better get started with getting on podcasts. Right now.

Here are the highlights of my conversation with Tom:

Why podcasts are important in getting your ideal customers:

  • High conversion rates up to 25% and even up to 75% (visitors to leads)
  • Rich medium that would get them to know you and trust you
  • You get not just leads, but hot leads
  • You can connect with thousands of customers just by serving them and having them come back to you

How to find the ideal podcast for you:

  1. Define your ideal customer.

Be very selective on who you want to work with. Define who your dream customer is, who will be a lifetime customer, and an advocate. Then you will know what to say to them, what their pain points are, and where they hang out.

  1. Ask your customers about the podcasts they like.

Ask them which podcasts they find to be engaging.

  1. Get on the podcast.

This way you get more credibility and your customers will see you as an expert.

  1. Start searching for podcasts on the New & Noteworthy

Go to iTunes and break it down by category. Search keywords.

What do you do to not come off as a spammer?

  1. Make sure it’s not a cold call.

Listen to the podcast first to see if you’re a good fit for it.

  1. Reach out to the podcast host.

Leave them a review on iTunes so they will know who you are. Connect with them on social media. Build a relationship.

  1. Make it clear of the value you bring.

Make it very brief. Put on a one-page pitch sheet at the end (bio, picture, contact information). Go to tmschwab.com/tse to check out what a pitch sheet looks like. Once you’re on the show, make the host look like a genius for having you on.

6 Steps to Selling a Product Online:

  1. Define who you want to talk to.
  1. Define why you’re an expert.
  1. Find the podcast that your ideal listeners listen to and pitch yourself to the host.
  1. Get on there and have a great interview.

Get people the opportunity to know, like, and trust you. Tell the story behind the product and the problems you solved. Don’t sell but give them the opportunity to get to know you.

  1. Give them a reason to come to your website.

Give them something to move them towards your call-to-action. Take them from being a listener to being a visitor.

  1. Send them to a welcome page.

Show them trust seals or things that make them feel welcome and that they’re on the right page. Then you can put some of the offers and get leads. Sometimes the host is your best customer.

Even if you don’t have a website, you can get up to 10 free welcome landing pages where they will automatically email you the leads.

Tom’s Major Takeaway:

Getting on the podcast is what everybody focuses on. But it’s the process that does the magic. Do the process over and over.

Tom leaves us with his favorite quote by Derek Sivers:

“What’s ordinary to you is amazing to me.”

Connect with Tom on Twitter @tmschwab and on LinkedIn.

Episode Resources:

Check out different strategies on Tom’s website by visiting www.tmschwab.com/tse and learn how to grow your business as a podcast guest turning listeners into customers.

Click below and get a free audiobook download from Audibletrial.com/tse 

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The Sales Evangelist, Donald Kelly, Donald C. Kelly



Krista Martinelli, The Sales Evangelist, Around Wellington, Sales Podcast

TSE 209: Sales From The Street-“No’s Are Not Bad”

Krista Martinelli, The Sales Evangelist, Around Wellington, Sales Podcast Today’s guest on Sales From the Street is Krista Martinelli, owner of AroundWellington.com, an online magazine which started as a print magazine for three years in the Wellington, Florida area and has now been creating an online presence for an additional seven years and becoming a thriving part of the community. Krista enjoys publishing local writers, talking about local events, doing contests, and selling advertising.

Listen in to know more about Krista’s challenges along the way, how she overcame the barriers, and how she went past them.

Here are the highlights of my conversation with Krista:

Krista’s major challenges:

  • Selling a magazine that doesn’t exist yet
  • Knocking on doors to advertise her magazine and getting negative responses (No’s are good because you would be able to use your time on the next business.)

The results:

  • Started from a magazine reaching 5,500 homes to becoming a 72-page colored, glossy magazine.
  • Shout out to her great mentor, Jon Frangipane of Lighthouse Point Magazine
  • Now, they have about 5,000 monthly average hits on the site

Krista’s Major Takeaway:

If you’re selling a product, you have to believe in it. You have to like it. If your enthusiasm is real and if it’s a good product then you will succeed. You’re going to have some “no’s” on the way to getting some “yes’s” but don’t give up!
Get in touch with Krista and give her a call at 561-965-6617. Check out www.AroundWellington.com or drop her an email at editor@aroundwellington.com.

Sales, Commission, Closing Business, The Sales Evangelist, Sharing Value, Donald Kelly

TSE 185: “It’s All About the Benjamins”

Sales, Commission, Closing Business, The Sales Evangelist, Sharing Value, Donald Kelly Question. Why did you enter sales?

In our private Facebook group, The Sales Evangelizers, I asked about why individuals went into sales. Although there were varying responses, they all came back to one thing. People came into sales because of the potential for the financial gains. Amen?

But is it really all about the money?

Well, yes of course you want the money, who doesn’t? However, you can’t get sloppy to a point where the money comes first over the VALUE that you offer.

What most people want is for you to listen to them and care for them. If you are able to provide that care for an individual and satisfy their needs that much, money is going to be a natural byproduct of your success.

Here are some important points that I want to stress on:

  1. Do not focus on the mighty dollar. Instead, focus on the mighty value.

That value will come back so many times over. You will be richly compensated.

  1. Start focusing more on other people.

Look for opportunities to help other people. Again, what most people want is for you to show them that you LISTEN and that you CARE for them.

  1. Be cautious of some behaviors and habits that make you start to slip.

Know your mission and live by it. Know your drive. If it’s to generate more money, then follow it up by bringing value to folks through what you’re going to do.
Value first, then your money follows.


The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Gate Keeper, Cold Calling, The Sales Evangelist, Donald Kelly

TSE 138: How I Got Past The Gate Keeper…Literally

Gate Keeper, Cold Calling, The Sales Evangelist, Donald Kelly This episode is one of the short, sweet segments where I’m interviewing sales professionals just like you and me – sellers, entrepreneurs, and people – as they share with us a specific sales challenge, why they had such a challenge, how they overcame that challenge, and the results they saw from what they applied to fix the challenge.

In today’s show, I connected with Mike Romero whom I met at a LinkedIn group. Working at a staffing company based in Southern California, Mike has found a great strategy to get to his clients in an easier and more personal way than just a straight up cold call – getting past the gatekeeper.

Here are the highlights of my conversation with Mike:

One of Mike’s biggest challenges: Gaining the attention of prospects

How he overcame the challenge:

  1. Research
  2. The 3-step quick touch to your client
  3. Create a relationship with the gatekeepers (ex. receptionists)
  • Research to look for prospects
  • Google the company and search them on LinkedIn
  • Proprietary software you used before in your company to look through summaries and history of company.
  • 1. Phone – as the first point of contact
  • 2. Voicemail – make sure it’s impactful
  • 3. Email – as your follow up

Think out of the box. Bring them coffee or a cold drink. Stop by on their birthday with a balloon and a gift. Take them to a themed treat. Make it fun. Make their day.

Mike’s Major Takeaways:

Just try. You have nothing to lose. Get creative. You have nothing to lose by being bold and trying out something new. Do something that stands out and kicks. Don’t take any point of contact for granted.

Get in touch with Mike Romero on LinkedIn https://www.linkedin.com/in/mikeromero101 and on Twitter @MikeRomero101


Sales Competition, Cast Study, Thankful, The Sales Evangelist

TSE 089: The Most Unexpected Thing I am Thankful For!

Sales Competition, Cast Study, Thankful, The Sales Evangelist Happy Thanksgiving everyone!

During this episode I reveal one of the most unexpected things I am thankful for. Can you guess what it is? Well, obviously I am grateful for the usual things such as health, family, freedom and most importantly my wife. But the most unexpected thing I am grateful for in relations to business is my competition. Here is why:

  1. The competition has performed in depth case studies that you can be used to educate your prospects.
  2. They validate ideas that you may have about unique challenges facing your ideal customers. They do the research in the form of case studies which you can use to position your product or service in a new and unique way.
  3. Competition can help you get into a new market quickly.
  4. You can take the companies they highlight in their case studies and search them on LinkedIn and find similar companies. It will become very likely the company your competition does the case study on is facing the same challenges your prospects are facing. They reveal great information you can share with them.
  5. Connect with key individuals within the company the case study was done on so that when the honeymoon phase is over, you may be able to come in and position yourself. Executives may change, customer service may go down or any number of things. You need to be there as the BEST alternative. The case study also already revealed that they are willing to pay high dollars to fix challenges. This will be helpful when you get the opportunity to position yourself.

So as you finish up this Thanksgiving holiday and work on plans to start of the new year strong, implement this strategy to help you get an edge. Thank goodness for competition and also turkeys!