Tag Archives for " High Profile Clients "

Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly

TSE 450: TSE Hustler’s League-“Crafting a Great Message”

Donald Kelly, The Sales Evangelist Podcast, Messages, New ProspectsToday’s episode is another snippet pulled out from the TSE Hustler’s League where we talked about how you can craft a powerful message that’s going to impact your ideal clients, that they will enjoy and that they can resonate well with.

Ways to Craft a Great Message during the Prospecting Stage:

  1. Research.
  • Get something that you can reach out to and utilize resources such as the company website, LinkedIn, or their social media account.
  • Choose anything interesting that you can use to grab their attention.
  • What is that one thing that can grab their attention that tells them you took time to know about them?
  1. Identify the contacts you should reach out to.

Identify the people involved in the buying process. Those people call the shots, whether it be the VP of Sales, or the CEO, or the procurement department.

  1. Get three nuggets you can connect on.

Tie it back to something interesting about them. Is there any other nugget that you can use within the conversation?

  1. Speak to human emotions.
  • People can associate with their issues. How can you speak into their emotions in your conversation with your prospects?
  • Use words like frustrated, concerned, overwhelmed, tired, annoyed, angry, disgusted.
  • Think like a human being because people make decisions based on emotions.
  1. Be able to tell a story.

Find a way to share a problem, a solution, and statistics that you can incorporate to tell a story.

  1. Have an outcome for each call.

Your next step is not the sale. It’s just to get an appointment to the next step so you can dive in deeper.

Episode Resources:

As a thanksgiving gift from me to you, get access to all of the TSE Hustler’s League past recordings at a discounted price of $20.

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.

Marley Majcher, The Party Goddess, The Sales Evangelist

TSE 103: Selling In The New Luxury Market

 Marley Majcher, The Party Goddess, The Sales EvangelistYou’d probably think catering to the luxury market is all glitz and glamor. But the more you’re getting paid, the more is expected of you to bring great value to the table. In today’s episode, Marley Majcher, the events planner to the biggest stars and celebrities, shares with us some tips in dealing with the luxury market and some nuggets about charging what you’re worth.

Marley’s umbrella company is marleymajcher.com. She owns a celebrity-based catering and event planning company in LA called The Party Goddess!.

Going to Georgetown for education she couldn’t manage her own company, she decided to write a book to solve her own problems around chasing revenue instead of profit. Writing her book, But Are You Making Any Money? has put her into a space of business consulting and helping entrepreneurs charge what they’re worth.

Wearing two hats, she runs her business by day and helps other businesses solve their problems by night.

[Tweet “@ThePartyGoddess Thank you so much for your great advice on the #TheSalesEvnagelistPodcast W/ @Donaldckelly @TSESales”]

Here are the highlights of my conversation with Marley:

Marley’s coolest experience being the customer was with Ruby Receptionists. Check their website here and see why people and Marley love them so much.

Let Ruby Receptionist know they are loved. Click the tweet link below.

Charging what you’re worth:

Selling to luxury market:

  • Providing great value for your business.
  • Luxury in the old days vs. luxury today.

Luxury today is giving your customer:

  • What they want.
  • When they want it.
  • How they want it.

Shifting how we think about the luxury market

Not judging a book by its cover

Taking yourself out of the equation

Tips in selling to a luxury market:

  • Be very tolerant.
  • Be perennially cheerful.
  • Be adaptable.
  • Be fast.

Knowing your numbers:

  • Cost of goods sold
  • Consider the time you spent to service that particular client

How to know if luxury market is for you:

  • Meditate. Pay attention to yourself.
  • How do you feel when you work with this audience?
  • Consider your chemistry with your audience.

The hardest lessons for small business owners to learn are:

Lesson 1: Saying no to other clients:

  • You have more time to service those really good clients
  • You cannot be all things to all people

Lesson 2: Charging your worth:

  • How much is the service worth.
  • Selling the convenience, ease, and peace of mind

Lesson 3: Hyper-focused customer service mentality:

  • A lot of times we are not our target audience
  • Put your brain in the mind of the client
  • Everybody has something they value.

Lesson 4: Firing a customer:

    • Be non-emotional.
    • Slow down your speech.
    • Be prepared. Stick to your guns.
  • “This is not a match.”
  • Provide them with solutions.

Connect with Marley on Twitter and Instagram @thepartygoddess

Marley’s Major Takeaways:

Know your numbers.

The way to charge what you’re worth, whether with a luxury client or selling, when your numbers, not only how much it costs to provide your product or service, and even if the service is just you, and you think you don’t have cost. YOU DO!

Know how much time really it takes to service that particular client.

What client is more of a match?

Take Marley’s Productivity Quiz at www.theprofitgoddess.com/tse

Check out Marley’s book: