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TSE 1187: How do I deal with Unresponsive Inbound Leads

TSE 1187 How Do I Deal With Unresponsive Inbound Leads?

There are tricks on how to deal with unresponsive inbound leads. Dealing with people who come to your website and who give their phone numbers and emails but don’t want to talk to you doesn’t have to be difficult. It is true that many who visit your site want the freebies and they ghost you for reasons you can’t comprehend. 

The sales reps are frustrated because the appointment is not getting through, nor are the emails, or the calls. 

This happens because we’ve conditioned the buyers this way. We’ve taught them the concept of opt-in. They give us their emails for emailed permission-based marketing and we call them or mail them to get an appointment. Other companies are doing this as well and buyers know the pattern and are now looking for ways around it. They often give a bogus email address or an old one that they no longer check making it next to impossible to get in touch with them in the first place. 

Deal with unresponsive inbound leads 

There are two ways to deal with unresponsive inbound sales. The first one is connected to marketing. Examine what you’re offering to the prospects and extend your offer beyond your freebies. They may not be ready to purchase yet and they just want to review your offer so give them something else they can munch. Include another link to something else within your gift. Try to put an invite to your webinar. They can click inside the opt-in to see what the webinar is all about. Engage them further and nurture them into actual leads. 

Give them something a little bigger, perhaps a one-on-one free consultation session or your phone number. Turn the opt-in into a strategy session to be able to talk to your prospects. 

For qualified leads, engage them further by giving them more information. They will qualify themselves and they will give you their phone number and have a conversation with you. Once they go to your webinar, they become converted leads which allows you to give them a pitch or offer your product for 15% off. 

Give the prospects what they want in order to get what you want. #SalesTips

Give them the piece of content and education on the webinar to get the conversion going. As a salesperson, deal with unresponsive inbound leads by giving them what they want first.

You can also use a thank you page as a dual opt-in or a webinar sign-up page to further turn your unresponsive inbound prospects to interested prospects who want to learn more about the business. 

Stop the old school strategy 

Deal with unresponsive inbound leads by letting go of your old school strategies. Stop sending a generic email which contains the usual information about the company, the features and benefits of the product, or the invite for a phone call or appointment schedule.  

Emails such as these are long and asking them for a phone call at the end of it is a huge jump. 

Shorten your email and change your subject line. Go for simpler yet impactful opening such as, “Did you get the download for this or that?” The recipient will see your name, your signature, and all the other necessary information and he is bound to answer a resounding Yes. They need to recognize you as an individual. 

This is when you ask! 

Ask your question when they’ve already responded to your previous mail. If they reply with a Yes, ask them for a phone call to answer any questions they might have. If the prospect shows interest and gives his phone number then quickly respond by giving a phone call. The key is to follow up right away. 

Have a 2-step strategy for prospects who are not ready to buy right away. Make it your goal to make them reply to you before you ask them to have the sales talk with you. Remember that buyers these days are cognizant of opt-ins so warm up to them by using this 2-step strategy. 

If you’re doing insight sales and you’re responsible for all inbound sales, you might want to ask them what prompted them to download the content. Do what you can to engage them in a conversation. 

“How Do I Deal With Unresponsive Inbound Leads?” episode resources

Build stronger value and have more meaningful conversations with your prospects. Close more deals and challenge yourself to go out and do big things every single day. 

For sales concerns, you can connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 modules and you can get the first two modules for free! 

If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

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Inbound, LinkedIn, Donald C. Kelly

TSE 1180: Can I Classify My LinkedIn Leads As Inbound Leads?

 

Inbound, LinkedIn, Donald C. KellyWith all the focus on social selling, it can be difficult to determine whether you can consider referrals and connections that result in LinkedIn leads as inbound leads.

If a prospect connects with your content which leads to a conversation and then an appointment, can that be considered an inbound lead?

LinkedIn connections

You’re likely among those sellers who understand that your LinkedIn profile is your personal profile. You cherish it and treat it with respect. You post thoughtful content and share impactful videos and write articles and long-form blogs. You’re creating content that your audience can engage with. 

If those prospects end up in your direct message as a result and that leads to a conversation, that’s an inbound lead. Though it might not qualify as inbound in the traditional sense, you’re engaging in the same activities. No matter who creates the content, it’s an inbound lead. You could even give it a unique KPI name like “social media lead” or SML.

Converting leads

If I connect with 15 or 20 business owners today and 10 of them reconnect with me, the result is 10 new social media leads. I can nurture them by creating videos, posts, or articles and tying the content to my new prospects. 

Ideally, those people will engage in a conversation.

I recently connected with a woman on LinkedIn who later posted a good piece of content. She mentioned me and others she had recently connected with using a “shout out.” Turns out all the people she mentioned continued to engage with her on LinkedIn

I’ll watch her content now since I had a positive interaction, and I might eventually decide to engage with her company. She’s nurturing us as prospects.

Engaging content

Then, once you do, be intentional about connecting with those who interact with your content. Work to connect with your second- and third-degree connections. 

Try this simple paragraph:

Thanks so much for commenting on my post today, James. Permission to connect here on LinkedIn?

Usually, when you connect immediately, they’ll appreciate your outreach. You can start a conversation that may lead to further interactions.  Now you’re getting more contacts off your ideal customer or prospect. 

Blur the lines

Imagine you have a targeted list of prospects that you’re trying to reach. You’re making phone calls to named accounts and you’re connecting on LinkedIn, Twitter, Instagram, or Facebook. 

If you separate your prospects into different categories, you can optimize them. 

I recently connected with someone on LinkedIn who became a social media contact and then a social media lead. When the prospect asked about sales training for a team, it led to an initial appointment. 

That connection would haven’t happened without engaging content on social media and our interactions there.  

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

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Inbound Leads, Marketing, The Sales Evangelist

TSE 1177: Our Inbound Leads Are Causing More Work Than Good Sales

Inbound Leads, Marketing, The Sales Evangelist

Often, you hear salespeople say, “Our inbound leads are causing more work than good sales.” It’s always on the question of who should follow up on inbound leads and how to go about it effectively.

Many small organizations are having a hard time utilizing their inbound strategies effectively. We don’t have all the variables and all the situations within an organization. Still, we can assume that there are three people on a sales team. 

The sales team

Assume that a sales team is composed of three people: the marketing person who does almost everything, the junior assistant who helps with content creation, and the outsourced person who does the marketing strategies. Among the three, who should follow-up the lead? 

Not all leads are created equal. This means that before deciding who will follow up the lead, the lead should be evaluated first.

You don’t want your salesperson pitching to a lead that in the end would go to another competitor. 

Do a pre-qualification 

Do a pre-qualification in your organization to know if the people you are going to have the conversation with are ready to consider the deal. Set a benchmark and rules for what you consider a marketing quantifiable lead. Consider the following questions: 

  • What is considered a sales qualified lead?
  • What is the KPI of your organization? 
  • How many new inbound leads do you want to get per quarter/per month?
  • How much money do you want to generate from those leads?

The answers to those questions will lead you to your ideal customer. It would also help you identify the triggers that qualify them to be a marketing quantifiable lead and a sales qualified lead. 

The work is far more efficient because when a lead comes in, your salespeople can vet them and follow the pre-qualification factors you’ve set to see if the lead can generate new business for the organization. This is also helpful in maintaining your current customers. There’s no time wasted in sifting through leads and trying to figure out which one works and which one doesn’t. 

Create a system

Create a system to efficiently manage the workload. The marketing team can do the pre-qualification to increase the odds of the lead being converted into something real. Whenever a lead comes in, let marketing take a look at it and check the website and the title of the person. 

Then let the intern or junior marketing rep take over the other tasks like looking into LinkedIn, HubSpot, Marketo, or other platforms you have to find the data that you can transfer into your CRM. 

You can then sign that into the sales team for it to become a sales qualified lead. The system prevents wasting time on people who aren’t real prospects. 

Marketing can help fix the problem of having to go back to the beginning of the funnel and pre-qualify the leads again because they’re not yet ready then. 

  • Fix your content
  • Develop a good strategy
  • Make a drip campaign for people who are not yet ready 
  • Separate the marketing qualified lead and your sales qualified lead

Website leads matter

The sales team sometimes takes for granted the leads that they didn’t hunt for. A good example is leads coming in from the websites. Salespeople have this notion that they can get more of those so they ignore them. It’s the mentality that since they didn’t work for it, it doesn’t mean much. 

You must recognize that the organization spent thousands of dollars to get that lead. The organization paid for the marketing and the sales rep to produce content on your site. You have writers and you have graphics on your site. You have all the different infrastructure to make sure that your website functions. 

It is disheartening when a sales rep doesn’t take that into consideration when a lead comes in via the website. 

Whenever an inbound lead comes in, it is best to use your flow process to follow-up particular prospects. It should be written and put in your company’s playbook so that everyone can read it and use it with every inbound lead that comes in. 

Follow-up right away 

A stat from insidesales.com said that a lead that’s contacted within five minutes is 100 times more likely to convert than leads that are followed-up 90 minutes later.

When a lead comes in, follow up right away. You’re more likely to convert than if you wait. #SalesHacks

Strike while the iron is hot. 

Do a quick research and evaluate whether the person is real, see if it’s a true marketing qualified lead, and toss it over as a sales qualified lead if it ticks all the boxes. 

The sales team can take a quick visit to the person’s website, check their LinkedIn profile, and the pages they’ve visited on your site. 

Tools like HubSpot and Active Campaign allow you to see where they’ve signed up and the number of times they’ve looked at the pages. You can then use these data to have a meaningful conversation with the prospect leads. 

Focus on the people that matter

Include in your flow process the phone call and email for the first time then do the same things a day later. Connect with them on LinkedIn and share some of their content for seven full business days. 

Do the same things that you would do with a cold person. Nurture the lead and try to grab his attention. Even if they’re not ready now, then at least you can toss it back into the marketing pool and revisit it another time. 

With the right system and by focusing on the people that matter, your work is going to be minimized but the return is going to be much higher. Filter your inbound leads and let the marketing do the review. Recognize the good ones and toss them over to the sales reps to reach out and convert. 

“Our Inbound Leads Are Causing More Work Than Good Sales” episode resource

Email Donald for more questions or connect with him via LinkedIn.

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! If you want to take your sales to the next level, then I recommend that you join us with our group coaching. Our next semester begins mid-September. 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

If this episode answered your concerns about why your inbound leads are causing more work than good sales then don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound. 

TSE 1144: Tools To Generate Quality Leads On Demand

If you ask sellers what they want more of, the second most popular answer will be quality leads, and the good news is that there are plenty of tools available to generate quality leads on demand

Joshua Smith serves as CEO of a real company called FizzyBlox on the front lines of revenue acceleration. He’s the co-founder of a couple of businesses and the author of the book Stacked: How to Guarantee Qualified Sales Meetings With Real Decision Makers. 

He recalls that his team wondered where the people at the top of the sales profession go to upscale. Where do they go to be educated? Their challenges are much bigger than the average seller because they are responsible for multiple billions in revenue. 

Lead generation process

People constantly tell me that they could close more deals if they could just get in front of more people. Research suggests that 65% of sellers’ time is spent on non-revenue-generating activities. For people whose job is selling, that’s a huge number. 

So how does any business optimize their lead generation process?

The bad news, according to Hubspot, is that for B2B lead generation, it’s virtually impossible to pinpoint which of the channels was most effective at lead generation. If I had to guess which channel was most effective, I’d guess it’s web-bound leads. In truth, though, Hubspot reported that the most effective channel was one labeled “other.” They simply don’t know which activities generate the most leads.

Opportunity

Truthfully, though, that uncertainty creates a huge opportunity. It suggests that there are tons of amazing tools out there that sellers can utilize to generate quality leads. They aren’t all publicized, so our job as sellers is to identify the different tools we can use and more importantly, how we can automate that process. 

Josh’s mission is to create the number one sales platform in the world for senior sales leaders to network, to mindshare, to problem solve, and to intimately discuss the pressing topics of revenue generation. 

LinkedIn

This tool won’t be news to anyone because so many of us are getting leads from LinkedIn, but we must realize that data is fuel for the economy of the business world. We’re on a long business journey and we can’t rely on a single gas station. As amazing as LinkedIn is, we can’t rely on a single place for our fuel. 

Sellers need to become their own content marketers to really meet the demands of the modern buyer. LinkedIn can do wonders for your business in terms of connecting with prospects, especially high-level decision-makers, in a space where they feel safe. Be mindful, too, that if you upgrade to premium, you can see what your social selling index is. You can measure yourself against the other people in your network or industry, which is a really good indicator of where you are. 

I recently had a conversation with someone as a direct result of my LinkedIn efforts, and it turned into an opportunity. It was easy to move the conversation from LinkedIn to a phone call without feeling sleazy. He raised his hand and engaged with me because of the content I shared. 

Your content positions you as a person who can help people. Focus on genuinely providing value rather than posting for the sake of posting. You don’t have to post every day. Josh engages with the sellers’ reps of the companies he’s pursuing and then gives his feedback on the buyer’s experience. If the experience is good, he’ll say so. If it’s bad, he’ll say so. The companies often engage with him after seeing his review, and it launches a natural dialog. 

Prospecting

Every seller wants more leads but few are willing to do the prospecting necessary to generate them. With the rise of AI and automation, sellers feel entitled to not do the work and instead rely on technology. LinkedIn is an established platform for lead generation, and Josh estimates that about 70 percent of the total sales revenue he has generated during his career has been a product of it. 

Even his other interactions like those at trade shows eventually land on LinkedIn, because eventually his prospects will look there to see who he is and what he’s about. Allocate time for LinkedIn. 

From a content perspective consider using automation to help you produce content without manually uploading it every day or every week. There are also plugins that automatically message people as soon as you connect, but if you rely on those you miss out on the personalization that is so important. 

Humans fundamentally need interactions. We’ll never be eradicated by technology because you must be genuine if you want qualified leads. Use automation, but don’t abandon your humanity.

SalesOptimize

Many people in the states opt to use ZoomInfo, but Josh reports that it’s expensive and the data often lacks accuracy. Instead, he suggests SalesOptimize, a tool that’s about 40 percent cheaper than ZoomInfo with much better accuracy and functionality. 

It’s a market intelligence platform that scans the Internet to extract company data like what technology it uses to build its website, who the hosting provider is, what are their annual revenues, and what are the associated brands? Additionally, it provides the contact information for the people who work there. 

Consider that searching for humans may be less effective because they won’t work for the company forever. Instead, search for companies because they represent the accounts. Your prospecting list includes companies, not people. 

SalesOptimize allows you to type in the kind of company you want to target and receive a list of all the different companies you can approach. It also gives you the details around each company so you can determine whether it’s actually a good fit. Once the company passes that qualification process, you can generate insights around people. 

Changing landscape

Given that the average sales rep stays in position for about 18 months, and given that there are multiple people at each company that we need to connect with, it simply makes more sense. Especially in the tech world, it’s rarely a single person that makes the buying decision. More likely, you’ll interact with five to 10 people on your way to a decision. Why, then, are we constantly searching for a single person? 

Even in organizations that have consistency, job functions change slightly. Additionally, titles might differ among companies because of differing hierarchies. SalesOptimize is cheaper, more accurate, and it’s GDPR compliant. 

Qualifier.ai

This tool is for the lazy sales folks who want a super-automated way of doing outreach and getting effective leads. It’s kind of an amalgamation of SalesOptimize and ZoomInfo, but it automates the outreach. Qualifier.ai is about 12 months old, and in its first year, they’ve gained more than 1,000 clients organically. 

It won’t be ideal for everyone because although automation is fine to an extent, personalization is still important. But if your company won’t pay for the other two tools, this is one you can afford for yourself. If you haven’t been given the actual tools you need to do a proper job, spend the money on this tool. 

It sends auto-sending sequences to your prospects and it measures and optimizes and tracks your open rates. You can set the sequence the way that’s best for you. 

Lead generation weapon

The last tool isn’t just a tool. It’s a weapon. Josh calls it a freak of nature. 

With lead generation, we’re collecting data. Our job is to get enough fuel to actually move the vehicle. This tool takes your prospect information and plugs it into this tool and turns it into jet fuel. ConnectAndSell allows you to provide basic data like prospect name, company, and office number in a spreadsheet. This tool navigates you past the receptionists and directories and connects you directly to the person you’re trying to reach without you doing anything. 

Typically in two hours, you might do about 30 dials. With this tool, Josh managed 411 dials in two hours and connected to 15 prospects. These weren’t sales managers or low-level people, but C-level people in Fortune 500 companies, the hardest people to get hold of. 

It’s expensive, but the ROI potential is huge. For two hours every day, you’ll be plugged in speaking to people. 

If you’re seriously looking to scale your business, get SalesOptimizer or ZoomInfo and even consider stacking it with ConnectAndSell to dominate the market. 

“Generate Quality Leads” episode resources

Find out more about Josh’s event at csouk.com. In October, they’ll release CSOConnected, an online pool for education that will provide access to all the interviews. After October, look out for CSOConnected.com.

Grab a copy of his book, Stacked: How to Guarantee Qualified Sales Meetings With Real Decision Makers. 

If you haven’t already, 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. You can also check us out on Spotify.

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Dr. Zvi Guterman, Sales Presentation, Donald Kelly, Giving Prospects Hands-On Control During Presentations and Leave Behind

TSE 1021: The Value of Giving Prospects Hands-on Control During Presentations and Leave-Behind

What is the value of giving prospects hands-on control during presentations and leave behinds?

Zvi Guterman, founder and CEO of CloudShare, is here today to tell us. CloudShare is a cloud company providing IT labs as a service mainly for IT training, IT sales enablement, and sandboxing, all in the cloud.

Like most entrepreneurs, Zvi got the idea for CloudShare when faced with a problem that needed a solution. In previous positions, there was always a point in the sales process when Zvi needed to build a demo or training talk.

When he realized how much time and work he was spending to build that infrastructure, as opposed to actually doing the demo and closing the deal, he knew there had to be a better way.

He looked but couldn’t find a service to create labs for him, so he decided to create that service.

Ten years and $30 million later, Zvi has seen a lot.

Hands-on control during presentations

Zvi learned from working with his customers and users that, once a prospect is given a hands-on experience, the level of commitment from those prospects increases.

It is no longer some vague idea that you are selling but rather a tangible product.

When the clients understand how the software works, for example, it is easier for them to imagine using it. They are more committed and less worried because their questions are answered. It also allows sales to collaborate with the prospects on how best to utilize the product.

A hands-on experience allows sales to move control of the demonstration to the prospect. It increases the prospect’s understanding of the product and allows them the opportunity to ask questions they may not even know they had.

Onboarding then becomes super enjoyable.

Begin by answering simple questions and explaining terminology. Then, proceed together to determine other areas to test, what type of specific functionality to add, or which performance issues need to be addressed. It also enables sales to personalize a timeline and success criteria for each prospect.

Other benefits of the hands-on approach 

Client engagement increases retention. The hands-on process increases usage and reduces the risk of the prospects buying but never deploying the product simply because they don’t have the time to install or set it up.

Cases will still arise where the product is not a good match for your prospect. But looking at the big picture, you want to see the No’s. Hands-on presentations shorten the time spent on irrelevant leads because the prospects will see right away whether the product is a match for their needs.

Most times, salespeople focus on leads or clients that are not going to progress. Engaging the customer with hands-on opportunities saves times and energy for everyone.

Zvi insists that the demonstration parameters be the same parameters the prospects can expect when the product is deployed to their data centers. They do not optimize or otherwise tweak the demonstration. This provides true value to the customers.

It also allows everyone the opportunity to enjoy the move toward deployment. The transition is smoother and the actual deployment is faster.

The duality of the hands-on process

The prospects are happy with the duality of the hands-on process. On one hand, they have control of the environment. No one will interfere or touch their data.

At the same time, sales is available to answer any questions and to collaborate.

An in-house test lab is probably the most common scenario in many organizations but scheduling use of the lab is both cumbersome and expensive.

CloudShare simplifies and reduces that cost by reducing the amount of lab time.  Hands-on demonstrations are more efficient, more powerful, and less expensive.

Providing hands-on demonstrations and a trial in the cloud also allows for more and more advanced scenarios. Zvi sees people utilizing all the available tools together and becoming more efficient.

People are now using the data available in CloudShare to calculate the probability of engagement. They can also determine where to concentrate their efforts and to learn about new directions to take.

It allows people to collaborate and get the best results.

For example, if a sales rep on the east coast notices better results from a demo being used on the west coast, he can quickly learn more about it and how best to apply it. With CloudShare, team members can share improvements implement them on a global scale.

Organizations become more efficient as a result.

“Giving Prospects Hands-on Control during Presentations and Leave-Behinds” episode resources

The best way to reach Zvi is via email at Zvi@Cloudshare.com.

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.

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Fear, New Seller, Confidence

TSE 1015: TSE Certified Sales Training Program – “Lack of Confidence”

Fear, New Seller, ConfidenceOne of my favorite topics to talk about is lack of confidence and the challenges and fear that come along with it; and, more specifically, how we can overcome it.

Paul Carswell was the salaried manager of a Sherwin-Williams storefront for many years before transitioning in 2018 to become an independent Medicare Insurance Specialist. He works with clients ages 65+ to help them and to bring value to their community.  

Surviving on a 100% commission-based income took some getting used to. Instead of clients walking into the store, Paul had to learn how to make calls and set appointments.

In order to educate potential clients on the complexities of the Medicare system, Paul also hosts educational events in the community. He uses podcasts like this one to reach out to as many people as possible. Such events help people to realize that his primary goal is to help the community rather than to simply earn a paycheck.

Lack of confidence

Moving from a salaried position to a commission-based position certainly caused some fear and trepidation. The transition of receiving a paycheck every two weeks, regardless of performance, to selling private insurance came with a steep learning curve.

Paul knew he had to get out in front of people. Nobody was simply “walking into the store anymore.” Previously, his whole day had been planned out for him. Now he had an empty schedule that only he could fill.

It seemed nice and relaxing for the first two weeks but then reality set in. With no paycheck coming in and no prospects on the calendar, Paul admits to feeling defeated.

A lack of confidence was setting in.

Regaining confidence

Paul had to put his pride aside and get busy. Drawing from his experience as a basketball player, he knew he had to take shots if he was ever going to score.

He started contacting old friends and networking – anything to populate his schedule. It didn’t matter if it was Medicare-related or not.

Paul found that the more he put on his calendar, the more he was able to begin to weed out the events that would not benefit his business. Eventually, after about eight weeks of making calls and networking – still without a paycheck – he finally had a full schedule of Medicare-related events to look forward to.

As a result of the changes he implemented, Paul improved his relationships with his friends by talking with them more. On the business side of things, he has increased his bookings from zero to 50 and is earning a decent income because of the work he put into it.

It didn’t all come at once, however, as it did before at Sherwin-Williams. In his current role, sales is a lengthy process instead of a quick sale with an immediate exchange of goods.

Learning to understand the long-term payout was his biggest struggle. As such, Paul advises everyone to stay focused on long-term goals.

The more people you get yourself in front of, the more you will realize how many people truly care about you and want your business to succeed.

“Lack of Confidence” episode resources

You can contact Paul on his cellphone at 703-342-9087 or via email at paul@carswell.io.  Paul is on Instagram  @paulcarswell. He can also be found on Twitter and Facebook. His website will be up and running soon!

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!

Donald Kelly, The Perfect Sales Day, Sales Podcast

TSE 1007: Is It Possible To Have A “Perfect Day” In Sales?

Donald Kelly, The Perfect Sales Day, Sales PodcastIs it possible to have a “perfect day” in sales? Phone calls from prospects just as soon as you walk into the office … demonstrations are set … proposal reviews are awesome; everything is smooth sailing.

What would it take to have that perfect day in sales? Do we have control over any of the elements?  I think so.

In this episode of The Sales Evangelist, I will share something valuable that I learned over the weekend that can help us all accomplish the perfect day in sales. [0:00]

Perfection doesn’t happen by accident

There was an awesome older lady in our congregation who recently passed away. During the eulogy, her daughter shared a story about her mom who was, apparently, quite a perfectionist.

She always looked great. Everything was always on point.

One day when the daughter was leaving for school, the mother noticed that the daughter had only ironed the front side of her skirt. As the daughter explains, she didn’t see any reason to iron the back of the skirt because she was going to be sitting down at school, nobody was going to see it. It just didn’t matter.

Evelyn Rae Russell TerryHer mother disagreed and told her,  “Perfection is not an accident.” [02:46]

She was right. If you want something to work out well, it isn’t going to happen by accident. The perfect job, the perfect marriage – the perfect day in sales – do not happen by accident. You have to do something to make it work.

None of us will be perfect but we can get close. We can get results if we put in the work.

Michael Phelps, for example, imagined in his mind the perfect swim meet before every competition. He knew what it would feel like to win – to have the perfect race. He practiced for perfection and it is no accident that he became the best swimmer in the world. [03:33]

Michael Jordan, Lebron James, Serena Williams, Oprah Winfrey, Steve Jobs, Usain Bolt, Mother Teresa … They are all arguably the best in their chosen fields because they put in the work.

Aim for the perfect day

Imagine the most amazing appointments and demonstrations on the schedule. Proposal reviews, closing calls, deals closing left and right … It can happen. It won’t be perfect, maybe a few will need to reschedule, but it will be pretty darn close. [04:56]

Certainly, you’ve noticed the sellers in your organization who always seem to have the perfect day; everything always seems to work out for them.  How do they do it?

They are prepared. They know that the perfect day in sales will not happen by accident.

Do all you can now to have appointments for next month. Maybe that means going early to the office to respond to the leads that came in overnight and get ahead of the competition. Make the calls. Make the follow-ups.

Do the work so the results will come. The perfect day in sales will come.

Perfection requires sacrifice

It takes time and it takes sacrifice. You have to be willing to sacrifice the ‘now’ to earn enjoyment later. [05:25]

I could spend my entire lunch break chit-chatting with my buddies in the break room every day, or I could give up one or two of those days and focus on returning emails or reaching out to folks on LinkedIn instead. [06:40]

We just published our 1,000th episode. That is five years worth of content and we’ve been fortunate to be covered by Huffington Post, Hubspot, and Entrepreneurial Magazine.

Some people might think that we just got lucky. But in truth, it happened because we put in the work. When this first started, I also worked a full-time day job.

I used my lunch break to schedule podcast interviews. Then, I would find park my car near a spot with good WiFi and record interviews with my guests over Skype.

I could have easily decided that it was too time-consuming or too much work. I could have chosen to hang with my buddies over lunch.  Instead, I made the necessary sacrifices and it paid off. [07:04]

Sacrifice, not luck

As a salesman, I became of the top performers in my company. Again, not because I was lucky or because management liked me more.

It was because I went to work early, I studied the sales content, I understood the sales process. I learned from the different departments and I made sure I knew what was happening in the industry.

To educate myself, I studied past deals and read case studies. I knew what the directors wanted and I knew what my competition was doing. I called more people and set more appointments. [08:26]

My company and my podcast aren’t perfect but we are striving for it every day. We put in the work towards reaching the perfect result, the perfect company, the perfect podcast.

Put in the hustle. This is not a New Year’s Resolution type thing that lasts a few months. It has to be a desire. You have to want to achieve the perfect day in sales.

If you don’t know where to start, look for the people in your group that are succeeding and ask them for advice. If you can’t find anyone like that, come to me. I am always more than happy to share what I’ve done, what I see clients do, how I help people, etc. [09:07]

It is going to take work. It is going to take sacrifice.

Thank you to Evelyn Terry. She was an amazing woman. Perfection doesn’t come by accident. Evelyn left a legacy and a fire burning.

“Perfect Day in Sales” episode resources

Email me at Donald@thesalesevangelist.com or on LinkedIn. I’m also on Instagram and Twitter.

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.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

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.

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 podcastso you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

 

 

 

 

 

 

Channel Partners, Matthew Hernamdez, Donald Kelly, The Sales Evangelist

TSE 984: Sales From The Street: “Find Local Partners”

Channel Partners, Matthew Hernamdez, Donald Kelly, The Sales EvangelistOn today’s episode of The Sales Evangelist, we talk to Matt Hernandez about the changes in the marketplace, and how the ability to find local partners has helped him drive more revenue for the businesses he serves.

In his work with small-to-medium businesses, Matt has worked to figure out new ways to deal with leads because people have become more resistant to cold calling.

He believes that, although cold-calling can work, it must exist in the right circumstances. The key is better lead intelligence.

Hire the right people

Matt doesn’t struggle with recruiting or interviewing salespeople.  The key, he says, is to be very upfront about the challenges of the role and hire the right type of people.

Hire open-minded people who aren’t super particular about their activities and who often aren’t as needy. [7:15] They’ll be more coachable.

Also be very honest about the type of role you’re hiring for, the challenges it will present, but also the benefits of the role as well.

Moving away from cold leads

In the past, sellers would have a name and a phone number and they could attack each cold lead with different opens or different hooks. Now, he says, people are numb to that approach.

Instead, his company looked to generate inbound leads and lukewarm leads.

Matt’s company uses a program called “Local Partners” that pays contractors to feed them warm or hot leads from local areas. He pointed out that using pure commission models doesn’t change your cost structure. [9:14]

He does acknowledge that you must make sure the payment is in line with the revenue goals. You must make sure your customer acquisition costs aren’t too high.

Big revenue increases

Matt’s company has seen strong results from the move away from cold calling. He estimates that the effort now accounts for 5 to 15 percent of their deals.

He predicts that this kind of effort would likely work in a variety of industries.

Companies just have to be creative to figure out how to scale in a cost-effective way. Buying leads can be very expensive, but a pay-for-results model can work if the infrastructure is set up properly. [11:10]

Partnerships model

Begin by listing as on Craigslist in the cities you’re interested in. State what you’re offering and decide ahead of time how much you can afford to pay.

Decide how much you’d be willing to pay someone if they were to generate meetings or contracts. For longer sales cycles, you might have to pay per demo. [12:09]

In shorter sales cycles, you pay based upon generating contracts.

In your ad, provide a range of income that interested parties could generate per month.

Then you could interview over the phone or in person or over video.

The effort is super cheap, super easy and really scrappy.

Be willing to pivot

Be creative. Sales requires consistency and training and the right effort for the right amount of time. Without it, you’ll never see meaningful results or data you can measure. [14:54]

Seek objective advice and make sure you’re giving your new ideas time to work.

If things aren’t going the way you want despite your effort, don’t be afraid to pivot and try new approaches. Be willing to try something different.

The marketplace changes rapidly, and technology does, too. You have to be willing to adapt.

Fivestars

Local businesses are the best candidates to benefit from Fivestars because they are traditionally underserved in their marketing efforts. They often face huge competition from groups of businesses that pool their resources. [15:59]

Think of a small coffee shop competing against Starbucks, who has millions of dollars to spend on advertising.

Fivestars has created a software that costs pennies on the dollar because the cost is spread across 10,000 merchants. It’s an incredible solution for anyone who owns a local business with a physical location.

“Find Local Partners” episode resources

Connect with Matt via email at matthew.hernandez@fivestars.com. If you need a way to get more customers in the door, Fivestars works with more than 40 million consumers who use the platform.

This episode is brought to you in part by Maximizer CRM, a personalized and robust CRM with the capability to organize your company and effectively line up not only your sales, but your client’s success. Go to TheSalesEvangelist.com/maximizer for a free demonstration.  

We are also brought to you by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It has changed the way we prospect.

Take advantage of the risk-free trial they offer specifically for the TSE community. First three months at half-price? You can’t beat that! To learn more, go to prospect.io/tse. Your prospecting will never ever be the same. 

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 enjoy fine podcasts.

And be sure to subscribe to the podcast and share with your friends!

Audio provided by Free SFX and Bensound.

Warm Leads, Videos, Pitching, Lead Generation

TSE 953: The 2-Minute Video Pitch That Helps Me Generate Very Warm Sales Call

Deepak Shukla, 2-minute video pitch, The Sales EvangelistVideo is at the forefront of everyone’s mind, including those of us at the Sales Evangelist. We’re launching a YouTube channel called TSE TV and using Instagram as well. On today’s episode, we’ll talk with Deepak Shukla about the 2-minute video pitch that helps generate warm sales calls.

Deepak is the founder of the SEO agency Pearl Lemon, helping businesses generate more of an internet presence or improve their ranking on Google.

Effectiveness of video

There are three primary reasons that video is at the forefront right now.

  1. Improved internet has allowed people to stream videos on the fly. Video has been on the rise in terms of popularity, but accessibility has really improved within the last 18-24 months.
  2. Additionally, people’s attention spans are extremely short: about 30 seconds, because of the massive amounts of information we are targeted with every day.
  3. Video is the de facto way that we make decisions in business.

Cold calls, direct message on LinkedIn, and cold email all work to varying degrees.

There are things you can communicate in video that you could never communicate in an email or a call. Your energy and the way you present yourself on screen offer a different way of communicating.

Video grabs people’s attention, and it’s unique. It engages multiple senses at the same time, offering more sensory engagement than other forms of communication.

Sales pitch

Deepak created a two-minute video that helped generate warm leads, which he defines as a prospect who loves his videos.

Warm leads are those who are interested in him because they liked his pitch but they aren’t sure about the business. Warm leads could also be those who are interested in him and his pitch and who will eventually become clients.

He uses video as a second stage, in combination with a direct response first. Once he has some kind of response he’ll engage with a video pitch.

Personalized video doesn’t scale, so consider using it as a second step. Sending a personalized video to every single prospect isn’t really practical. It’s too exhausting.

Once you have some level of initial response, video functions better.

It drives positive follow-up, allowing us to get past text-only emails. We can use videos to create warm contacts before the markets become saturated in a few years.

Videos allow clients to process information more quickly and it’s far more entertaining.

New tools

Deepak’s team has largely moved away from text, relying instead on “voice notes” and using WhatsApp to communicate. The team has increased its throughput by using video and voice notes rather than text to communicate.

For relationship building, it allows international communication anywhere Internet access exists.

We aren’t taking advantage of all the tools that are available to us because we’re entrenched in the traditional models.

When you’re ready to try your hand at video, check out Loom, an easy and free video recorder that allows you to capture audio and video from your computer camera and then share it, all from your Chrome browser.

Bombbomb and Wistia also offer video capabilities when you’re ready to jump in.

We all have to do things that scare us in order to progress. Try new things with someone that you trust; with someone that you can afford to mess up with. Once you get beyond the hurdles and glitches, you can expand to other people.

Video has helped Deepak generate significant volumes of business.

“2-Minute Video Pitch” episode resources

Contact Deepak Shukla at deepakshukla.com or hire him to help you with your online presence at pearllemon.com.

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. Click on the link to get a free demo of what Maximizer CRM can do for you.

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. It will help you with your outbound to expand your outreach and it allows you to set it and forget it.

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.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

 

Carissa Hill, Donald Kelly, The Sales Evangelist Podcast, Time Management

TSE 949: Sales From The Street – “You Do Have Time”

Carissa Hill, Sales From The Street, The Sales Evangelist, You Do Have Time

Everyone has the same amount of available time every day. When people lack the time to systemize their businesses or hire and train new people, it’s because they aren’t using their time in the right way. They aren’t prioritizing the things that are important.

On today’s episode, serial entrepreneur Carissa Hill shares how to grow your business and then systemize it, and prove to yourself that you do have time.

Carissa wrote a book called You Do Have Time because she wanted to help people understand that when they use their time the right way, they’ll have plenty of time to accomplish the important things that need to be done.

Changing focus

Carissa’s journey began when she was trying to run three stores by herself and she realized she was taking on too many things.

She focused on all the wrong things instead of focusing on the things that would truly grow her business.

Carissa was operating a chain of hair and beauty salons and she found herself micromanaging her team. It kept her from getting the results she wanted, just as it does to other people.

Business owners might, for example, invest time in getting more social media followers instead of working to truly learn marketing, and sales, and conversion.

Right things

If you want your business to continually grow, you must focus on lead generation and sales. As soon as you take your foot off the pedal for marketing and selling, it will slow down.

As you grow, you can scale that by hiring salespeople or automating things. You can offer launches to groups of people rather than selling one-to-one.

Many sellers and business owners allow fear to dictate their actions. Fear of rejection, fear of the next level of success, and fear of the unknown prevent people from taking the next steps.

Many people run Facebook ads that generate a lot of success, and then, instead of hiring someone to help them continue to grow, they’ll turn the ad off because they are too busy.

When they get out of their comfort zone, they’ll return to the place where they are comfortable rather than pushing out of it.

People fear uncharted territory and additional work and the second- and third-order effects that come with success.

Overcoming fear

Carissa said the key is to help clients find clarity about the things they are truly afraid of.

What is the worst thing that will happen if you take this step?

When Carissa started making YouTube videos, she was terrified of negative comments. That fear kept her from generating videos for a long time until she intentionally addressed what she would actually do if she got negative comments.

Once she had a plan for the worst-case scenario, she was able to move beyond the fear and try making some videos.

Don’t allow the fear to linger in your brain.

The other step is to decide whether you’re prepared to stay in the place you’re currently in. If you aren’t willing to stay here, then what will you do to get yourself out of this place?

The truth is that you could be helping many more people if you got beyond the fear that is holding you back.

Eliminate clutter

Answer this question first: Are you crystal clear about where all of your time is going?

Many people don’t know the answer to that question, so the best place to start is with a time-audit system. Keeping a time audit means that you write down everything you do and how long each task takes you, for a total of seven days.

Once you’ve done that, you can pretty quickly identify the wasted time in your day. The simple act of writing down your tasks will kick yourself into gear because you’ll create accountability for yourself.

You’ll discover the time you’re spending on social media, even if it’s just in 5-minute increments. You’ll identify all the things you’re doing in a week, and you’ll likely find tasks that aren’t creating any return on investment and that aren’t enjoyable for you.

The first thing Carissa did was outsource her housecleaning because it took hours of her time and she didn’t enjoy it. She recovered the hours she once spent cleaning her house so she could focus on other things.

Once you’ve completed a time audit, put a smiley face or sad face next to each item as a step toward figuring out the tasks you want to keep and the ones you could let go of. Find things to outsource or automate.

Make a “Things Not To Do” list to identify the things you don’t want to do. Focus on those things that will move the needle.

Streamline

Carissa discovered early in her coaching career that she was spending a lot of time on sales calls because she thought that was the only way to sell. She got tired of it because she couldn’t scale herself.

She tried an online launch style because she determined that her ideal prospects had all the same concerns and objections. By getting numerous people on one call, she was able to streamline her process and save herself a lot of time.

She found herself having the same conversation over and over, so she addressed those questions and issues in a PDF. She offers it as an info pack to her prospects, who can contact her if they need more information after they’ve reviewed it.

Facebook ads

You’ve got to have a really good offer and if people want it, they will buy it. Offer something that sells someone’s problem.

Offer content that is so good that you should really be charging people for it. Don’t hold too much back from your prospects.

If you can get people results in advance without costing them anything, you’ll create the sense that the paid info must be really good if the free stuff is already producing results.

Time

You can’t get time back. The way you spend your minutes, your hours, and your days is your entire life. You can always make more money but you can’t make more time.

Get really clear about what you want out of your life. Determine what is most important to you.

Instead of reaching the end of your life wishing you hadn’t spent so much time scrolling on your phone, do things that actually help people. Spend time on things that you enjoy.

Ask yourself this: Is this the highest and best use of your time?

Post that question somewhere that you’ll see it frequently and you’ll improve the way you spend your time.

Focus on delivering what people really want. Focus your energy on that so you can help people well.

“You Do Have Time” episode resources

Connect with Carissa on her website or her Facebook group.

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 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.

This episode is also 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.

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.

 

Inbound, New Clients, Sales, SDR, BDR

TSE 914: Sales From The Street:”How To Handle Inbound Leads”


Inbound, New Clients, Sales, SDR, BDR

We cannot develop quality inbound leads without a process that nurtures and prepares our customers. As a sales professional, it’s important to know how to handle inbound leads so that you’re working in tandem with your marketing team.

On today’s episode of The Sales Evangelist, I’m putting myself in the hot seat to discuss how to handle inbound leads, especially in the case of smaller organizations.

Just like you can’t rush to cook frozen chicken, you can’t rush to land an inbound lead.  You have to invest the right amount of time and the right preparation for both to turn out the way you’re hoping.

Qualified leads

When leads come in, we sometimes expect to make things happen quickly. Like the story of trying to cook frozen chicken, we forget about the seasoning, the marinade, and the temperature. We forget about the amount of time that the chicken has to cook.

When we’ve taken those things into consideration, that’s the same as a sales qualified lead. It’s defrosted, marinated, cooked, and ready to be eaten.

Prior to that point, it’s a marketing qualified lead: it’s a prospect who perhaps downloaded something but isn’t necessarily ready to buy. In the context of our cookout, it’s chicken that isn’t defrosted or marinated yet.

Marketing has identified a person who raised her hand to say she’s interested. Maybe she downloaded a white paper or signed up for a webinar. They’ve initiated the process and they have asked to speak to someone.

Now it’s time for someone to take advantage of the lead.

Too often, though, we jump too quickly. Instead of nurturing the lead, we jump down their throats in an attempt to close quickly.

 

Integrated efforts

A great CRM is the core of a great combined sales effort.

When you can enter information about the prospect and then track whether he opened the email, read the email, or reacted to the email, that’s the ideal situation.

If sales and marketing are working together, sales can come in an take over as soon as the prospect raises a hand to say “Yes, I’m interested.”

When a lead falls into your funnel, you have to reach out to that person within five minutes.

You may recall our friend David, who we’ve been following since Monday. David was tasked by his boss to find financial software for the company, so he’s in the research part of the process.

Let’s assume David enters the funnel by downloading a piece of content. When we email him a day later to ask if he’s interested in a demo, he indicates that he is.

Now sales gets the marketing qualified lead. You must call him within five minutes.

Otherwise, he’ll presume that you aren’t interested in taking care of me. Because I’m doing research, I might find someone else who is willing to help me when you wouldn’t.

Remember that your prospect is busy. I know that you are, too, but you can at least acknowledge the person.

Worst case, you must call him within 24 hours.

A sales qualified lead is chicken that is defrosted, marinated, cooked, and ready to eat.

Flow process

Many companies make the mistake of not having a flow process. That simply means that from the time I get a new sales qualified lead to the time this person says, “Yes, I want to buy,” many companies have no plan.

We might think we have a plan, but if we aren’t measuring it and tracking our efforts, how can we know what’s working and what isn’t?

We must have predictability behind our efforts.

The whole point of it is to let them know that you’re aware of their existence and that you’re here to help.

Predictable processes enable us to understand how the buyers buy and what the buyer’s journey looks like. Your cadence can evolve over time, but you must have predictable efforts so you can test your processes.

Each industry’s process will be totally different, and the buyer’s journey will be different, so you will tweak your process along the way.

A process will allow you to determine that, when you reach out within the first 5 minutes, 95 percent of those people eventually buy.

Nurture campaign

If your prospect isn’t ready to pull the trigger even after your flow process, then put him back into the nurturing process. Studies indicate that even bad leads often become clients in the long run because they were nurtured well.

What seems like a bad lead could end up being a customer if marketing is able to continue nurturing. Don’t throw away bad leads if there’s a chance they can still develop.

Send them information related to the product they were pursuing. You can hopefully, over time, help them develop a greater interest in your product.

I share stuff like this because I want to help you find more ideal customers. To build stronger value. I want you to close more deals, but most importantly, I want you to go out each and every day and do big things.

 

“How To Handle Inbound Leads” episode resources

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.

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.

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.

Ken Tucker, Donald Kelly, Duct-tape Marketing, The Sales Evangelist

TSE 913: Common Mistakes We Make Trying To Get Inbound Leads


Ken Tucker, Donald Kelly, Duct-tape Marketing, The Sales Evangelist

If you want to take advantage of inbound leads, you must create content for your website that attracts people. It must draw people who are researching and trying to find solutions. We must also avoid common mistakes we make trying to get inbound leads.

On today’s episode of The Sales Evangelist, Ken Tucker continues our month-long conversation about inbound strategies and how we can generate leads and build value for our customers. He helps us identify the common mistakes we make trying to get inbound leads.

Ken got his start in IT, so he calls himself a big systems guy. He said he sees a lot of small businesses struggle to put together a marketing system that’s repeatable and optimizable.

Avoid ineffective websites

It’s important to think about search engine optimization, or how findable your website is when people search for you. SEO optimization is a traffic source and lead generator.

Unfortunately, a lot of businesses don’t have a clear, strong call-to-action. The message at the top of their page isn’t clear when you get there.

It isn’t super obvious what you do, and it needs to be super obvious. It needs to be super obvious what problems you solve for your customer.

If you write your website from your business’ perspective and talk about your services and your certifications, that’s the wrong approach.

Ken calls himself a StoryBrand guy, which means he focuses on putting the customer first. The customer is the hero who has a problem and he’s looking for a guide with a plan who can help him achieve an outcome or avoid failure.

On your homepage or any key landing pages, clarity of messages is critical. They must understand within 3-5 seconds of landing on your website what it is you do.

You also have to think about your website’s encryption, as well as how your website performs on a mobile device. Given that 50 percent of all searches happen on a mobile device, your website has to perform well on mobile platforms.

Consider problems in three dimensions

StoryBrand prompts businesses to think about problems in three dimensions: external, internal, and philosophical.

A customer seeking a dentist, for example, has an external problem of a toothache. His internal problem is that he is terrified of dentists because it hurts way too much. The philosophical problem is that it’s 2018, and it shouldn’t be that hard to have a stress-free experience at the dentist.

The dentist will want to keep these problems in mind while he’s creating his marketing materials. People are looking for a solution to help them achieve an outcome.

Think about their before state and their after state. The reason they buy from you is because of the internal problem that they have, and the fact that you have spoken to that internal problem.

Identify that internal problem by interviewing your existing customers. Ask them why they selected you. Why did they feel comfortable working with your business?

Do keyword research and figure out the phrases people are typing in when they are doing searches. Make your content match with the phrases that people are using when they search.

You can determine a lot of the internal, external, and philosophical problems by getting feedback from the people you currently work with as well as those who are out there on the Internet.

Become a trusted resource

I hear from people all the time who tell me that they listened to the show for a year or more before they jumped into my coaching or the TSE Hustler’s League.

Because I shared resources at one point, they come back over and over again. It’s a long-term game, but too many entrepreneurs view it as instant gratification.

You have to think about your website from the customer’s experience.

  • What is the customer’s journey?
  • Do you understand the buying cycle?
  • What information will they need to know along the way?
  • When will they need the information?
  • Where should the content be delivered?

You must map that out and do some strategy work.

Know your customer’s journey

Ken is a Duct Tape Marketing guy as well, so he defines the customer journey as a marketing hourglass.

You’ve got traditional stuff that everyone talks about, such as know, like and trust, but in the world of online where the customer is in control, you really have to think about some kind of a trial offer before they are going to be willing to buy.

Think about giving the customer an opportunity to find out what it’s like working with you in a much lower risk scenario.

When you flip the hourglass over, you’ve got repeat and refer. How do you do more with existing customers? Marketing shouldn’t stop once someone becomes a customer.

Your website shouldn’t be simply an online brochure. You need to actually move them through the process and make it easier for them to decide that you’re the right company, product, or solution for them.

Create lead generation

You must have marketing automation and CRM for your business. There are many great ones depending on the complexity of your business.

If you’re going to work hard to get leads to your website, make sure that you’re showing up when people are doing certain critical searches. Facebook advertising is powerful and cost-effective, and direct mail campaign can be incredibly powerful as well.

You’re going to build the initial relationship online and then nurture it through email sequences that will move people through the decision-making process or the buying process.

When someone comes to your website and watches a webinar or downloads a checklist, what is your followup?

Focus on traffic

Figure out where your customer is spending time online. If you’re a b2b, Facebook may not be the best place for you to start your advertising strategy.

Identify what sources of traffic you want to generate. Will it be SEO? Paid strategy?

Keep in mind your customer’s journey: know, like, trust, try, buy, repeat, and refer.

Don’t buy into the idea that you have to have the perfect website to get started. It’s an iterative process.

Focus on a couple of key pages. If you build only one page the best way you can, don’t get wrapped around the axle trying to make it perfect.

Develop strategies that align with where your customers are already spending time online. The last thing you want to do is fumble away an opportunity.

Think about the customer journey and focus on the problem that you solve. Once you’ve started the customer through that journey, it will help you write effective sales copy and define the before- and after-state.

“Inbound Leads” episode resources

You can find Ken at changescapeweb.com, and on most social media channels as @changescape.

Grab a copy of Ken’s book Social Media Marketing for Restaurants, which is valuable for restaurants and also for any business that has a brick and mortar type of business where they have lots of traffic coming inKen also wrote a book called Reputation Marketing (Marketing Guides for Small Businesses).

Is your CRM functioning properly? It’s important to have a CRM that your team is willing to use.

If you’re unhappy with your CRM, check out Maximizer CRM. If you’re happy with your CRM, check out Maximizer. It has been around a long time, and it’s worth the time to check out the free demonstration.

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.

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.

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.

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Sales Basics, Sales Fundamentals, Donald Kelly

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

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

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

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

People, not prospects

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

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

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

Connecting with people

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

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

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

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

She pointed out that our interaction gave him hope.

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

Episode resources

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

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

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

Audio provided by Free SFX.

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.

Donald Kelly, Business Development, Sales Leader

TSE 762: The Main Reason Why You Feel Your Leads Are Not Qualified!

Donald Kelly, Business Development, Sales LeaderQualified leads are some of the most important things to salespeople. However, often times when leads come in, they are not qualified effectively.

Today, I’m sharing some business development concepts to help you get to the next level of success. You will learn my most leads seems they are not qualified. Listen and learn more.

So you get a lead then you think they’re not ready. They have no money, they have no time, or they’re still using other systems. Marketing is giving us all these “leads.” And you see, there’s a misalignment here.

Make Things Clear

First, make sure you define what you’re looking for from the get-go.

Just let your business development rep get you appointments.

That’s just their job. It’s the closer’s job to educate the customers. This way you get to have a more qualified lead.

Again, really define to your business development reps what they’re doing. You need to clearly explain them what kind of leads you want so you get better, more qualified leads

Are you just setting appointments with anyone in your ideal customer profile?

Or are you really qualifying and getting someone a lead on a silver platter?

To get yourself better at getting better leads, check out The Sales Development Playbook if you’re trying to build a pipeline or trying to build some processes in place.

Or if you want to figure out how you can attract qualified companies into your pipeline, check out Donald Miller’s book, Building a Story Brand.

Episode Resources:

The Sales Development Playbook by Trish Bertuzzi

Building a Story Brand by Donald Miller

Check out the TSE Hustler’s League.

Sales from the Street, Donald Kelly, The Sales Evangelist

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

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

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

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

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

  1. Define the purpose of your call.

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

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

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

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

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

For example:

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

Client: Our sales rep does that stuff.

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

  1. Practice.

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

Episode Resources:

The Science of Selling by David Hoffeld

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

Join the TSE Hustler’s League.

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

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

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

 

Steve de Mamiel, Donald Kelly, AI

TSE 641: How AI Systems Can Accurately Help You Find New Leads

Steve de Mamiel is a marketing and sales expert. He is a big proponent of utilizing technology to help your business to grow. Today, let’s talk about how AI systems can actually accurately determine online behaviors to find potential buyers. It takes the work out of it for us. We’re also going to touch on his awesome new book, The Mongrel Method: Sales and Marketing for the New Breed of Buyers.

Here are the highlights of my conversation with Steve:

Lesson from Steve’s coolest sales experience when he was the customer:

Acknowledge if things go wrong and own up to it and that will build trust.

AI Systems to Help You and Your Business:

  1. Chatbots

How Messenger Chat Bots Can Help Business Owners:

  • While emails do not respond to a particular request or inquiry from the customer, chatbots allow you to set it up in a way that the customer is in control of the way conversation is happening.
  • Through chatbots, you may now present things relevant to them and answer questions.
  • Chatbots are effective at dealing with basic things online where customers have different options. So you can really dive deep into the offerings.

Why chatbots are better than text messaging:

  • Chatbot has more control with less of interruption factor than text messaging
  • You’re providing that other content (brochures for example) that you simply can’t do via a text message.
  1. Google Beacons

Have you noticed that when you jump online and search for your favorite restaurant, it will show busy times? Google has taken that one step further as they’re now starting to track people by their phone. They have developed an open source platform that provides one-way communication between the device and your phone.

How the device works:

It identifies which store you’ve walked into. The device is able to detect and determine the thing you’re standing in front of and it could be serving you relevant content. It’s extended beyond being a marketing application. They also use it for art displays.

Results:

Steve mentions there are case studies where companies are seeing three times the profitability of a customer that walks in the store. It’s because they’re having a conversation with the sales agent and you have data in front of you where you can determine that what happens online might be producing a different result in-store. So you have to adjust the campaign accordingly.

Benefits of Google Beacons:

  • Tracking what happens offline (store visits, coupon redemption, etc.)
  • There’s a 70% chance that if it happens on the credit card, Google can tell you whether that customer has been on an ad or responded to an online campaign previously.
  • They can be used by any size of company from small-scale to large organizations.
  • It extends your available selling hours. Sales offers are open 24 hours so even if no one is around, sales could still happen.
  • It lets you deal with people who want to just have some initial questions dealt with first.

Steve’s Major Takeaway:

Have a look at bots. Play with it and put it in place. Think about your own email inbox and how you used to look at email years ago. We’re now in the same place with chatbots. Chatbots are the new things that improve customer experience. Spend a few dollars a month and  try a few things out.

Episode Resources:

Connect with Steve de Mamiel on Twitter @sdemamiel and check out www.mongrelmethod.com

The Mongrel Method: Sales and Marketing for the New Breed of Buyers by Steve de Mamiel

Maximum Influence by Kurt Mortensen

Google Beacons

Join the  TSE Hustler’s League.

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

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Garrett Mehrguth, Donald Kelly, The Sales Evangelist

TSE 588: Stop Leaving Money On The Table With Guest Post Backlinks

Just because you can’t afford to go to conferences to network with people and generate leads doesn’t mean it’s the end of the world. Did you know you can be leaving money on the table by not guest posting for backlinks? This is a perfect example of what I always preach – Do the opposite of what everyone else is doing.

Today’s guest is Garrett Mehrguth as he discusses the idea behind backlinking and how this can help you in your business. He also teaches how you can specifically utilize social media in every phase of your sales process and how you can continue the communication process to make sure each and every sale comes to a close.

Garrett is the CEO of Directive Consulting, a digital marketing agency where they do search engine marketing, SEO, PPC, content, and social for B2B companies mostly catering to software and manufacturing industries.

Here are the highlights of my conversation with Garrett:

Why guest post backlinks work:

People tend to overvalue the wrong things but you can leave money on the table by guest posting for backlinks and not leads.

Oftentimes, we forget who we’re doing it for. It’s not always that what we’re doing is wrong but it’s who we’re doing it for is wrong.

Strategies for Turning Backlinks into Leads:

Garrett’s company uses this tool Pitchbox, an influencer outreach and content promotion platform where they scrape all the websites that write on, say, demand generation.

You want the top conferences in your industry that you want to have a booth at since that’s where your audience is. But that is very expensive so if you can’t afford it, Garrett has this interesting strategy:

  • Scrape the entire website using Import.io and you get all their contacts, editors involved, and all the people who sponsored that conference and guest post for all of those people.
  • Then get the contact info for the marketing department. Since you’ve already made connections with the editor, ask to be introduced to these specific people at the marketing department.
  • Now you’ve turned your link building in the lead generation into PR and you’re reaching the right audience. You’re getting a backlink and you have the opportunity to turn it into a lead.

So you’re giving them value because you’re giving their audience free content and in return, you just want to be introduced to someone.

Strategies for leveraging social media to increase revenue at every stage of your sales:

The more interactions you have with them, the more opportunities to build your brand and their trust, the more likely that you’re closing the deal.

Social media helps you scale out these touches and interact with people.

LinkedIn Matched Audiences

LinkedIn just launched their Matched Audiences so within LinkedIn, you can upload your whole CRM list right into LinkedIn and be talking to everyone in your sales force across social media. Then you’re able to go after people at different stages of the funnel based on your CRM and be able to scale up your touches.

Since you have a list of those target accounts you’re going after, you can then warm up those accounts by uploading your list to LinkedIn and they will start showing ads and you can do sponsor in-mail. You can put $100 a day in the mail and use a Calendly link to book a time with them and set meetings through sponsored inmails.

How to do social right:

  • Only share things that you actually right.
  • Only post when you actually feel like posting.
  • Be authentic. Be you. Don’t worry about your retweets or your likes.
  • Have a real social presence and start interacting with people.
  • Read something you like. Share it and tag the person. Be real and don’t try hashtags like #sales #bots. That’s not how it works.
  • Use social for what it is for.
  • Social is still a supportive channel. There is no rejection when you favorite things and follow people on social media but it’s not going to pump the pipeline. You still need to be sending your emails and doing the calls.

Garrett’s Major Takeaway:

Really know where your audience is. Really know who they are. Ask where they’re at. If you can’t afford that conference, be creative and don’t just give up. Advertise on Twitter with their hashtag and get their brand name. Just because you can’t afford one thing doesn’t mean allowed to know where your audience is and do a better job of making a connection with them. Don’t leave your money on the table by not getting posts for leads just because you were writing to the wrong audience and you weren’t leveraging the full relationship.

Episode Resources:

If you’re interested in B2B case studies and you want to increase your lead volume and get more qualified leads for your sales team, visit www.DirectiveConsulting.com.

Read their guest post on Moz, How We Increased Our Email Response Rate from 8% to 34%

LinkedIn Matched Audiences

Import.io

Pitchbox

Calendly

Marketo

Join the TSE Hustler’s League! Our new semester is coming up and we’re focusing all about closing. We will teach you how you can become buyer-centric.

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Reciprocity, Donald Kelly, The Sales Evangelist

TSE 582: Reciprocity Still Works… Even at 7/11

Reciprocity, Donald Kelly, The Sales EvangelistDoes ethical bribe still work? How does the concept of reciprocity help you in generating more sales? Believe it or not, there are some social triggers that actually cause people to buy from you whether they like you or not. And that’s part of human nature. All this and more in our episode today.

The 7/11 Experience

I went to a local gas station the other day.I was going to buy a bottle of water but the whole system was down. There were three other stations around this area but I chose this primarily because of convenience. It was located on the side of the direction I was headed. So I went across the street where there was another gas station and I went over to 7/11. This gentleman behind the counter was super nice and we chatted as I was trying to check out.

After I got two bottles of water, a quick snack, and some gas, he took the plastic bag and handed it to me in a way that I can grab the handle easily, holding it with two hands, and he told me sincerely, “You’re a good man. God bless you.” Man, it was the way he said it. It was a very simple gesture. He simply thanked me but it was that sincerity that came through.

Customers Buy From Who They Know, Trust, and Like

I’ve read this concept before that if people give you a sincere compliment, you tend to feel a certain kinship or some kind of obligation towards that person and they become more favorable in your sight. This simple act made me think that I should come back here and I should be telling more people about it. I want to come back. I want to see him again. He made me good about myself. He made me feel good about spending money in his store.

Before, my criteria of purchase were based on convenience to me. Now, I’d have to consider whether they are like that guy at 7/11 across the street. Their price might be a little higher but he’s a nice guy so I’d chose to purchase from him.

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The Concept of Reciprocity –  A Social Trigger

When you go above and beyond your call of duty., this makes your customers feel some kind of obligation towards you. This concept is in the book, The Science of Selling by David Hoffeld.  And this book, David mentioned this study done by behavioral scientist Dennis Regan where he found that if people were given an unsolicited bottle of Coca-Cola just before they made a purchase for raffle tickets, they purchased twice as many raffle tickets as opposed to those who weren’t given a bottle of Coke. It was no longer a matter of whether they liked him or not but it was because of this obligation that they felt the need to reciprocate what was given to them. This person did something for me, so I should do something for them.This is a social trigger that’s part of the nature of human beings.

It was no longer a matter of whether they liked him or not but it was because of this obligation that they felt the need to reciprocate what was given to them. This person did something for me, so I should do something for them.This is a social trigger that’s part of the nature of human beings.

Do Bribes Still Work?

Yes, it does. I used to work in the medical field where we would normally give customers game tickets, food, flowers, little trinkets and whatnot. In my mind, it was a waste of money. But remarkably, it worked. It doesn’t matter what you give but it’s the fact you gave something. This pushes the individual to think that they need to give something back in return.

Strategies for giving value even before the sales process:

  1. Give out content.

Do research and come up with content, for example, 15 Things You Need to Know Before Buying a Car or whatever is related to your business.

  1. Think outside the box.

A previous guest here on the show did a research on the potential prospects, specifically how many people were there in the marketing department. He went to Starbucks, brought some drinks and wrote their names on it. He then gave those to the security to deliver it. As a result, he was able to schedule a meeting with them. All this because there was something he gave prior to the selling process.

My friend, Jared Easley, sent a ball in the mail to a famous author and this author then he was able to connect with him. It wasn’t because of this author like the ball, but it was this simple gesture that made Jared stand out.

  1. Find out something they appreciate the most.

Go to Amazon and look for something they may like and send it to them. It could be a baseball hat or something representing their favorite football team. If the deal is totally worth it, go out your way to look for things. It’s this social trigger that happens to human beings.

Today’s Major Takeaway:

Think outside the box. What kind of value can you bring to the table in the early decision process? Are you able to provide key insights before starting the process?

Episode Resources:

Join our online workshop this week, 5 Simple Strategies to Increase Your Win Rate and get real stuff you can apply and implement into your business!

Dennis Regan’s Study on Reciprocity

The Science of Selling by David Hoffeld

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

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Networking, Sales Lead Generation, Business Development

TSE 579: Sales From The Street -“I Discovered Networking”

Tiffanie Kellog, The Sales Evangelist, Donald KellyAs salespeople, we tend to not do the things that we know we need to do and networking is one of them. Unfortunately, many people are scared of doing it because they do it the wrong way or they just don’t know how to do it. Networking is a tool for you not to sell, but to build relationships to get tremendous amounts of sales opportunities later on.

Today’s guest is Tiffanie Kellog and she’s going to teach us a thing or two about generating new business for our pipeline. She talks about how she was actually able to do this as a small business owner so you too can glean insights from her.

Here are the highlights of my conversation with Tiffanie:

One of Tiffanie’s challenges while starting out:

  • Not knowing how to get business

Tiffanie tried cold calling and eventually found networking to be very effective for her. As you can see, there are many avenues for you to grow your business.

Benefits of Networking:

  • Makes the sales cycle shorter by involving others in the process
  • There’s a room full of people that could potentially be referring you business and bringing people into the buying process

The Networking Disconnect

Most people go to a networking event thinking how many people in the room they could sell to.

Networking is about creating relationships.

Tips for choosing networking events:

  1. Who will be at that event?

Is your ideal client going to be there? Or is somebody who can refer you business going to be there?

  1. Talk to others in your network.

If you have somebody in your network passing you a decent amount of referrals, ask them which groups they belong to and ask them to take you along with them. Find out from clients you love what groups they’re a part of. This could be a chamber of commerce, a meetup, a social group, or an alumni association. It’s not just limited to the business. It’s about finding out where your ideal clients and your ideal referral sources hang out.

  1. Check out Google.

Search on Google or ask your friends on Facebook about possible networking events you can go to.

Networking Strategies:

  1. Don’t give out your business card to everyone.

If you’re giving your card out to everyone you meet, it’s called in-person spamming. And nobody wants that. Instead, only give out cards to people who ask you for them. Wait till they ask you for your card or till they have a curiosity.

  1. Set a goal of connections you want to make from that meeting.

Set a goal for how much time you have in your calendar for follow-up meetings

  1. When you schedule your networking event in your calendar, also schedule your follow-up time in the calendar.

Doing this will help you determine how many people you want to meet. It’s good to meet a bunch of people but if you never follow up or get in touch then you’ve wasted your time.

Results Tiffanie saw after implementing these networking strategies:

  1. Spending less time at networking events

Because Tiffanie had a goal and a purpose, she could just get in and get out of the event.

  1. More focused on her followups

Instead of looking at that stack of cards on her desk from two months ago, she has already taken care of it the next day or within two days of the event

  1. Tiffanie was able to start building those relationships

Networking is not enough for people to come to you. Rather, it’s just a stair to get you closer to the relationships you need for them to pass on those referrals.

As a result of effective networking, Tiffanie now has two business: Fast Break Marketing, a promotional products company which her husband now runs and a consulting business where Tiffanie works with entrepreneurs to create referrals to lead to amazing business.

Tiffanie’s Major Takeaway:

As you go to a networking event, create the intention of exactly what you’re looking to get out of the event. Remember, it’s not about selling. It’s about creating relationships. How do you do that at the event?

Episode Resources:

To know more about Tiffanie and all the cool things she does, visit www.TiffanieKellog.com or connect with her on Facebook to get access to more referral and networking tips.

Fast Break Marketing

Check out Tiffanie’s book, 4 1/2 Networking Mistakes

Join our online workshop, 5 Strategies to Increase Your Win Rate

The Science of Selling by David Hoffeld

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.

Hire Tiffanie as a Speaker

TSE 567: Using Bots and Messenger To Qualify More Leads

Leads, Bots, Donald Kelly, The Sales EvangelistLead generation is one of the major challenges we have as sellers and you can actually improve the way you generate leads through thinking smarter, not working harder.

With the launch of our new website, we will be implementing a technology that will help us communicate better with you and also find a way for us to generate in-house leads.

Be a “smarketer.”

This term, which I got from Marcus Sheridan who was one of our past guests, refers to the idea of the evolving role of sales professionals. We can’t just do the same old things and expect to close deals. New things have to be done. We have to figure out new ways to be able to keep on the forefront of our prospect’s mind and to help them convert.

Join the Summit of Content Marketing!

It’s an online, worldwide conference featuring over 100 speakers happening on May 22 to June 02, 2017. Registration fee is $199 before May 8 and $299 afterward. I will be one of their speakers where I will talk about using bots and messenger so you can generate more leads.

Today, I’m going to share a few tips on this topic so you too can implement this into your system

Not All Leads Are Created Equal: It’s Time to Use Bots!

Sometimes a lead comes into your funnel as given by your marketing team but you haven’t really qualified them. Why not prepare your website in a way that instead of having your sales go out and make the calls right away, you’re able to qualify them by using bots?

Basically,  a bot is an animated sequence of messages that will allow you to initiate the conversation and qualify someone. For instance, you’re getting ten people subscribing to something on your web page and instead of you calling all ten of them, you can actually let the bot engage with them. Now, your salespeople don’t have to waste their time on leads that don’t match up to your ideal customer. The bot can notify you or you can follow their messaging to see word triggers at certain points in the conversation.

Use of Messenger Apps

Since 2015, Messenger apps have had more active monthly users than social media platforms. Whether it’s Facebook Messenger, WhatsApp, Snapchat, etc., they’ve actually out-beaten the big four social media networks as far as active users, which means people are now communicating with each other via messaging.

It’s important to take note of trends so you’re able to get ahead of it. Email marketing, for instance, people used to be so apprehensive about giving out their email addresses. Today, however, we utilize email both for personal and business purposes.

Now with the messaging apps, people are utilizing them for all purposes, not only personal but also business-wise. Another stat showed that Facebook has around 1.2 billion people utilizing their Messenger app. That is such a significant number. People want to communicate quickly and easily.

Tying this back into lead generation, consider using a Messenger app to communicate with your customers. Instead of just sending emails, send messages through Messenger.

Benefits of Using Messenger:

  1. It’s more personal.

This would feel more authentic instead of an email that goes into the inbox and people would be more skeptical towards it.

  1. It’s easier.

Obviously, it allows you to directly connect with your prospect and have a chat with you. It just makes things so much easier for you. It’s more of a less formal way of doing things and you get a quick response too. You can get them to instantaneously connect with someone on your team and vice versa.

  1. Engage in conversations.

A lot of major companies are now utilizing this technology. Through bots, they’re now able to engage in conversations and basically tag you in whenever you need to come into the conversation when the leads have now qualified. This also makes it easier for your customers to get information quickly. Then you can find out instantaneously if someone is interested in your product or service.

Today’s Major Takeaway:

Think smarter instead of working harder. Utilize these trends coming out which have been tested and proven. We have used them in our webinars/live events and the results we’ve gotten so far are pretty cool!

Episode Resources:

Summit of Content Marketing (May 22 – June 02, 2017)

www.DigitalMarketer.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.

The Sales Evangelist, Ken Rhie, Trumpia

TSE BLOG 010: 5 Ways Clever Sales Pros Nurture Prospects into Sales Qualified Leads

The Sales Evangelist, Ken Rhie, TrumpiaSuccessful salespeople know it’s all about the bottom line. Bringing in new revenue streams, whether in the form of new clients or existing client expansion, is key to progressing your career and banking hefty commission checks.
Turning a prospect into a viable lead presents multiple challenges. It’s possible for competition, pricing, multiple decision makers, and the client’s financial resources to all work against you.
The biggest way to fail is to give up because of these obstacles. Don’t let those prospects you worked so hard to connect with disappear out of your sales funnel! Many salespeople make tons of money because they understand how to turn them into sales qualified leads. And, no, you don’t need a magic wand to do it. Just follow these five priceless tips.

1. Do your homework.
The more you target your selling strategy to that particular buyer and company, the higher your conversion rate. Review the company website, the buyer’s LinkedIn profile, and run a search for recent news and events. Find information that you can use to successfully connect with the buyer and begin forging a beneficial relationship.
2. Offer value early.
Yammering on about product features and contract specifics will sabotage your efforts. Offer up industry information, or an informative eBook, or invite them to a webinar where they can learn something they need to know. This serves the dual purpose of showing them you understand their industry, and sets you up as an industry expert, not just another sales person knocking on their door.
You gain invaluable assistance with adding value if you…

3. Team up with marketing.
A proactive marketing team helps a salesperson offer value and move the sale through the pipeline. Talk to marketing about email and texting campaigns, as well as value-add pieces like white papers and informative videos. Using marketing as a nurturing tool increases your conversion ratio and shortens the sales cycle.
4. Focus on solving a problem.
Millions of people buy band-aids every year. How many people want a band-aid? None. Nobody wants a band-aid, but millions of people want to cover a cut or abrasion. That is their pain point.
Transfer this philosophy to how you sell. What does the buyer want to accomplish? What is the outcome they seek? Asking well-planned questions uncovers buyers’ pain points, and sells by addressing them.
5. Consistently retarget undeveloped leads.
A recent study by Gleanster Research reported that between 30-50% of leads that enter a pipeline represent future opportunities but are not yet ready to buy. Periodically circle back around to prospects who never moved forward, and try again. Involve marketing, and employ email campaigns to try to re-engage them. Business text messaging services are effective for retargeting old prospects as well. Even converting a small percentage of inactive prospects will add to your bottom line.
Buyers have become more sophisticated, and a sales person’s approach must, too. By incorporating these ideas from clever sales pros, you will reap the rewards of more prospects being nurtured into sales qualified leads, and then customers.

Author Biography:

Ken Rhie is the CEO of Trumpia, which earned a reputation as the most complete SMS solution including user-friendly user interface and API for mobile engagement, Smart Targeting, advanced automation, enterprise, and cross-channel features for both mass texting and landline texting use cases. Mr. Rhie holds an MBA degree from Harvard Business School and brings 30 years of software, internet, and mobile communications background.

 

Current Customers, The Sales Evangelist, Donald Kelly

TSE 475: TSE Hustler’s League-“Current Customers”

Current Customers, The Sales Evangelist, Donald KellyGetting your customers to come back is the most difficult part in sales. This is why a lot of people don’t make it in sales. So make sure you get your customers to come back by having an ATS strategy. Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about how you can grow your business through your current customers.

By the way, our new semester of the TSE Hustler’s League is coming on January 15, 2017 where we will be focusing on building value. Now that you’ve got a lead and a prospect, I’m teaching how you can build value to convert them from a prospect to a client. I would love for you to become a member of the group.

Here are the highlights of today’s episode:

My ATS (After The Sales) Strategy:

My client referred me to one of her counterparts who also loved what I was doing. Now that I’ve got two of them, I knew there were 22 others of them. So, here’s what I did to get new clients.

I bought some big, round balls from Walmart. I wrote down a note along with the client’s address and phone number. Then I asked my first client to write an email to these other people. (I actually wrote the email that she was going to send to her counterparts so all she had to do  was look, review, make a little changes, and then send it out to all of them.)

Three days later, I sent the ball in the mail. Then when I called them and told them I was the guy who sent the ball in the mail, what do you think their response was? Of course, they greeted me warmly.

Ways to double your revenue:

  1. Get more customers.
  2. Raise your prices.
  3. Get more from the current customers.

What you can do as an AFS strategy: The Initial Offer

Sell the product almost at a “revenue loss” just so that you can get the person as a customer because you have an ATS process that’s going to get you a lot more money. With the ATS strategy, you have primary product number 2, 3, and 4 or services.

Episode Resources:

The 48 Laws of Power by Robert Greene

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.

Bomb Bomb, Lead Conversion, The Sales Evangelist, Steve Pacinelli, Donald

TSE 471: The Psychology of Lead Conversion Through Videos

Bomb Bomb, Lead Conversion, The Sales Evangelist, Steve Pacinelli, Donald Do you find it difficult to connect through emails? In today’s episode, we’re showing you how using video in your emails can drastically increase your response rates. In this day and age where everybody’s going visual, it’s high time to take your selling to the next level.

Our guest, Steve Pacinelli is the Chief Marketing Officer at BombBomb, a software company that allows people to send video emails to make powerful connections early on in the sales process in order to close more business.

Here are the highlights of my conversation with Steve:

Why video is so huge now: Human Connection

Since the beginning, people communicate face-to-face and now we’re left with just text. So the human connection or transfer of emotion is removed out of the process.

With videos, you see someone’s face and hear someone’s voice which are important aspects of being human.

The psychology behind the need for face-to-face communication:

  • Judging the trustworthiness of a person by looking face-to-face
  • Humans are hardwired to only recognize other people as humans once they see their face
  • Read The New York Times article The Epidemic of Facelessness

The Law of Reciprocity

  • Video shows 81% of sales reps get more replies
  • You get more replies when they see you took the time to reach out to them in a more human way.
  • Using a handwritten name in the beginning of your video or as a thumbnail is powerful motivator to get someone to play your video and your chances of getting a reply would increase.

Style of videos for generating replies, responses, and converting leads:

  • Marketing through video versus relationships through video
  • The more polished or produced the video is, the less authentic it feels.
  • The videos that work best for communication purposes are raw, organic, and “in the moment” marketing.
  • More communication, less marketing

The 3-part framework for creating a great video:

  1. Empathy
  2. Value
  3. Call to Action

*Speak with the lead with where they are in the process and not where you want them to be or you’ll only push the lead away. Give them the feeling that you understand where they are.

How you can utilize videos in group coaching sessions:

Send mass emails. Take the analytics of people who watch your coaching session. Then send out one-to-one videos to each person that engages and insert a call to action.

Other features of BombBomb:

  • CRM integration:
    • Salesforce
    • Gmail – once the person hits reply, they can add video directly into Gmail without having to log out of Gmail; set time and reminders; text snippets
  • Event-based triggers where you send pre-recorded videos
  • Videos on the fly and text them directly
  • Zappier integration

The best times to use videos in a sales process:

  • When you need to build rapport or trust
  • During an emotional moment

Steve’s Major Takeaway:

You are the best sales asset. Sales is an emotional transfer. The side of the brain that makes buying decisions is the emotional side. While the analytical side of the brain figures out how you can get that. You cannot make human connection through text so get in front of more people and utilize your best sales assets.

Episode Resources:

Connect with Steve on www.bombbomb.com or on Twitter @stevepacinelli and Facebook.

Try out BombBomb and send me an email using it at donald@thesalesevangelist.com and tell me what you think!

The New York Times Article, The Epidemic of Facelessness

Thinking, Fast and Slow by Daniel Kahneman

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.

 

Content is King, Alzay Calhoun, Donald Kelly, Sales Podcast

TSE 423: 4 Questions You Must Answer Before Creating Any New Content

Content is King, Alzay Calhoun, Donald Kelly, Sales Podcast Content is king – it’s a popular maxim which you’ve surely heard of several times. True, content can translate into sales if and when you do it right; otherwise, content will only remain as just that, plain words. So I’m bringing in Alzay Calhoun today as he shares with us how you can create content so you can effectively convey your message across to your prospects.

Alzay Calhoun works with consulting firms and agencies and help them create content that attracts clients. He helps firms cross the gap with content becoming, not just content, but a salesperson.

Here are the highlights of my conversation with Alzay:

Alzay’s coolest sales experience when he was the customer at a restaurant

Are small business owners tricked into content marketing?

  • 1995 – Having a website was a cool thing to do for any company
  • 2005 – Having a website is expected for a company to have a website
  • 2010 – Google rankings are important and the need for consistent content

The problem is that this is not what you do so you get “tricked” into creating consistent content that it breaks your business model.

Don’t rush to content!

Posting or being available on one of the social media platforms and being in the content game will not replace your sales efforts. Get sales people in the field. Get back to your core business model before thinking about how to leverage content. Don’t abandon the phones.

The Bunchball Theory

Putting all your eggs in one basket and spending all your time there as opposed to minding your own business and the most effective places for your business

What is content for?

Content sets context for the conversation that onboards clients.

  • Be clear about what you’re using content for.
  • Clients need context, meaning they need to understand: what their own problem is in their own language and how you can help them solve the problem in their own world and in their own language.
  • You have to make sure the person on the phone is prepared to make a decision by getting them ready via content.

4 Main Questions to Help You Create Content that Sets Context:

The content you create needs to be addressing these four questions each and every time.

  1. What problem are you uniquely positioned to solve?

You’re solving a problem, not selling a service or offering advice. What is the pain? Be unafraid and unabashed about pointing to that pain. If someone has a headache, tell them they got a headache. Don’t be afraid to embarrass them. Courage and empathy are things people respond to.

  1. Why should I work with you instead of the obvious competition?

When you get too excited about your own business, you believe you’re the only company that offers what you offer. You’re wrong!  You must acknowledge that there are other options that your best client is already considering and you need to be respectful that they have a choice. Let them choose. Don’t take it personally if they don’t choose you.

  1. Who is in the most pain because they don’t have your solution?

Picture out somebody here is sitting at the desk right now who is having the ultimate headache because they haven’t met you or your company. Every night, they’re in tirade with their partner and short-tempered with their children because they don’t have a solution to this problem.

Ways to know who is the best person to sell to:

  • In your mind (quickly, gut-response), who is it best for?

Who is that somebody that pops into your mind? Commit to that person. Don’t talk yourself out of it and create four other avatars. Don’t outsmart yourself by doing a hundred pounds of research. Admit to who just came to mind for you and commit to that person.

  • In their world, what problems are they having and that you’re in a position to solve?

Admit to who you focused on. Are they male or female? Then talk to them like a male (if it’s a male) and a female (if it’s a female). Identify who’s in pain and speak to what their pain is. As a result, you receive empathy.

  1. How can you promise excellence to each client each and every time?

Before they even get started and pay you a dime, can you promise them excellence and is your heart clear about that? Is your conscience clean about that promise you’re about to make? Be clear about that and have that documented.

Be able to spell out what you do in steps and offer that as a set of steps and that you’re able to measure your success at each step.

Alzay’s Major Takeaway:

Empathy isn’t how you give it, it’s when they tell you they’ve received it. The test of empathy is if they say thank you when you get off a sales call and you feel empathy back from them. Then you’ve just separated yourself from the herd of other salespeople who reach out to them. You’ve proven yourself to be different and that’s what they’re after. Get all the way in there.

Episode Resources:

Connect with Alzay through www.covetedconsultant.com and download a PDF for more details about the four questions mentioned or schedule a consultation with him.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

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.

Kathy Fettke, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 403: What Should I Do To Build A Strong Community?

The Sales Evangelist, Donald Kelly, The Best Sales Podcast Having a strong community is key to success. But how do you even get started with this?

Today’s guest is someone who grew her community from zero to 24K. Kathy Fettke is the Founder of the Real Wealth Network where she teaches people how to build a passive income so that they can be more “work optional.” She provides them with lots of investing information specifically on how to acquire assets, mostly real estate such as little rentals, so they can live off their rental income from that.

Now, I want you to realize that she grew her community by sheer accident so there’s definitely no reason why you can’t do this on purpose. Are you ready to get started?

Here are the highlights of my conversation with Kathy:

Kathy’s back story:

  • Her husband being diagnosed with melanoma and was told he had six months left to live. (He’s totally fine right now by the way!)
  • Kathy had to figure out how to make some money passively to give her husband some time off
  • She had a radio show where she transformed the content platform to wealth building and interviewed people to understand how they built their wealth quickly starting from nothing.
  • Kathy started selling sponsorships to her show and got a series of NO. So she used a different wording on her next call and asked her prospect how they want to be featured on their show which comes with a fee. (The first person she called finally said yes.)

How Kathy grew her community to 24K:

  • Kathy saw a connection between her show and her guest who is a mortgage broker and an expert in investment property. She wanted to learn how to build wealth and met a guy who’s helping people build wealth through mortgages (being able to borrow money to acquire an asset that pays you cash flow)
  • She ended up having him on her every show and being her co-host
  • They were profiling all people going in, getting mortgages, buying real estate and investment property
  • Kathy asked questions on the show like a newbie would and was able to attract people who found it fascinating
  • Since their show grew and grew and they were getting calls from people wanting a mortgage, her co-host couldn’t handle the massive number of leads coming in so he advised Kathy to get a real estate license and take them.

Essence of the Story:

Kathy heavily brought value to the table and she was bringing the right type of content. She found a segment of people who wanted to learn how to grow wealth using real estate. So she capitalized on this and her community just continued to grow.

How you can grow your own community:

Find out what people need and how you can serve them.

Care about the outcome, not the bottom line. This is how you can grow a community long term.

Kathy’s greatest mistake: Giving bad advice to clients (which was unintentional)

How she corrected this: She stayed with them and brought them different solutions. She tried to find that silver lining, never ran, still cared, still tried to help and they appreciated it.

Episode Resources:

Connect with Kathy through her website www.realwealthnetwork.com. Check out her podcasts The Real Wealth Show and Real Estate News.

Get Kathy’s book Retire Rich with Rentals

Extreme Success by Rich Fettke

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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

Register Today! 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Donald Kelly, The Sales Evangelist Podcast, Do Big Things Conference

TSE 382: A Spirit of Gratitude!

Donald Kelly, The Sales Evangelist Podcast, Do Big Things Conference People who are grateful tend to be the happiest individuals and perhaps as a natural byproduct, they tend to be more successful.

Today, I will share a strategy on how to be more grateful and hopefully this can help you in your sales hustle.

Make sure you have that spirit of gratitude because it will totally change the way you perform as a seller and the way you do your job. More opportunities will come and people will notice.

Here are some points I want to emphasize:

  1. Being grateful is showing true, sincere respect, appreciation, and care for someone else.

When we’re grateful, we try to think more about the other person.

  1. Be grateful for your leads.

When you have the abundance mentality, everything just comes toward you. Doors open for you. You get the good leads or even if they’re crappy, it would seem that everything you touch turns to gold.

  1. Be grateful for your company.

Be grateful you have a job and an opportunity to earn income for yourself and your family.

  1. More opportunities will come if you are grateful.  

When you’re grateful, you are more appreciative of things and as a natural byproduct, doors will open for you. Emulate people with an abundance mentality.

  1. The way you treat other people is key.

Our supervisors want to be treated with appreciation. Appreciate them and do not harbor negative feelings, otherwise this will affect how you’re talking with your prospects.

Here’s a gratitude exercise you can do:

Write down five things you’re truly grateful for. Tell somebody about it. When you’re more grateful, you will be amazed on how your attitude will change and how your performance will change.

Episode Resources:

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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

Register For DO BIG THINGS! 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

 

Leads, Nicholas Holland, Leadin, Hubspot, Donald Kelly, The Sales Evangelist

TSE 361: Secret Strategies To Gain More Qualified Leads

Nicholas Holland, Hubspot, Leadin, Sales Podcast How can you generate more leads? How can you generate more business opportunities? What can you do to get more clients in the door? Content is key as they say. But what if you can’t even make great content? Is there a way to still put out great content offers to your clients?

We’re going to talk about these things today as we bring Nicholas Holland on today’s show. Nick is an expert in content marketing as well as an expert in credibility and expertise marketing and today he shares with us interesting thoughts and insights into prospecting and lead generation.

Nick is an entrepreneur. He currently heads HubSpot‘s Labs division. One of their products called Leadin, helps people capture more leads, enrich those leads over time, and optimize lead conversion rates on websites.

Here are the highlights of my conversation with Nick:

Strategies for increasing your social presence on your website:

  1. Establish your credibility.

Make your website look credible.

  1. Services/product page

Not everyone is a writer. And if you can’t do it well enough then keep it simple. Leadin has created Lead Flow, a little box you can place on various parts of your website that empowers the salesperson and the marketer to work together in a way that you can put targeted offers together specifically on the product or service page. You don’t even have to write the content anymore.

What Lead Flow does:

  • Consolidates leads.
  • Shows you what the lead did on the site.
  • Enriches the lead so you see their background, Twitter screen, company information, LinkedIn information, etc.
  • Wraps those leads so you can send them over to you or to your email service provider, marketer (MailChimp, Hubspot, AWeber Email Marketing, etc.)
  • Keeps 6 products/services on your website and does the work one time to find 6 interesting things and add those as a content offer to those pages.
  1. You are the driver to the homepage and product/service page.

Slightly put in the effort one time to put some nice offers on the site and then you have this great flywheel of capturing leads, driving into the CRM, and working those leads.

Pop-ups as interruption marketing: What’s the problem?

Being a true craftsman of selling is so much more as you have to learn all the nuances and all the different ways to satisfy what the customer is looking for.

What to avoid:

Heavy handed pop-ups that roll deep on the entire site

Giant full screen pops up in every page

Best local sales techniques:

  • Facilitate getting people together into a forum you can curate who comes to that. Get your sales techniques together and invite CEO’s of other companies. This can work as a round table discussion or even facilitate webinars inviting speakers from all over the world as you will (you basically don’t have to put out your own content here)
  • Surf experts in the field that your customers are looking for and if anybody was doing a webinar, throw a banner at your page and recruit your visitors towards that event.
  • Send emails to your segmented list. Even if they don’t show up, they would naturally think that you are the expert in the field.

How do you create attention?

  1. Ask thought-provoking questions.
  2. Use tools like Leadin to facilitate converting that attention into leads.
  3. Be creative and get in the mind of the customer and discover what they’re looking for.
  4. Create a series of small YES’s.
  • Think of your website as a series of small YES’s.
  • Ask them if they’re interested enough to come check you out? Yes.
  • They come to your site. Now ask them if they’d like to trade some information for more information? Yes.
  • Would they like to be with like-minded people? Yes.
  • Then take your CRMs and take them to the next level. Ask them, would you like to sit down and talk about how to solve these problems? Yes.

How to counter your reluctance of asking for phone numbers:

If they don’t give you their phone numbers, they’re telling you not to call them. So ask yourself if it’s appropriate to ask for their phone number. Did you ask the appropriate question?

Find 2-3 marketers you know or your family and friends know. Take them out for lunch and get some ideas to figure out six offers you can make to your products/services pages that would make somebody want to talk to you.

Nick’s Major Takeaway:

Pull up your company’s website and think of a piece of content that you could offer per product or service page. Have a lead close for each product that essentially draws out a series of small yes’s from your customers. Re-purpose other people’s content. Find a webinar or event and invite some people over to your office. Or try Google Hangouts and watch it via screen share.

Episode Resources:

HubSpot’s Leadin

Leadin-Logo-Dark-Branding

 

Get connected with Nick on Twitter @nicholasholland or send him an email at holland@hubspot.com.

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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

How to be successful in sales, The Sales Evangelist, Meetup

TSE 106: Find Unbelievable Success In Sales By Creating Your Own Rain!

How to be successful in sales, The Sales Evangelist, MeetupHere are some of the major take-away from this episode:

  • Create your own rain by organizing local events 
    • Find a local restaurant that does not have a lot of foot traffic on a weekday evening.
    • Connect with the manager about doing a local meet up where you will bring in a set amount of guests.
    • Find out what kind of content your ideal customers would like and invite someone to come in and speak about it.
    • Market the event to your network through your email list, Facebook, LinkedIn, Twitter or through tools like meetup.com.
    • Offer the event regularly (weekly, monthly, quarterly).
  • Create your own rain through online events
    • Use Google hangouts as away to offer the same thing online to a wider amount of people.
    • You can also user Freeconferencecall.com or Bigmarker.com. Each has a free version, but you can take advantage of the paid portion for access to more features.
  • Podcast
    • Interview guests your ideal audience would appreciate and share information that they need.

Online event creations:

Remember, do BIG THINGS!

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TSE 056: Learn Why Technology Alone “WILL NEVER” Seal The Deal!


One of the major challenge that many sellers are coming upon today is their over dependency on technology to gain more business, without any human interaction. Joanne Black is a sales trainer, consultant, speaker and an author who believes that technology is a powerful tool and should be used appropriately. But the key part of any sales transaction is the human interaction. This is why she wrote the book “Pick Up The Damn Phone”!

During this episode we discuss the reasons why so many people are electing NOT to pick up the phone and their outcome. This episode is not about cold calling either, because Joanne  surely is against that! She dislikes cold calling so much that she even states it in the name of her business “No More Cold Calling”  (Check it out). However, Joanne believes that picking up the phone allows us to connect as humans, gain more referrals and in turn win more deals.

Here are some of the major takeaways from our discussion:

  • If you want to stand out, you can’t rely alone on technology. Use technology to learn about your prospect and to do research, but we must connect with people by PICKING UP THE PHONE!
  • Use LinkedIn to begin the relationship with a prospect, use personal relationship to close the deal.
  • The sales person is the ultimate sales technology. Even though prospects will do research, you as the seller know more and can be that trusted source.
  • Companies need to coach their sales people how to have a conversation than to just give them a phone and expect them to make cold calls.
  • There are more effective ways to connect with prospects than to just do a cold call.
  • How do you get connected with the decision maker? You must ask!!!! Meet with people who are trusted advisors of those you are trying to get connected with.
  • Tips from Joanne: “Stop Cold Calling”
  • “Business is serious but people aren’t and we need to connect on a personal level” -Joanne Black

Are you getting proper referrals? Check out Joanne’s website and connect with her! 

http://www.nomorecoldcalling.com

Joanne@nomorecoldcalling.com

Phone Number: 415.461.8763 (Call After 8:30am Pacific Standard Time)  

Joanne’s Books:

 

Listen to the FULL episode below!

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