Tag Archives for " Following Up "

Donald Kelly, Follow Up, Sales Training Program, Prospecting

TSE 1040: TSE Certified Sales Training Program – “Why and How to Follow Up”

Donald Kelly, Follow Up, Sales Training Program, ProspectingFollowing up means reconnecting with the prospect, and it’s crucial that you understand why and how to follow up.

Many of us dread the follow-up portion of our job because we fear being a nuisance. When we do it effectively, though, it can be the key to more deals and more success.

Follow up

Follow up builds trust with your prospects. When you tell them that you’re going to follow up with them, they expect to hear from you. Failure to follow up suggests that you’re not dependable or perhaps you found another prospect that is more valuable.

You must keep your promises, because trust leads to success. People do business with people they know, like, and trust.

Next steps

Create a meaningful process that will help move your prospects forward.

Decide what you need to do next and establish a clear next step for every single appointment. When you meet for the first time, schedule a next step that will allow a deeper dive with that prospect.

Let your prospects know that there will always be a clear next step as long as you two are a good fit for one another.

Ask your prospects what they would like to do next. Based upon their answer, you can schedule your next step.

Be prepared to offer some options for meeting days and times. Do NOT leave the meeting with a general statement that the prospect will follow up with you.

Better to have a specific sense of whether the relationship is moving forward than to be left wondering.

Effective strategies

For most sellers, none of this is new material. We KNOW that we need to follow up.

Once you’ve created the next step, use Google Calendar to create a notifications that will remind each of you about the meeting.

Even if your prospect indicates that the time isn’t right for your product or service, have a follow-up in mind that will allow you to reconnect with him after the fact.

Stay in touch. Keep your prospect moving in the right direction.

“Why and How to Follow Up” episode resources

Check out the book 15 Secrets Successful People Know About Time Management by Kevin Kruse.

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren’t able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

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.

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 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.

Audio provided by Free SFX and Bensound.

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

TSE 927: Don’t Be Too Desperate

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

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

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

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

Follow-up gone wrong

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

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

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

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

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

Time to let go

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

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

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

Nurturing well

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

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

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

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

Don’t simply follow up. Follow up effectively.

“Don’t Be Too Desperate” episode resources

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

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

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

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

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.

John Ferrara, Nimble, Social CRM, Donald Kelly,

TSE 923: How To Grow Your Sales Without Spending A Dime On Marketing

Imagine a world where you don’t have to spend any money on marketing. You have leads pouring in, deals close, and referrals pour in. Imagine being able to grow your sales without spending a dime on marketing.

On today’s episode of The Sales Evangelist, Jon Ferrara shares the method he recommends to grow your sales without spending a dime on marketing.

Jon founded GoldMine CRM in 1989 and then sold it in 1999, and he has devoted his time since then to help other people improve their relationships. He also created a social CRM called Nimble.

No matter what industry you’re in, you have to find a way to get new leads into your funnel without spending so much money.

Great stories

Jon was looking for a way to automate the process of building relationships because he struggled with it as a salesperson and as a businessperson. He wanted to be able to connect more effectively with the humans around him.

The result was GoldMine, and it became exactly that for everyone it touched.

As an example, consider Jesus. Do you think Jesus spent any money on marketing?

He didn’t spend money. He shared words that empowered people and then those people became his teachers and preachers. Jesus created a movement.

If you’ll focus on helping other people grow and set yourself up as a trusted advisor, you’ll stay top of mind with your prospect. You’ll grow your sales without spending a dime on marketing.

Be an advisor

Advertising doesn’t work.

You won’t stay top-of-mind with your prospects by telling them how great you or your products are. Nobody cares about that.

Instead, teach others how to become better, smarter, faster, and set yourself up as that trusted advisor. Give knowledge away.

If you teach people to fish, they’ll figure out you sell fishing poles.

 

5 e’s

Your goal should be to:

  • educate
  • enchant
  • engage
  • embrace
  • empower

If you do that for your customers and your prospects, and for their influencers as well on a daily basis, you’ll establish your brand, grow your network and create a sustainable garden around your business that will help it grow.

That’s what Jon did with GoldMine. He figured out how to reach his prospects’ trusted advisor, in this case, Novell. Jon convinced Novell to use GoldMine, and then they started recommending it.

He started GoldMine with $5,000, without ever taking a dime of venture capital.

And that was only the first time he grew sales without spending money on marketing.

Jon used the one-to-many approach to reach his prospects.

Reach the influencers

If you could find a way to tell your great stories and get other people to tell your great stories around the clock globally, you could build a gold mine.

Most people focus solely on their customers and their prospects and they forget about the influencers who interact with those customers and prospects.

The secret to success is identifying the influencers of your core constituency.

If I was a business technology reseller, I could try to call businesses but they’d probably hang up on me.

Imagine, instead, if I built relationships with the trusted advisors of that small business person: maybe their accountant, their marketing consultant, or any one of their advisors.

If you can build those relationships, those trusted advisors will help you reach all those people on a daily basis.

We built a tool that helped the influencer grow, and they sold it as a solution and not only helped their customer grow but also grew themselves. It became a recursive cycle.

 

Amplify the message

Once you’ve built an army of evangelists, you have to amplify that message.

What does that mean?

Once you convince those influencers to sell to that base of trusted customers, they’ll likely ask you for leads.

If you don’t have money to advertise, how will you give people leads?

Jon went after the places where his prospects would be consuming information about how to be better and smarter and faster. He went after the business and technology publications and asked the editors and the writers how he could help them write more stories.

They needed stories about how businesses were using technology to grow, so he shared those stories. The term CRM didn’t exist then, but he helped define it.

He credits a combination of influencer marketing and guerilla PR that put GoldMine on the map.

Individual sellers

Your network is your net worth: your personal brand plus your professional network will help you achieve your dreams in life.

The more people you help grow, the more you will grow. To do that, you must set yourself up as a trusted advisor to your prospects, customers, and their influencers.

The simplest way to do that is to establish identity across all the brands where these people have conversations: Twitter, Facebook, LinkedIn, Pinterest, Instagram, Foursquare, Google Plus, Crunchbase, and Snapchat.

Share content on a daily basis that inspires and educates others about your areas of products and services. No more than 25 percent of what you share should be about you or your product. It should mostly be inspirational and educational.

You’ve likely forgotten more about your products and services than your customers will ever know in their lifetime. Since you’re likely consuming content every day about your area, just share it with the prospects around you.

Identify the influencers, share content, and hashtag it appropriately, (#sales, #marketing, #social) and then @name. It’s like dropping lures outside your boat into the digital social river surrounding your business.

People bite on that.

Listen and engage

Then you listen and engage. You educate with enchanting content with the intent to engage, embrace, and empower the people that you connect to.

When you connect with someone, you don’t start selling. You listen and learn. Prepare them before the engagement ideally by Nimbling them.

You ask questions and then listen and learn to find ways to add value. And if you do that for another person, they’ll naturally ask how they can return the favor. And you repeat that process at scale for the rest of your life.

You’ll build a sustainable garden of prospects, customers, and influencers that will help you achieve what you want to in life.

Islands of information

The biggest problem with this whole cycle is if you do what I tell you to do, you’re going to get so overconnected and overcommunicated wit this audience that you’ll need a platform to manage it.

We’ve got all these tools in all these places like Facebook, Gmail, MailChimp, and dozens of other places, and contact management is broken.

You can only manage about 200 people in your head at a given time, and most people have 1,000 or 10,000 contacts. They need a golden Rolodex, a personal CRM.

Instead of Googling people, you Nimble them. and automatically sync every interaction you have so that you have a history of every contact and every followup.

If you’re listening to this today and you don’t have a personal golden Rolodex, go find one. If you try Nimble and you like it, I’m going to give you three months at 40 percent off if you use the code Jon40.

Salespeople aren’t detail people

Most people who are in sales are people people; they are relationship people, not detail people.

If you’re in sales, you need a tool to organize yourself. You might want to find another human being who is detail-oriented and become a team.

Jon believes that if you do what you’re good at in life and then surround yourself with people that are good at the things you aren’t good at, you can be much more successful.

Establish a brand across all the places that are straightforward. People buy from people they like, know, and trust. Going to my LinkedIn profile is like going to my business lobby; you won’t find out much about me personally.

Instagram is where you’ll find out more about me personally, and you can connect based on that. People don’t connect because they both love sales. They connect because they value the same things.

Don’t just share business stuff. Open yourself up on your social media.

“Grow Your Sales” episode resources

You can connect with Jon via email or Google his name to find him on a variety of platforms. Connect with him on the ones that feel most comfortable.

Find Vala Afshar on Twitter to see an example of sharing content that educates and inspires at scale.

Listen to episode 005 of The Sales Evangelist to hear Judy Garmaise talk about the importance of followup for salespeople.

When it’s time to follow up with your leads, Prospect.io can make your followup that much better. It has literally changed the way I prospect, and I love it.

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. Your prospecting will never ever be the same.

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

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

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.

 

Pagely, Sean Tierney, Donald Kelly, The Sales Evangelist Podcast, Sales Process

TSE 921: The 7-Step Approach Pagely Used to Systematize Sales

Whether you’re working a sales campaign or building a fantasy football league, preparation and process will always improve your outcome. You absolutely have to have a sales process to systematize your sales.

On today’s episode of The Sales Evangelist, we’ll hear from Sean Tierney, Director of Sales for managed WordPress hosting provider Pagely.  Sean will share the 7-step approach Pagely used to systematize its sales that can help you and your team improve your sales.

Pagely helps some of the world’s largest brands — Disney, Virgin Atlantic, Comcast, Univision, and other companies that don’t want to worry about scaling and securing their websites.

“Shoot from the hip” sales

When Sean took over at Pagely three years ago, the sales process was non-existent. He was employee number eight, and he was running both sales and marketing.

The company had lost its main salesperson, and the team was basically shooting from the hip. That approach wasn’t working, so Sean was adamant about setting up a framework to systematize the sales process.

He built a 7-step approach for sales that allowed the company to more than 3x its revenue.

In that time, the employee headcount has grown to 38.

7-step approach to sales

  1. Map out the flow.
  2. Track metrics and KPIs.
  3. Implement a pipeline.
  4. Flintstone.
  5. Delegate
  6. Automate.
  7. Scale personal attention.

Flow refers to the buyer’s journey, and there are two different kinds of maps that Pagely uses to understand the current reality.

One is an imagined drawing on paper that shows how people are getting to the website. It shows the lead forms they are filling out and where that information goes. It shows newsletters and support systems so Pagely can understand where all the data is going.

The other flow map is a funnel map, which is usually a left-to-right diagram that helps you understand your funnel.

  • How do people come to find out about you when they don’t know anything?
  • How do they proceed down the continuum of increasing engagement on the way to sharing their contact information?
  • What does the followup and nurturing process look like?
  • How will you grow the relationship once they’re a customer?

Pagely considers it a lifecycle of sorts; it’s lifecycle marketing.

 

How the system affected sales

The first hire following the new system was a sales development representative because Sean recognized that sales development was where the bottleneck was happening.

Sean recognized that sales development was keeping him from being more strategic, a feeling that many entrepreneurs can likely relate to because they wear so many hats.

You have to be cognizant of what’s consuming your time.

Sean assigned his interns to import all his chats, his emails,  and his phone calls into a spreadsheet. The team pulled more than 500 sales exchanges into the spreadsheet and turned that into a knowledge base.

That information became their training material for the first hire, who was one of the interns.

Flintstoning

Flintstoning refers to the presence of a pre-optimization problem. Very often people try to launch immediately into automating things, but entrepreneurs know that it’s important to automate the right things.

Pagely didn’t have a fancy CRM tool initially, so Sean used a simple tool called Boomerang that would notify him if a prospect hadn’t responded to his email within a predetermined amount of time.

Instead of using a fancy tool, he started with something simple. Then he figured out what the follow-up process should look like.

You don’t have to be perfect right away. You just have to start.

 

Scaling personal attention

Sean learned the concept from Jermaine Griggs, a well-known marketer some time back. The idea is that you provide a boutique experience at scale.

Why do people go to boutique stores? Because they like the personal touch.

Seek to deliver that experience at scale.

Pagely uses video to deliver a personalized sales pitch. They employ presales questions that the sales reps ask in every call, and that effort often engages prospects who wouldn’t have otherwise done so.

Because they get a chance to “see” the sales rep and hear some of their questions being answered, it pulls them in.

Video personalization

Personalized content allows you to give your prospects exactly what they want.

Imagine being able to craft a video to your prospect, and allowing the prospect halfway through to choose one of five problems that most plague his business. At that point, the video explains how your company solved that problem for other customers.

The conversation is immediately more relevant because it addresses his exact problem.

Beyond giving you a better experience, Sean is able to extract answers and follow up using the information and data points he gathered.

In the emails you get after the video, they’ll be very fine-tuned to the pain point you have. It can be highly calibrated to your situation.

It’s a win-win proposition because the prospect is getting exactly what he needs in an engaging format, and the sales rep doesn’t have to spend so much time answering the same repetitive questions. It lowers the overhead.

The process also allows for much higher-level conversation when the sales rep finally does get on the phone. Instead of dreading those initial phone calls, people tend to be excited to have the conversation.

Pagely

Pagely is at the high end of the market, and they actually launched the concept. For big brands, it’s not worth it to focus on running a website.

Disney is happy to pay to offload all the web concerns to someone else so they can focus on their core competency.

Don’t just parachute in and flail. Take your time and understand where you’re trying to get. Be intentional as you execute.

“Systematize Sales” episode resources

Pagely has a huge amount of resources available on its website. You can see the information about Pagely’s knowledge base here.  To view the videos Sean referred to in the episode, visit Pagely.com/explore. See the video sample at Pagely.com/video.

Also, check out dot.vu to learn more about the interactive videos Pagely employs to lower its overhead and improve engagement.

Be intentional as you develop the seven steps:

  1. Map out the flow.
  2. Track metrics and KPIs.
  3. Implement a pipeline.
  4. Flintstone.
  5. Delegate
  6. Automate.
  7. Scale personal attention.

Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

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

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. Your prospecting will never ever be the same.

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.

Prospecting, Grabbing Attention, Sales Prospecting

TSE 790: TSE Hustler’s League-“Grab Their Attention”

Prospecting, Grabbing Attention, Sales ProspectingYou aren’t the only one fighting for your prospect’s attention; she probably doesn’t even know that you exist yet. So how can you use a targeted approach and an outreach cadence to grab her attention?

In today’s episode, we discuss the importance of using cadences and multiple platforms to create a targeted approach to grabbing your prospects’ attention.

Grab attention.

Your prospect has a million different things competing for her time: Facebook, mail, social media, television. She is bombarded with advertising.

Don’t allow your ego to get wrapped up in the outreach process. Don’t assume that she isn’t responding to you because she doesn’t like you.

What can you say to grab her attention?

Don’t assume you’re annoying her by contacting her more than one way.

There’s a reason political campaigns use mail, email, billboards, social media, television and phone calls. They want to be where the people are.

Use a cadence.

Your goal should be to have an outreach sequence that spans a period of time. You might, for example, have an email sequence that includes sending 5 emails over 14 days.

The sequence will look different for each company, but it will include a variety of contact requests across a variety of platforms.

Those methods will allow us to initiate a conversation that may lead to a sales opportunity.

Aim for conversation.

Conversations at parties begin with small talk; getting to know the person you’re talking to.

Outreach should look exactly the same.

We should begin by making a connection via email or social media, and then seeking to continue the conversation elsewhere. Perhaps we provide value or learn more about the prospect.

Tha goal isn’t to immediately let her know that I sell something that she should buy. It might require 5 conversations to finally reach a discussion about the product or service.

Sales professionals have a tendency to view relationships with the end in mind, but we must get to know people before we ask them to marry us.

Episode resources

Check out The Sales Evangelist Hustlers League at thesalesevangelist.com/hustlers. It’s an online group coaching opportunity designed to help sellers of all levels improve their skills and learn from other sales professionals.

We’re beginning a new semester in April and we’d be honored to have you join us.

TSE 707 – How Can I Get My Sales Team To Following Up

Follow Up, Cold Calling, Donald KellyOne of the things many sellers hate doing is following up.

In fact, it’s almost as worse as prospecting. We don’t like it at times.

It’s probably because they’re afraid of doing it. But people actually have different reasons they don’t do it.

So today, I’m going to share with you three things you can do to help you improve your follow up process. Sometimes, we don’t even have that process. We just wing it.

1. Set an appointment.

Nothing will progress without commitments or without some kind of forward motion. Don’t send emails saying you’re “just following up.” That’s a generic type of email. Talk to them as a human being. Otherwise, they’ll just ignore it.

So you need to get the commitment before the next meeting. Put something on the calendar. And just listen until they respond. If it’s an email, verify their email address.

2. The idea of a referral

Try to find someone you can recommend for training that can come into their HR or finance organization for instance. Try to connect them with someone who can potentially help them. Set out an introduction email between them. You can follow up with someone else without saying you’re just following up.

Tag them to an article or any relevant post on social media which you think may benefit them.

3. Have a sequence or process.

Figure out the different milestones in your sales process. And on each stage of it, figure out something you can send to them on each stage of the process. Be it blog post or testimonial or video, be creative. Share this podcast. See, you’re not pushing your agenda but you’re just trying to grab their attention.

Think outside of the box. Think like a human being. Think what you would like to receive. Make things personal.

Try something new!

Episode Resources:

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

Join the TSE Hustler’s League.

Donald Kelly, Sales from the Street, Cadence, Prospecting

TSE 649: Sales From The Street-“The Cadence Is Working”

Donald Kelly, Sales from the Street, Cadence, ProspectingStill struggling with how you can get your customers to respond to your email? Are you the business card hoarder at events?

You’re probably getting as many cards as you can. And these could be leads you’ve collected for over a year from those events and you’re just letting them sit there on your desk for the dust to consume them. There’s nothing wrong with collecting cards. In fact, it’s an awesome thing to do. But without any follow up, your effort only goes to waste.

It’s time to take action.

On the other hand, what also used to happen in the past after we’ve collected business cards is that we’d blast a client with a phone call then try to get them to buy our product and service. And we just put everything out there. Well, this doesn’t work anymore.

The Power of Cadence

Having cadence means creating a process for your organization. For example:

  • Day 1 is for sending emails.
  • Day 2 is for connecting with the prospect on LinkedIn. Either you connect with the prospect yourself or you can have a sales development rep initially connect with that person. Within days, you’re able to connect with the client on LinkedIn.
  • Next, utilize other social media platforms. Engage with the individual on Twitter for instance by sending a tweet.
  • Your goal here is not to sell but to grab the prospect’s attention. Once, you’re able to do this, you can follow up on those leads.

Grab their attention.

Make your emails short and simple. Only include one point or one idea and then one question. Try to make it just like a text message. Make it simple and straight to the point.

Set an appointment.

Just create the business discussion. Figure out their unconsidered need, which is something they need that they haven’t realized yet.

Episode Resources:

Listen to TSE Episode 642: This Is How You Get People to Respond to Your Emails

The Experience Economy by B. Joseph Pine II and James H. Gilmore

Join the  TSE Hustler’s League.

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

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

 

Jeff Lee II, Donald Kelly, The Sales Evangelist

TSE 624: Sales From The Street-“I Didn’t Like Following Up”

Jeff Lee II, Donald Kelly, The Sales EvangelistToo scared to follow up? In today’s episode on Sales from the Street, fellow Floridian Jeff Lee II shares with us how he overcame his biggest challenge of following up.

Jeff and I initially connected on LinkedIn. He is currently the Teams Sales Director at a startup called Cybrary, an open-source cyber security and IT training platform. With four-year experience in sales now, Jeff previously worked for companies including Dell, Oracle, and Latista.

Here are the highlights of my conversation with Jeff:

Jeff’s major challenges:

  • Picking up the phone and calling strangers all day long
  • The follow up process which involves continual rapport-building

Strategies Jeff did to overcome the problem:

  1. Build rapport after the call

Continue to make follow-up schedules. Let the prospect know when you’re going to call back for followup. Even if they reschedule, keep sending something in their face to have their attention.

  1. Create a follow-up schedule.

The idea here is to be highly visible to your clients. Jeff calls this as “increasing the deal velocity” where the speed to close will increase as long as you’re able to keep them in the loop of what’s going on.

  1. Set reminders for yourself to follow-up.

Create tasks in whatever CRM you’re using. Just stick to the schedule and tell yourself to stay on top of that.

Results Jeff saw after implementing these strategies:

  • More businesses closed and people coming back
  • Jeff is talking not to prospects anymore but friends now and people who enjoy his company and how he sells himself as a person.

Jeff gives away this bonus strategy when you’re making a demo:

Make sure you’re telling a story. Storytelling is very important for them to understand why you’re here, where you come from, what you provide, and why it will make them better today after they purchase.

Jeff’s Major Takeaway:

Fundamentals are key. Make sure you’re on point and your messaging is clear.

Episode Resources:

Check out their website at www.cybrary.it and reach out to Jeff through email at jeff@cybrary.it or connect with him on LinkedIn.

Join the TSE Hustler’s League.

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

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

 

Follow Up, Prospecting, Closing The Deal, Building Value

TSE 470: TSE Hustler’s League-“Following Up”

Follow Up, Prospecting, Closing The Deal, Building Value

One common mistake salespeople make is play the guessing game with their clients. You can’t let your clients guess your sales process or your next steps otherwise the whole thing gets so ambiguous. You have to be super clear when it comes to your sales process. And that includes letting them know when you need to follow up and what happens during that follow up.

This week the snippet that I’m going to share with you is taken from one of our previous sessions at the TSE Hustler’s League and is all about following up.

The different parts of the sales process which need follow up:

*Follow up is important in each step of the sales process.

  1. The first meeting
  2. Discovery meeting

Sit down with a client and analyze to see if you’re a good fit or not.

  1. Start talking about money once you have a deeper understanding of what they’re looking for.
  2. Counter with your solution.

Strategies for effective follow up:

  1. Make sure to align your process to theirs.
  • Let your client know about your process.
  • Find out their process of purchasing.
  • Align their process and your process.
  1. Don’t let your clients play the guessing game.

Spell out your next steps to your clients. Let them know you’re going to follow up on all of those steps.

  1. Set the rules before you play the game.

Give the client what they need to do beforehand so the follow up is not ambiguous.

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.

 

Following Up, Connecting With Prospects, Closing Deals, New Clients

TSE 320: TSE Hustler’s League-“Why & How To Follow Up!”

Following Up, Connecting With Prospects, Closing Deals, New ClientsIn this episode, I’m sharing with you a piece of our training at TSE Hustler’s League, a group coaching session that I have every Wednesday night. We talked about following up, why it’s so important, and how to do it more effectively.

TSE Hustler’s League is a one-hour group training with accountability as well as a separate groups that we do every week. Since I can’t play the entire hour here, I’m getting some snippets of the training and sharing them with you so you can better understand how following up is crucial to your sales and we’re sharing some ideas to do it effectively.

Here are the highlights of this episode:

What is following up?

  • The act of communicating with your prospects

Reason many salespeople fail to follow up?

  • Fear of becoming the “stalker”

Importance of Following Up:

  • It shows trust and gives you the credibility to your clients
  • Trust eventually leads to success in sales
  • People do business with those they know, like, and trust.

When do you follow up?

  • Whenever you say you’re going to.

Strategies in following up:

  1. Have a clear next step.
  1. Have a deeper analysis of their current sales process.
  1. Set the rules before you play the game.

Put it out at the very beginning of the meeting that if they realize you’re not a good fit, then they should speak up, in the same manner that they tell you if you’re a good fit.

  1. Find out from them what their clear, next step is.

By the end of the meeting, you both know there is a clear, next step.

What to do when they’re not ready yet?

More effective strategies you can do:

Set up a calendar invitation. Tag them in it. Put their email address or a notification.

Major Takeaway:

Don’t talk to prospects and get them all excited and not do anything about it. You have to close it and keep them going in the right direction. Set the next steps and help them to go forward.

Episode Resources:

15 Secrets Successful People Know about Time Management by Kevin Kruse

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! Following Up, Connecting With Prospects, Closing Deals, New Clients

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Breaking Up, Losing Deals, Prospecting, New Business

TSE 270: Breaking Up Ain’t Easy

Breaking Up, Losing Deals, Prospecting, New Business Hard fact: Your clients or vendors are not going to be with you your entire life. Either you may have to leave them or they leave you at some point. We gain clients, we lose them. Now, how do you handle this in a professional manner without getting upset or angry?

The good news is, this may in fact open up a whole new window of opportunity for you to explore your options and solidify relationships. So don’t let the breakup process beat you down.

Here are a few ways to help ease the breakup process with your clients:

  1. Treat them like they were great friends from day one.
  1. For business owners, help them as much as you did when you first brought them on.

Do what you can to make sure that your customer can easily have a great experience when they exist without you as they did when they were with you.

  1. For salespeople, show them your appreciation.

Make sure to be there for them in this process. Provide as much information as you can. Thank your client by sending them a thank you card or a marketing material from your company. Show them you appreciate them for the business.

Think about yourself in that same situation and do as much as you can to make them have a transition from you to another. I guarantee you will see results and benefits in the future.

  1. Build strong relationships.

Don’t burn the bridge, so to speak. The deal may end, but not the relationship. In fact, this could even open up more doors of opportunity since they can refer you to others. Think about the industry, the network, and the community. Sometimes,their decision to leave may come from the higher up and not from them.

Tip: Post a review on their website or tweet about the great experience you’ve had with their business.

Today’s Major Takeaway:

Recognize the power of being a human being and just think about caring for them and helping them. When you can be that type of person, you’re building an unmatched reputation for yourself which leads to great results in the end.

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.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Trade Shows; Donald Kelly; The Sales Evangelist; Sales Podcast

TSE 261: Are Trade Shows Worth It?

Trade Shows; Donald Kelly; The Sales Evangelist; Sales PodcastHave you ever questioned the effectiveness of a trade show? Are they worth it? Is there an ROI with these events? How about the following up process? What are the best ways to do the follow-up process? Well, these are all the same questions I had and wanted to get more information on. So guess what I did? I went to a conference to learn from both attendees and vendors what their take on trade shows were. The answers you hear may be as shocking to you as they were to me. Listen for yourself.

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales process, Prospecting, Business Management, Charlie Perry, The Sales Evangelist Podcast

TSE 198: Sales From The Street- “We Doubled Revenue With A Sales Process”

Sales process, Prospecting, Business Management, Charlie Perry, The Sales Evangelist Podcast Today I have the opportunity of interviewing a good friend of mine, Charlie Perry. Charlie has had a very impressive career in the sales and marketing world. Spending a bulk of his time in the entertainment industry.

Charlie’s biggest sales challenge. 

Charlie’s biggest sales challenge was when he came into a new company as a manger and realized that the sales and operations team did not have an effective process to acquiring and on boarding new clients. Charlie then went to work to fix this challenge. Here is how he did it:

  • Meet with the group as a whole and learn what they thought was going on
  • Individual interviews with team members to learn of their responsibilities
  • Met with client and potential clients to learn what they want in a company like his
  • Outline a process with campaigns to change the culture of the offices he was running
  • They also implemented a process to learn why they won deals and lost deals
  • Charlie focused on being “hard on the process” and “soft on the individuals”
  • Everyone knew what they had to do and either did it or excused themselves.

Charlie also found out that every salesperson needed to be doing one of five things:

  1. Searching for prospects (Using whatever source they desired)
  2. Contacting those leads (Social media contact, email or picking up the phone and calling them)
  3. Help with the proposal process
  4. Assisting with the delivery of the product…in their case was putting on live shows
  5. Following up

The more you know about what you’re selling, the better chances you have of seeing success.

Charlie’s results 

One of their smallest offices went from $3million to $6million per year in revenue. As a whole, the company’s revenue jumped from $25M to $60M by following an effect sales process.

Major take-away

Have a plan and work it!

Stay in touch with Charlie

charlieperry48@gmail.com

Connect with Charlie on LinkedIn

 

Winning Vendor, The Sales Evangelist, Donald Kelly

TSE 155: How To Come Off The Winning Vendor!

Winning Vendor, The Sales Evangelist, Donald Kelly With more and more customers being educated on products and services, many are doing a large amount of research before they ever engage with the sales professional. This process allows them to make more informed decisions. A natural by-product of this process is the fact that customers are speaking with much more vendors to evaluate them to see if they have what they are looking for.

So what does this mean for you? Competition is getting stiff and you’re going to have to bring your A-Game. I’m sure your company has some procedures in place to remedy these types of situations, but are they working effectively for you?  I have worked with companies that had nothing in place. I had to rely on the school of the hard knocks and it was not easy. This is why I decided to do this episode and offer what I’ve learned which increased my chances of coming off as the winning vendor. Here they are below:

  1. Be proactive and ask “What other vendors are you looking at for this project?” (We know they are looking already)
  2. Learn the criteria they’ve developed for the selection of a vendor or what elements they are looking for in a product
  3. Ask follow up questions to get to the root of the situation and ask if the criteria you’ve selected is a deal breaker or which ones can you live without?
  4. Offer a progress sheet or evaluation sheet to review vendors and their capabilities
  5. Stay in communication with them
  6. Ask them to look at your company again after they’ve peeked at the other competitors

This sounds very basic, but it works. The more I sell the more I realize that it’s not a complicated matter, we just try to complicate it. Keep it simple and you’ll see great results. Check out this episode and let me know if it helps you. As always, go out and do BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

 

Sales Training, Podcast, The Sales Evangelist

TSE 093: Why Breaking Promises With Buyers Will Hurt Your Sales Every time.

Sales Training, Podcast, The Sales Evangelist During this episode I will go over why breaking promises with your clients or prospects will hurt your business.

Why breaking promises will hurt you:

  • People will buy from those they know, like and trust. But when you break your promises, you start losing their trust.
  • Think about how you feel when someone breaks a promise to you.
  • Think about the how your client or prospect will feel if you break a promise.

What you can do:

  • Under promise and over deliver.
  • Do the opposite of what everyone else is doing and keep your promise and go above and beyond the call of duty.
  • Be realistic and give yourself a buffer to make sure your promise is fulfilled.

We are all humans and sometimes we don’t keep the promises. Things come up and a promise a broken. I am here to tell you that if you focus and schedule as you should and keep the promises, you make with your clients or prospects they will trust you and favor you over your competition.

Join our private community on Facebook called The Sales Evangelizers!

TSE: 070 Learn How Hustling Can Help You Close More Deals Today!

SteliHustle, hustle, hustle….

Steli was born for the hustle and is the perfect person to have on the show to help us as sellers and entrepreneurs improve their hustler’s mindset. Steli is the founder and CEO of Close.io and ElasticSales. He is an expert when it comes to startups. He has assisted in more than 150 venture-backed startups to build and scale their sales processes. Steli has also trained thousands of founders, sales directors and sales reps how to create predictable revenues and see drastic results.

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

    • If you lack any kind of talent, you have to make it up with the hustle.
    • After dropping out of school at 18, Steli became acquainted with learning as oppose to academics.
    • Steli’s definition of hustling is going places other people don’t,  showing up where other people don’t show up and following up through where other people won’t.
    • Some people are born with the hustle and others can learn it.
    • One way to increase your hustle is to do things that will make you feel uncomfortable. Everything worthwhile is outside your comfort zone.
    • The art of following up is key to your success. Don’t just give up when you don’t hear from a prospect.
    • When following up, don’t sound needy. Be a professional and get straight to the point.

Stay Connected to Steli: 

Blog.close.io

Steli’s Email Address: Steli@close.io 

Check out Steli’s new book :“The Ultimate StartUp Guide to Upon Sales”

StartUpSalesGuide.com (Use this discount code to get a listeners only reduce price on the book. Discount code: Awesome Sauce)

Steli’s New Book

 

 

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