Tag Archives for " LinkedIn "

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. 

Audio provided by Free SFX and Bensound.

 

Sales From The Street, LinkedIn, Content

TSE 1164: Sales From The Street: “Should I Create Content on LinkedIn?”

Sales From The Street, LinkedIn, ContentI saw a question on Reddit recently from a seller who wondered whether or not to create content on LinkedIn. The seller worried that writing about topics like quota, rejection, or prospecting might sound too salesy and might hurt his pipeline. 

The truth is that many sellers have fear around the concept of creating content because we worry about how the audience will accept our ideas. 

Middle school prom

Not only should we post our own content on LinkedIn; we should also engage with other people’s content. 

Unfortunately, many of us treat LinkedIn like a middle school prom. We stand around the edge of the room watching each other, too afraid to dance. We might speak to a friend or two, but we’re afraid to look stupid, so we don’t dance. Instead, we let everybody else enjoy themselves. 

We don’t want to look stupid on the dance floor, so perhaps we look stupid on the sidelines instead. We’re afraid of the critics who might make fun of our efforts

True engagement

Engagement doesn’t involve moving around the room and saying hi to people at the dance. On LinkedIn, clicking “like” for a few posts doesn’t qualify as engagement. It won’t sustain relationships. It’s basically an indication of approval. 

Engagement requires you to bring other people into the conversation. If, for example, you’re in the water industry, and you see an article about the danger of water purification tablets, you can tag another colleague who wrote about the same topic. 

The author of the piece will take note of your efforts to bring someone else to his page, and your colleague will take note as well. 

Talk to people and work to create lasting relationships.

‘Salesy’ content

The question on Reddit came from a seller who worried that his prospects might tire of always seeing sales-related content. But consider your own news feed. Are you annoyed by the fact that you frequently see the same faces over and over again? Or do you simply choose to read things that are relevant and skip over the ones that are not? 

On the other hand, when one of those people shares something that helps you or connects you with someone else, that brand sticks in your mind. When you need help with something, you’ll remember the guys who showed up in your feed. 

When you post content and engage with other content, you stay top-of-mind with your audience. 

Audience

Make sure that you’re posting the right kind of content for your audience. Gear it toward your prospect. If you’re targeting salespeople, it’s ok to post sales content. But if you’re targeting decision-makers at Fortune 500 companies, don’t post about yourself. Post what the leaders in that industry want to know or read. 

Gear your content toward the people you want to attract. 

Don’t be paralyzed by the fear that your content won’t sound perfect. Understand who you’re targeting and who you want to attract. 

LinkedIn impressions

To understand how value-rich LinkedIn is, listen to TSE 1085 on our podcast. In it, my friend Steven Hart shared some LinkedIn stats with us based on the 48 Eyeopening LinkedIn Statistics for 2019.

LinkedIn provides 36 billion impressions per month. That’s 468 billion impressions per year, or 9 billion impressions per week. Users see content 9 billion times per week. 

Now factor in that there are 500 million people on LinkedIn, and only a fraction of them are active there. Of those, only 3 million people share content weekly. So those 3 million people who share content weekly are getting 9 billion impressions. 

The rest of us are afraid to share content, so we’re sitting on the sidelines.

Grab attention

Grab your reader’s attention, but be intentional about the stuff that you share. Post things that your prospect wants to read. You can certainly share industry-related content from magazines, but your content doesn’t always have to tie back. 

Consider these options for content:

  • Answer frequently-asked-questions about your industry
  • Share content that your industry would want to know about.
  • Share videos you create from your smartphone in which you answer questions.
  • Post complementary content that is indirectly related to your industry.
  • Repurpose your company’s own blog content.

Seek to be helpful. 

Challenge

Also, consider asking your own audience questions about what they are doing and what they’d like to see. If you tag people in a post and ask them about the CRM they use, you’ll initiate engagement. As more people comment, it will gain more visibility. If someone from outside your own connections engages with it, reach out to that person and request a connection.

Your challenge for the upcoming week is to share one piece of content every day. 

  • Monday: share an industry-related piece that includes something interesting.
  • Tuesday: answer a frequently-asked-question.
  • Wednesday: answer a common question using video.
  • Thursday: post complementary information.
  • Friday: share something your company has created. 

At the end of the week, if you don’t have any impressions, keep posting. You’re going to connect with new people. Ask your teammates for ideas if you can’t think of anything to post.

“Create Content on LinkedIn” episode resources

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. 

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.

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Sandler, Mike Jone, LinkedIn, Social Selling, Prospecting

TSE 1125: Harnessing LinkedIn to Develop a Consistent Stream of Quality Leads

If you’re not already harnessing LinkedIn to develop a consistent stream of quality leads, you’re missing out on more referrals, possible testimonies, and a powerful prospecting tool. 

Mike Jones owns and operates a local Sandler Training franchise where he works with sales leaders and salespeople in those cultures to develop nontraditional ways of prospecting and selling. He has the privilege of seeing best practices and working intimately with sales culture. He loves the experience of moving between industries and geographies to see what the consistent themes of success are. 

Utilizing LinkedIn

Sellers must take advantage of LinkedIn, but many people use it wrong. 

They often don’t understand LinkedIn’s power to get to the right person. It’s difficult to connect with the right person, but LinkedIn gives people the ability to determine who they need to be talking to. 

There is power in connections. If you aren’t using it to find the right people in the organizations you’re connecting with, you aren’t using it to its full capabilities. 

There are two kinds of prospecting. 

  • Active prospecting, which includes developing daily behavioral metrics about how many conversations you want to have, how many appointments you want to have, and how many existing clients you should be reaching out to. Activity always precedes outcome. If I can dial in my activity and monitor it and compare it to a monthly revenue goal, that allows me to make strategic behavioral changes. Whatever outcome you’re seeking, you have a system perfectly designed to give you that outcome. If you want a better outcome, analyze what you’re doing from a behavioral standpoint in order to achieve that outcome. It’s a form of prospecting that provides real-time decisions, and it gets immediate results. 

 

  • Passive prospecting doesn’t provide immediate results. If, for example, you work 250 days a year and your prospecting system requires you to send out 10 emails, either directly to a prospect or a contact in LinkedIn, asking for an introduction. Over a year, that’s 2,500 prospecting attempts every year. In today’s business culture, it works and you’re missing an opportunity if you aren’t seizing it. 

Thinking about now

Sometimes, as sellers, we get so focused on the now that we forget to focus on the future. In the early days of my sales career, I was guilty of it, too. Every phone call you make doesn’t have to result in an immediate close. 

We may even make the mistake of prospecting to convince people, and that creates a lot of pressure. Instead, identify what kind of prospect is in front of you. 

There are four distinct mindsets that prospects have. 

  1. They have a need they know about. 
  2. They’re comfortable and they aren’t making any changes.
  3. They are willing to make changes in order to have a better return on investment.
  4. They’re arrogant. 

We can only help number one and number three. Numbers two and four will communicate with a salesperson differently. Instead of trying to convince, try to determine which of the four you’re dealing with. It will help you understand whether they’re open-minded about it. 

Prospect’s mindset

Don’t give up too early. When a salesperson reaches out to a prospect, they’re trying to change the prospect’s mindset and alter what they believe. 

Be consistently persistent. Develop a cadence that falls somewhere between “I’m bugging someone” and “I’m ineffective.” Prospecting takes time and sellers must stop looking at their monthly revenue as the barometer for success. We do it because we think that’s how the game needs to be played. 

Realize that your individual metrics and your revenue are important, but you don’t get a pass on your prospecting simply because you hit your revenue. Failure to prospect will impact you months from now. You must manage your calendar to make sure you can service the people you’re selling as well as your future prospects. 

LinkedIn content

LinkedIn is a huge tool for marketing and it’s designed to help people think and share different ideas and insights.

When we look to give back, we’ll get stuff in return. The more you give, the more the people who want your help will come to you. 

If you’re a giver and you’re prospecting, you’re giving so much great information. They’ll keep coming back to you. 

Introductions

Many salespeople don’t do enough to leverage their connections in order to get introductions, which is probably a better word than referral. Probably 20 percent of your clients will provide an introduction without being prompted to. They like to connect people. 

At the same time, there are probably the same number who don’t like doing it. The 60 percent in the middle will do it if someone asks them to. We just have to become proactive and make it part of our process.

The best time to ask for an introduction is when the prospect realizes that he got his value and he’s happy. If you’ve already found a process that works, don’t change it. But if you aren’t having success asking for introductions, wait until the buyer realizes what they have in value. 

It also probably depends on the type of product you’re selling. 

Team behaviors 

Figure out what behaviors your team should be doing and build some healthy accountability around those things. It’s easier to coach people who have individual belief systems and business acumen. Based upon metrics, you can give unique instruction to each person. 

Make sure to have a direct line to the decision maker in the company you are pursuing, and build it around a story. In other words, figure out a common connection to the person you’re trying to connect with and use that. That connection is much more likely to be successful than cold outreach will. 

Don’t wing it. Use your KPIs and other metrics to get prepared. Good sellers won’t sabotage their efforts or be lazy. They’ll want to do something that will help them earn more money. 

Finally, get your life “why-dialed in.” Figure out why you get out of bed in the morning, because that’s your source of power. If you don’t have your life “why-dialed in,” you’ll go through the motions and it will be mundane and boring. 

Evaluate your patterns and habits. Are you getting the habits and outcome that you’re looking for? Sales is a purposeful, predictable event. If you’re serious about what you’re doing and how you’re doing it, you can track and measure your output and change it. 

“Harnessing LinkedIn” episode resources

You can find Mike on LinkedIn or you can connect with Sandler Training by The Ruby Group. Visit Sandler Training to connect with someone in your own area. 

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

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

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

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

Take advantage of a 30-day free trial, including a free book of your choice, at audible.com/tse.

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. When you share your experiences with the show, others will read the reviews and give us a listen.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

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Kyle Burt, LinkedIn, Sales Content, Social Selling

TSE 1103: Every Seller Should Create Good Content

Kyle Burt, LinkedIn, Sales Content, Social Selling

       

Every seller should create good content as a tool to gain leads, grow their business, and increase overall success. 

Kyle Burt first heard The Sales Evangelist podcast two years ago when we interviewed Alex Berman about using video in sales. Kyle, who once chose business school over film school, went home and started making videos. 

Massive success

Kyle quickly turned his video capability into massive success for himself. Before video, he was using cold calls, email, and “screaming from the tops of mountains,” knocking on every door and delivering cookies. When you’re starting out, you have to be willing to do whatever it takes. 

He realized that video provided a good strategy to get leads. But he shifted his focus to making videos because he wanted to make videos. He realized he had a level of value and a perspective that wasn’t being shared. 

Kyle recognized, too, that only the people in his bubble would understand the content he was posting because it was niche content. 

Coca-Cola

He established a weekly schedule because he knew he had to post consistently, and he introduced Whiteboard Wednesdays. It was a chance to introduce different technologies.

Maybe 20 videos later, he was on vacation in Cancun in 2017 when he got a LinkedIn message from the VP of technology for Coca-Cola. He assumed someone was pranking him, but in fact, the gig turned into a consulting opportunity with the company.

When Kyle realized the VP had seen the very first video he ever posted, the most awkward of the bunch, he knew that he was on to something with video. 

Objections 

In the case of objections, sellers often face their own objections to appearing in or creating videos. 

  • “I don’t look good enough for the camera.” 
  • “I don’t have the right equipment.” 
  • “There isn’t enough time to create videos.”

The important parts of the content are good audio and good content. 

Fear of the comments

In my own case, I’ve been slow to take advantage of YouTube because I’m a little bit afraid of the comments I might get. People can be nasty sometimes. 

The point is that there will always be the possibility of those comments. Someone once told Kyle he sounded like a little baby. He wasn’t even entirely sure what they meant by it, but he had to let it roll right off. 

You have to be ready to take it on the chin when you put yourself out there. You’re going to get some good and some bad. 

Internalize the fact that nobody has it all figured out, and then realize that people are genuinely good. Most people don’t want to tear you down, so don’t spend your time on the small number of people who have something negative to say. 

It’s worth noting, too, that stories only survive for 24 hours, so they won’t live forever. If you create a bad one, it won’t be around for long. Even with LinkedIn, the feed algorithm means that it might technically always be there, but it will be harder to find. 

Persistence

We spent two years trying to get Kyle on the show but we couldn’t make it work out because of different schedules. Our recording day is Monday because it’s what works best for my team, and sometimes we have to bypass opportunities if they don’t fit with that schedule.

In Kyle’s case, he was persistent. He got early access to LinkedIn Live, which as of this writing is only available to a few people, and he invited me to connect with him. After 18 months of no real interaction, he reconnected with me and we made it work. He grabbed my attention and we ended up recording with him on a day outside of our normal schedule. 

Disrupt the norm. Create good content that stands out. 

LinkedIn reach

My good friend Stephen A. Hart from the Trailblazers Podcast pointed out recently that there are 9 billion impressions on LinkedIn every week, which amounts to 468 billion impressions annually. Of those, only about 3 million users are creating content. That means there is a lot of space to create more free content. 

You can’t find that kind of visibility on YouTube, Facebook, or any other platform. Basically, there are a small number of creators and a huge number of impressions, so it behooves you to grab a piece of the video market. 

I happened to get into podcasting early when there were only a few sales podcasts. Now I’m a grandfather in the podcasting world. 

Much innovation seems to happen with consumers first. The business world moves more slowly because there are more considerations to think about. 

The marketplace dictates what it wants. 

Coffee With Kyles

Kyle previously collaborated with another guy named Kyle to launch a video podcast called Coffee With Kyles. Now he’s working on a solo style show that will primarily involve live video. It will allow him to eliminate a lot of the editing and create more interactive experiences. 

In the case of this podcast interview, our audience can’t interact with us right now as the interview is happening. When they are finally able to, it will change the game. 

The goal is to get more people engaged and online. When you go live, you can’t stop the show because something goes wrong. Kyle said he has gone live five times and has broken the system five times. 

Because of his persistence, he was one of the few to beta test LinkedIn Live, and it allowed him to connect with people and build relationships.

If you try to be known, you’ll miss the mark. If you create good content, you will be known. It’s all about who knows you. 

If you aren’t creating some form of content or interacting with content on social media, you are irrelevant. Figure it out quick. If you’re a writer, write. If you can do video, do that. If you can do audio, do audio. Figure out your lane and experiment. Every seller should create good content.

“Every Seller Should Create Good Content” episode resources

You can connect with Kyle on LinkedIn or at his website, www.catchcloud.com

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

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

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

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

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

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

Audio provided by Free SFX and Bensound.

Value, Education

TSE 1092: Building Interest In Something When The Customer Isn’t Looking

Value, EducationSellers who discover how to be successful without a marketing department, in a crowded marketplace, and when the customer isn’t even looking will be successful in almost any circumstances.

I got a question from a listener named Jon Billings who wanted to know how he could teach people who “don’t know what they don’t know.” For instance, if the customer isn’t looking because he doesn’t know he has a problem, how do I communicate that?

Especially in the case of sellers who don’t have access to a marketing department, how is that even possible?

Educate

Your goal is to educate your prospects so that they will look to you instead of your competition when they need help solving a problem.

Educating is the new sales. Regardless of the industry, you’re in, your marketplace is likely crowded.

  • How do you stand out from the competition?
  • How do you help customers recognize you as a differentiator?

You have to challenge the status quo, especially when many of your prospects already have solutions or they don’t realize the existence of a problem.

Build Community

Become a content producer.

Even if you have a marketing department, you should have your own individual brand. Take that brand with you wherever you go.

Even if you change industries, your brand goes with you.

Answer questions

Write down the top 10 questions that customers ask you or that prospects bring up in conversation. Whether they center around cost or service, answer those questions in the form of sharable content.

You can write a blog or produce a podcast. Even better, you can create a LinkedIn article or video.

Focus on the problem while you’re answering the question.

For example, what other issues could your prospect focus on if he outsourced his IT services to your company? What opportunity costs exist?

Differentiate

My friend Kyle invited me to do a LinkedIn Live with him recently and we recorded an episode with him for our show as well.

Kyle told us about how he started sharing videos on YouTube answering questions, and though the videos weren’t very fancy in his estimation, someone reached out to him from Coca Cola with an opportunity for him.

He’s in the tech industry, and though there are countless other tech firms out there that are sending out RFPs. Kyle decided to be different, and it grabbed people’s attention.

Tap into brains

You won’t want to pitch your prospects right away. Instead, connect with them and ask for their assistance. Maybe you’re looking to write a LinkedIn article about things that the directors of large companies dislike and you’d like input from people who are filling those roles.

Get one tip from 10 people, and then when you post the article, tag all of the people who contributed. They’ll see your post, they’ll likely see your profile, and they’ll likely see your website.

Now, when you ask for a chance to introduce yourself in the future, they’ll be more likely to at least give you a chance since you connected on LinkedIn.

Potential ideas

Even if you don’t have the benefit of written case studies, you may have some client testimonials or some stories you can tell. Talk about the problems your clients once had and highlight how you helped them solve those problems.

Now that you’ve written an article about the 10 things that directors of large companies dislike, you could also pitch podcast hosts with the idea.

You’ll be educating more people and becoming a thought leader. But you must create content around the things that people want to hear.

If you’re doing the same things every week and you’re seeing a diminishing return, put a little more effort in. You’ll be on your way to building interest in something when the customer isn’t looking.

“When The Customer Isn’t Looking” episode resources

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. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

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

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

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

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

Audio provided by Free SFX and Bensound.

Stephen A. Hart, Donald Kelly, The Sales Evangelist, Marketing, FSMSDC

TSE 1091: Three Things Small Businesses Get Wrong When Marketing

Stephen A. Hart, Donald Kelly, The Sales Evangelist, Marketing, FSMSDC

When you’re looking to grow your business or your brand, it’s important that you recognize the three things small businesses get wrong when marketing.

We’re at the Florida State Minority Development Council expo visiting with my friend Stephen A. Hart. He’s a brand alignment strategist who helps entrepreneurs grow an amazing brand that is authentic, relatable, and profitable.

Mistake #1: Overlooking messaging

Many people hear the word branding and they think of logos or designs. But pretty websites don’t sell things. Words do.

People get unnecessarily caught up on design but what they need to focus on is clear messaging. You have to clarify your message so that customers will listen.

Be deliberate about articulating what you do. In order to do that, you must understand who you’re serving.

Too many people think they are serving everyone with their product or service but that isn’t the case.

If I’m speaking to grandma and I’m speaking to my niece, we’re not having the same conversation. The language is different.

If you understand that you’re speaking to a particular group of people, there is a language that connects to that person. When you understand their pain points and their demographics, you can communicate your message about how your product or service solves a problem.

Dialing in

Stephen recalled a realtor who focused on selling to millennials and young couples. That’s who she was serving, but her message didn’t reach those people. She was trying to serve everyone.

Dial your message in. Understand who you’re truly serving. When you do, your message doesn’t have to be pitchy about your product or service. Your content can create a connection between you and your community.

Then your community will share it with others in the space.

Messaging isn’t a static process. It’s dynamic. You’ll constantly be optimizing your message.

Your brain

We lack trust in those we connect and do business with.

Understand that your brain is trying to survive and thrive. Within that, there are three things it’s trying to accomplish.

  1. You want to make money or save money.
  2. You want to gain status.
  3. You want to associate with a tribe.

Your brain is also trying to conserve calories. So if your website or your collateral is too busy, your audience will tune it out.

For example, how many emails do you receive in a day? Most of them get deleted because the messaging didn’t appeal to you.

It isn’t a design or branding that gets your attention. It’s the message.

Mistake #2: Neglecting web presence

Your website is your digital home, and first impressions last. It allows you to redirect traffic to your products or services or other online avenues.

Studies show that 57 percent of people are afraid to recommend a business because of its website.

Decisions are emotional so if your website doesn’t inspire confidence, you won’t be able to convert the people who show up there.

You must take care of your website, and specifically your home page. Get a good solid web design.

Mistake #3: Lacking content

You must have a presence on social media specifically for businesses. You also have to be on LinkedIn.

Sharing content on LinkedIn generates so much more organic traffic than other platforms. It’s a business-related social channel. As result, the income and quality of the people you’re engaging with there.

There are more than 9 billion impressions on LinkedIn every week, which amounts to 468 billion impressions annually. Of those, only about 3 million users are actually sharing content, which means there’s a lot of room available. And it’s all free.

Don’t worry as much about buying ads on Facebook. Worry about who your audience is. Realize, too, that about 98 percent of your leads will come from LinkedIn.

Video and long-form content are your friends on LinkedIn. Write longer posts. The sweet spot is 1,900.

Also write how-to and list posts to bring awareness to your brand.

Be creative

If no one is looking at your business, you’ll never thrive. You must create content of value and place it where the customers are. Put it in front of their eyeballs where they can’t dismiss it.

Have a solid brand presence online. Avoid the three things small businesses get wrong when marketing.

Branding course

Stephen created an online course called Brand You Academy that allows him to serve people and help with branding. It’s a 6-week online course that walks people through Stephen’s 15-year experience in branding.

When people Google you in 2019, whatever appears in your result will either leave people more or less inclined to do business with you.

People who sign up for the course are getting lifetime access to the course.

You can also connect with Stephen on his website and everywhere on social at Stephen A. Hart.

Isolation

The wisdom and the knowledge you gain from relationships is invaluable.

The Florida State Minority Development Council is here to help you grow your business. Your goal is to make money, so you must align yourself with other people who understand what you’re trying to do.

“Three Things Small Businesses Get Wrong When Marketing” episode resources

You can connect with Stephen at his website and everywhere on social @Stephen A Hart. You can connect with the Florida State Minority Development Council for more information about the council and its offerings.

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

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

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

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

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

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

Audio provided by Free SFX and Bensound.

Joel Burnstein, Donald Kelly, The Sales Evangelist, EMSDC

TSE 1052: How To Prepare Your Sales Pipeline For Economic Downturns

No matter what business you’re in or what product you’re selling, downturns happen, so today we’re talking about how to prepare your sales pipeline for economic downturn. 

We’re here at the Eastern Minority Supplier Development Council’s ROAR Conference, which is connecting minority-owned and women-owned businesses with Fortune 100 companies.

Joel Burstein says that companies should be most aware of economic downturn when the economy is good. The downturns in ’01 and ’08 were preceded by markets that were really,  but they grew so quickly that they weren’t sustainable.

When things seem too good to be true, they usually are.

Consider the internet

At one point, everything was successful. It didn’t matter what the product was. The reality of the world at that time was that 22-year-olds owned five properties.

If you drive your car as fast as you can for as long as you can, your car will eventually break. The economy is the same.

The time to prepare for the economic downturn is when the economy is good. You do that by diversifying your clientele and diversifying your business.

Clients who are looking are still engaged. You don’t necessarily have to take your foot off the gas; you just have to think outside the box.

Talk to clients

Ask your clients how their world is going. They will have indicators, so if you ask them what signs they are seeing, they may be able to share signs with you.

Realize, too, that not everyone’s downturn is equal. Some people’s downturn started in ’07 while others started in ’08. What happened is that we missed it.

Your perspective depends on where your market falls. Some people are struggling today. It isn’t that they’re struggling tremendously, but their business is down.

Perhaps it only lasts one quarter, or maybe it stretches into two or three quarters. Once that happens, it begins to have an impact.

Have engaging conversations with your existing clients about what’s happening in their markets. Because their markets are different than yours, you’ll gain insight into the overall economy.

Two-fold benefit

Imagine an entrepreneur with a digital marketing company who has decent-sized clients. If she stays in touch with them she can accomplish two things:

  1. She can do some reconnaissance work.
  2. She can deepen her relationships.

At some point, you sell without selling. You have to be in the relationship mindset rather than the selling mindset.

You’ll develop a deep understanding of what your client is facing and struggling with. Your client will remember you as the one who cared about how they were handling the downturn.

Preparing for downturn

Certain industries will survive recession better than others. Energy is a great example.

Oil is another industry that survives recession well, as evidenced by the Texas economy while the rest of the country was in a downturn. People still need oil, and we forget that it’s used to make milk cartons. It’s also used for the oil and gears of manufacturing machinery.

Healthcare is another example. Hospitals have tremendous numbers of vendors because they are like self-sufficient cities.
Unemployment could negatively impact healthcare, but the government tends to step in so that people don’t go without care.
Ask yourself which adjustments you’ll make in order to survive the recession when it happens. Identify ways to gain traction in those industries that can survive recession. Add those behaviors to your daily, weekly, and monthly behaviors.

Larger companies

The EMSDC offers a great opportunity to expand a middle-sized business to a larger business. Because larger businesses have more funds, they survive a bit better than small ones.
If all of your businesses are about the same size, some of those will fluctuate. Some of them will go out of business. It’s the nature of the industry.
There’s a reason we talk about companies being too big to fail.
When you engage in the right behaviors, you introduce that diversity into your business.  It’s a matter of making an effort to prospect in a certain area or to call on certain people or ask certain people for referrals.
Many entrepreneurs get stuck waiting for business to come in. If I can get out there and start having conversations with people I’m targeting, I can control my destiny a little better by choosing who I will target.

Networking

When the economy shifts, you need to have a great network of people you can reach out to for different things at different times. If I don’t know people, I can’t do that.

Networking is a big thing. Speaking engagements are, too.

In our case, we can’t always orchestrate large training opportunities but we can convince people to sign up for workshops or boot camps. It allows us to build our brand, stay connected to our customers, and it offers additional streams of income.

Joel said he leverages his LinkedIn so that his existing contacts can introduce him to people he doesn’t know. People typically don’t leverage it properly, but what if you knew all the same people your clients do?

“Prepare For Economic Downturn” episode resources

You can connect with Joel at keepitsimple.sandler.com or email him at Joel.Burstein@pghkeepitsimple.com

We are currently in the Beta portion of our new TSE Certified Sales Training Program. The first section is about prospecting, the second is all about building value, and the third is about closing.

This episode is brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

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

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

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

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

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

Audio provided by Free SFX and Bensound.

Number Game, Prospecting, Bad Sales Person, don't treat prospects like a number

TSE 1017: Don’t Treat Prospects Like a Number

Number Game, Prospecting, Bad Sales Person

If you’ve been guilty of bulldozing your prospects or being rude or uncaring, today must be the day you change your mindset: Don’t treat prospects like a number.

Although numbers are important to those of us who work in sales, we can’t let them become our primary focus. They can help us measure our success and determine our strengths and weaknesses, but we can’t reduce our prospects to a number.

Find the balance

Some organizations focus so little on numbers that they don’t have any way to replicate their successes. They have no idea how many calls it takes to get to the right customer. They have no idea of their conversion rate.

On the other hand, some organizations are so focused on the numbers that it becomes the primary focus of their work. As a result, they often sacrifice quality in the name of numbers.

Do not lose track of the people in the process.

My wife got a call from a traditional seller in a traditional selling situation last week: he knew nothing about the company except the name and the phone number. He didn’t know who he needed to speak to, and it was obvious he was calling from a call center.

The caller wasn’t prepared and he didn’t have a cadence to his call.

Dialing for dollars

Some companies have a single speed. They spend each day dialing for dollars and relying on phone calls to advance their numbers.

They fail to realize that today’s buyers are busy. They fail to approach selling from the buyer’s standpoint.

It never occurs to them that they could have brought value in an email. Or that they could have used multiple emails to share client testimonials or valuable tips or irresistible messages.

They overlook LinkedIn as a place to connect with prospects and they miss the opportunity to provide value. They forget that they could mail something to the prospect or research who they should contact within a company.

They overlook the strength of using multiple points of entry rather than just blasting the prospect with phone calls.

Control your emotion

When my wife told the caller that we weren’t interested in doing business with him, he got upset.

He’s no doubt frustrated because he’s doing the same activity every single day and not having much success, but it doesn’t give him a pass to get upset.

Sometimes you’ve brought value and done everything possible for your buyer, and they still aren’t ready to buy.

It’s ok to say, “Hey, I get this all the time. Sometimes people aren’t ready. Out of curiosity, is it because you guys already have someone in place or just that you’re not looking to buy right now?”

Once they give me an answer, I ask if it’s ok for me to send podcasts or videos in the future. If they say yes, then I’ve left the door open.

Instead of sacrificing my connection by getting angry, I keep opportunities open.

Develop processes

I’m a big proponent of making sure you have processes in place as you reach out to prospects.

If you’re treating them like a number and calling without doing any research, please stop. You’re treating them like a number and they’re going to respond accordingly.

Offer personal touches.

Take 2 to 5 minutes to go on LinkedIn and find out what the company does. Don’t eat up too much of your time, just find out the key players and the company mission so you can have an intelligent conversation.

Do work

If you’re trying to reach people the same way everyone else is, you’re probably not going to have a lot of success.

You’re going to have to do a little bit of work to grab our attention in a busy setting.

I recently got a video from someone as a form of outreach, and I complimented the person on the video. Then, I invited the person to be a guest on the podcast, and the show is going live soon.

It’s more work for you, but your job as the seller is to make the buyer’s job easier. Don’t add unnecessary complication.

“Don’t Treat Prospects Like a Number” episode resources

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 Sales Evangelist Podcast, LinkedIn, Trust

TSE 965: TSE Hustler’s League – “Trust”

 

Donald Kelly, The Sales Evangelist Podcast, LinkedIn, TrustLinkedIn is an important resource for sellers and companies, but we hardly know our hundreds of connections. It doesn’t work to pitch people that we hardly know anymore. You must build trust.

On today’s episode of The Sales Evangelist, we talk about the importance of trust and the relationships and connections the result when we build it.

Building connections

Once we realize the importance of connections, we get busy connecting with everybody. We connect with everyone in our industry and everyone in our Gmail.

And though we’re connected to a lot of people, we don’t regularly communicate with most of them. They’re simply connections.

But connections don’t necessarily translate into business.

In fact, we all have people in our lives who are important to us, but who we wouldn’t recommend to a trusted partner. We don’t want to recommend them because it will be on us when it goes bad.

LinkedIn

Instead of working to get a huge number of LinkedIn connections, focus on building genuine connections with people you actually communicate with.

Call them. Email them. Share an article you think is relevant to them. Congratulate them on important events. Text them. Focus on personal touches.

Simply being connected on LinkedIn won’t generate revenue for your company, and your connections on LinkedIn won’t automatically turn into trusted allies.

You must build trust and become a trusted advisor.

Personal touch

We frequently talk about the fact that people like to do business with other people.

How can you create a personal touch?

Set time on your personal calendar to connect with people on LinkedIn. Respond to your new requests or send personal messages. Go alphabetically each day if it helps you break it into smaller pieces.

Instead of reaching out to people purely to sell them something, you’ll be building value. There’s a difference between connections and spam.

Share educational information like microblogs or other content you’ve created. When people see that you’re active and generating valuable content, they’ll begin to trust what you have to say.

Give before you receive

Find out what’s important to the people you’re connected with. Keep their information in the back of your head and watch out for new connections who might be a good fit for your existing connections.

If you know of a company that is hiring and you know of a good prospect, ask if you can make an introduction.

Focus on the simple things that will help your prospect be successful.

“Trust” episode resources

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. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

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.

 

 

Donald Kelly, The Sales Evangelist, Sales Tools

TSE 847: My Two Newest Sales Outreaching Tools

Donald Kelly, The Sales Evangelist, Sales ToolsThe odds are not in your favor. There are 100,000 ideal prospects in the U.S., but there are also 100 competitors. You aren’t sure when your prospects will be ready to buy. You aren’t even sure if they already have a solution to the problem you’d like to help them solve.

But what if you had a tool that would let you know when a particular prospect is ready to buy what you’re selling? Today on The Sales Evangelist, we’re talking about my two newest sales outreaching tools that will help you connect with prospects.

LeadGibbon

If you’re doing outbound sales and you want more information about your prospects, LeadGibbon can help you get the information you need.

Even if you have the paid version of LinkedIn, and you’re using it together with Sales Navigator, you aren’t guaranteed you’ll be able to get the information you need about your prospects.

LeadGibbon is a Google Chrome plug-in for your LinkedIn. With it, you’ll be able to pull individual information from a LinkedIn profile and gain more information about your prospect.

Say you’re looking at Donald Kelly’s profile. LeadGibbon pulls the company name, phone number, and email address for the profile you’re viewing.

You can save the information to a plug-in, and the plug-in can extract the information and add it to a Google Drive folder.

You do a search through Sales Navigator and you want to get a phone number. LeadGibbon can pull up the phone number for the organization or individual.

Although it isn’t 100% perfect, it does save tons of time, and it helps with marketing efforts because I have a list of my Dream 100.

I can add them to my CRM via CSV file. It helps me find publicly-available information about my prospects.

LeadSift

Imagine being able to narrow your contact efforts to prospects who had already “raised their hands.” Whether they visited a profile on LinkedIn, or visited your competitor’s website, they have indicated an interest in what you’re selling.

The LeadSift team will help you figure out the best keywords and the best strategies to find the ideal customers in your industry.

It will likely take a couple of tries in order to find the right combination, but once you find it, you’ll have leads pouring in.

Then, you can share LeadSift with your marketing team. You can craft a campaign that includes having your them reach out to your prospects on week 2 or 3.

“Sales Outreaching Tools” resources

The book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen keeps salespeople from having to shoot in the dark. It prevents them from guessing how to build value, because buyers are telling us to stop selling and start leading.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

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

Audio provided by Free SFX.

Melinda Chen, Donald Kelly, The Sales Evangelist Podcast

TSE 846: How to Connect With Big Prospects Who Are Barely Online or on Social Media

Melinda Chen, Donald Kelly, The Sales Evangelist Podcast

Big clients can be great for companies who don’t have the resources to constantly pursue small clients. They can help you reach sales goals and they provide repeatable business. But how do you connect with big prospects who are barely online or on social media?

Today on The Sales Evangelist, we’ll talk to Melinda Chen, the founder of Women Making Big Sales, about how to streamline processes and make connections with large companies.

1. Operate with laser focus

Social selling is pretty straightforward, and in the past, it meant creating an opt-in, which meant hiring a writer and a designer. It also required time to establish a social presence and build an email list.

While it’s still true that it takes time to build relationships with industry, by focusing on exactly those organizations you want to target, you’ll achieve results more quickly, and your results will be more specific to your goals.

Begin by going to your LinkedIn page and doing an advanced search for a relevant keyword. Specify the industries you want to include in your search, and realize that if you’re including more than three, you likely need to narrow your efforts.

Ideally, you’ll be able to stay within two industries and still generate enough results to begin making connections.

Look for second- and third-degree connections that you can nurture to become first-level connections. The more existing connections you have within an industry, the shorter your sales cycle will be.

Once you determine who you’d like to reach, the next step is to figure out how to reach them.

2. Create a relationship map

After you’ve identified the big clients you’d like to work with, you’ll need to determine how you’ll connect with them.

Relationship maps help you find existing connections that can connect you with the people you’re trying to reach.

Consider the following three groups:

  • Nomads move around a lot, so they have vast experience in different organizations. They also have a lot of insights to share.
  • Superconnectors are people who have access to a lot of people, and they willingly give introductions once you’ve established trust with them.
  • Hubs represent the places where your target clients will likely be.

These groups will help you streamline your sales cycle and prevent you from building your prospect list completely from scratch.

3. Focus on the power of 2’s

If you’re trying to sell a product to the VP of HR, it’s very likely that many other sales professionals are doing the same. If you create a second connection within the same organization, you’ll create a synergy that didn’t exist before.

Imagine the decision-maker in a prospective company hears two different people in his organization mention you as a great person to work with. It creates a power shift so that you’re no longer a salesperson asking for business; instead, you’re a sales professional that he feels compelled to work with.

Sometimes, a sense of competition between colleagues can work in your favor.

“Connect With Big Prospects” resources

You can connect with Melinda and find even more of her insights and motivations at womenmakingbigsales.com and on her Facebook page of the same name.

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

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

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

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

 

The Sales Evangelist, Sales Goals, Planing, Cold Calling, Donald Kelly

TSE 845: TSE Hustler’s League-“Three Things”

The Sales Evangelist, Sales Goals, Planing, Cold Calling, Donald Kelly

 

 

 

When your pipeline is empty at the end of the month despite phone calls, emails, and appointments, you may find yourself wondering how you missed quota. You can, however, prepare for next month to make sure it doesn’t happen again.

On today’s episode of TSE Hustler’s League, we talk about the fundamentals that will help you achieve your goals and three things that can help you have a healthy pipeline.

Planning

For many sales professionals, planning is non-existent. You show up at work on Monday and do the same things you’ve always done: make some calls, answer some emails, connect on social media.

You expect that those activities will produce connections, but perhaps you’ve lost sight of the fact that your buyers aren’t sitting in their offices waiting for you to call.

You must plan.

Too many sales professionals rely on “voodoo selling,” which is based on guessing and hope other than planning and strategies. They leave the office at 4 p.m. on Friday afternoon to party with co-workers instead of working until 5 and pursuing last-minute connections before the weekend.

Create sacred time. Devote one hour a day on social media efforts. Strategically focus on prospecting and dedicate time to it every day. Do not, however, be so rigid that you refuse to schedule a demo during that time. If that’s the one time the prospect is available, you’d be crazy to miss it.

Schedule some calls in the morning, some in the afternoon, and others in the evening.

Focus on your strategic list of prospects — your Dream 100 — and pursue those customers during your outreach time.

Reserve time at the end of each day to research companies for the next day.

Outworking

Sales professionals who want to be successful have to take control of their lives and their careers.

Look for opportunities all the time, and don’t stop working simply because the workday ended.

You should strive to be seen as the industry professional to everyone you interact with; to be the professional who brings value to your industry.

You don’t have to be on your phone 24/7 but be willing to pursue after-hours communication.

Don’t coast, and don’t avoid challenges. Create a blog post after your kids go to bed. Outwork what you did yesterday.

Referrals

Many of us have clients we’ve worked with for years, but we’ve lost our sense that they can help us grow our businesses.

Research your current clients to see who they are connected to on LinkedIn.

Don’t sleep on your referrals.

“Three Things” resources

The Sales Evangelist Hustler’s League is an online coaching program designed to help sellers of all levels and all industries improve. It’s an opportunity to share ideas and interact with other sellers from around the world.

Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

I’ve spent a lot of time talking about the book Stop Selling & Start Leading because I believe so strongly in the message it has to share. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Finally, check out the newest podcast in the Sales Podcast Network, Video Jungle Podcast. The podcast will help you learn how to use video to sell your product and how to differentiate yourself from the competition using video.

Audio provided by Free SFX.

Social Selling, LinkedIn, Donald Kelly

TSE 842: The Social Selling Experiment Part 3

Social Selling, LinkedIn, Donald Kelly

If you’ve been with us for the last couple of weeks, you know that we’re in the middle of a social selling experiment to determine whether connecting on social media improves our sales outcomes. Today’s episode of The Sales Evangelist will update our findings, and address a change we made in our program, as well as the reason for the change.

If you haven’t been with us for the last couple of weeks, we’re using traditional sales techniques such as phone, email and snail mail to connect with 40 prospects. At the same time, we’re connecting with 40 other prospects using all the traditional means, plus social media connections as well.

Over the course of the experiment, we’re reporting our findings to you so you can see the effects without conducting your own experiment.

The social selling experiment

Over the past two weeks of the experiment, I stumbled onto the realization that I’ll need more time than I originally thought to build effective connections on social media. Because some of our prospects don’t check their LinkedIn accounts every day, the connections we make often take more time than we might have assumed.

As a result, we’ve determined that our ramp-up period for social selling will be longer than we originally planned. Because of that, we don’t want to continue doing things that aren’t working.

Instead, we’ll adjust our plan to allow for the new discovery we made.

We realized that we aren’t the center of our prospects’ world, and they have obligations that prevent them from getting back to us right away.

We pivoted to increase the odds that we’ll connect with our prospects.

Dream 100 list

I read a book called How to Get a Meeting With Anyone by Stu Heinecke, and I recommend it for anyone seeking to connect with prospects. He addresses account-based marketing, and although it isn’t a new idea, he calls it “contact selling.”

It’s about your Dream 100 list; your list of vetted prospects that would be ideal customers for you.

Your goal is to capture their attention, and the best way to do that is through personalized contact. Personally connecting with your ideal prospects takes a great deal of work, but calling hundreds of prospects does, too.

Your Dream 100 clients are an ideal fit. Your goal should be to find the key contacts, get information and phone numbers from the website, and learn a little bit about them. Then you can determine what problems they’re trying to solve and address them specifically.

Gate-keepers and assistants

Receptionists and assistants have a lot of information about the decision-makers you’re trying to reach, as well as the organization you’re pursuing.

Stu recommends that we recruit those gate-keepers onto our team so they’ll help us influence the decision-makers.

As part of the experiment, we contacted the executive assistants who were connected to our decision-makers, and figured out the problems they were trying to solve. Once we had that information, we put together a package for each of the prospects we were targeting.

There was a ticket-shaped note with a hand-written message, along with popcorn, and a specific candy and drink. The whole package cost us about $10 per lead, but the ROI will be significant because it could net anywhere from $1,000 to $10,000.

After the packages are mailed, we’ll follow up with phone calls and emails. We’ll also send gift cards to the executive assistants to thank them for their help and to recruit them to our effort.

We’ll couple all of this with our social media efforts as a way to connect with decision-makers.

In the weeks to come, we’ll also update you on some new tools to help you find prospects and gather information about them.

“The Social Selling Experiment” resources

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizersto connect with sales professionals from all walks of life.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happenfrom our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

We want to help you find more ideal customers. We want you to build stronger value and close more deals. Most importantly, we want you to do big things.

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

Audio provided by Free SFX.

Donald Kelly, Social Selling, LinkedIn, Prospecting

TSE 832: The Social Selling Experiment

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

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

The problem

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

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

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

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

The challenge

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

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

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

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

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

The baby steps

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

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

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

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

Episode resources

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

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

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Audio provided by Free SFX.

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

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

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

Social selling mistakes

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

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

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

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

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

Becoming a noticer

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

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

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

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

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

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

Social selling steps

Sales professionals must let go of their lazy tendencies.

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

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

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

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

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

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

Episode resources

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

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

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Donald Kelly, Take Charge, Creative, Outreach

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

Donald Kelly, Take Charge, Creative, Outreach

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

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

Resistance to social selling

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

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

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

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

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

Our markets were shrinking and our opportunities were dying.

Your own pie

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

So my coworker and I created our own pie.

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

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

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

Your own brand

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

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

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

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

Episode resources

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

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

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

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

Audio provided by Free SFX.

Social Selling, Selling Online, Donald Kelly

TSE 823: You Call That Social Selling?

Social Selling, Selling Online, Donald Kelly

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

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

Social selling and brand identity

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

You must think differently about social selling.

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

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

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

Amplify your message

Improve your ability to reach people with the following steps.

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

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

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

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

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

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

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

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

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

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

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

Episode resources

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

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

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

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

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

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

Audio provided by Free SFX.

 

 

TSE Hustler's League, LinkedIn, Prospecting, Prospecting

TSE 815: TSE Hustler’s League-“Beef Up LinkedIn”

TSE Hustler's League, use LinkedIn for outreachYour LinkedIn profile is free real estate. It’s your opportunity to communicate with your prospects, share your message, and provide value to your customers. Today on The Sales Evangelist, we’re discussing how to make yourself stand out on LinkedIn, and how to use LinkedIn for outreach.

About your customer

Your LinkedIn profile must be about you, but it must also be about your customer. If a prospect lands on my profile page, what things will he know about me immediately?

Will your prospect know how you can help him succeed and what problems you can help him solve?

Keywords

Have you ever noticed that when you Google a topic, sometimes LinkedIn profiles appear in your results? Those profile owners understand how to use LinkedIn for outreach.

When you effectively use keywords on your profile, you help prospects find you.

Begin by brainstorming five words that your prospect might use when he’s searching for your services on the Internet.

Use those five words in your LinkedIn bio. Use them throughout your profile, in your description and in your subheading.

Utilize long tail keywords like “Arizona landscape services” to make your services stand out against all the others.

Also include keywords in your specialties as well.

Action steps

On my own LinkedIn profile, I included information about a listener who used one of my techniques to reach an executive he hadn’t previously been able to reach. Along with that testimonial, I offered visitors a chance to message me with the subject line “simple step” if they wanted details for themselves.

It provided an actionable step for prospects and it proved my effectiveness as a sales trainer.

Messaging

Constantly tweak your messaging. As your customers evolve and their needs evolve, change your messaging to communicate value to them.

Tell them how you can help them solve problems.

Episode resources

Pick up a copy of Stop Selling & Start Leading for information about how you can lead your customers to do business with you instead of simply selling to them.

If this excerpt from The Sales Evangelist Hustler’s League was beneficial to you, check out our online group coaching program to discover how we can help you build more value.

We’ll discuss how to convince customers to do business with you once they know you exist.

Tell other people about this podcast, especially the people you know whose profiles aren’t popping like they should be. Leave us a review wherever you listen to this content, and subscribe to the podcast if you haven’t already.

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, Sales from the Street, Cadence, Prospecting

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

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

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

It’s time to take action.

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

The Power of Cadence

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

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

Grab their attention.

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

Set an appointment.

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

Episode Resources:

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

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

Join the  TSE Hustler’s League.

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

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

 

Donald Kelly, The Sales Evangelist, Sales from the Street

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

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

Here are the highlights of my conversation with Michael:

Michael’s greatest sales struggles he has had:

How to align the brand with the audience

Strategies to help align your business with your audience:

  1. Figure out where your audience is engaging.

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

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

Observe how to align your value to their need.

  1. Build rapport.

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

  1. Understand social cues through demographics.

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

  1. Continue bringing value.

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

Michael’s Major Takeaway:

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

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

Episode Resources:

Flood Me Social

Connect with Michael on Facebook and LinkedIn

The Science of Selling by David Hoffeld

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

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

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

 

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

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

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

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

Here are the highlights of my conversation with Ian:

What is Social Selling?

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

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

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

How to get started with social selling:

  1. Have a target audience.

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

  1. Business leaders should bring it into a business.

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

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

  1. Make a great first impression.

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

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

Testing the Look of Your Profile

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

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

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

  1. Nurture your prospects.

LinkedIn Sales Navigator

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

Twitter Lists

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

Engage with them.

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

  1. Make it a habit.

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

Ian’s Major Takeaway:

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

Episode Resources:

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

Photofeeler.com

LinkedIn Sales Navigator

Twitter List

The Sales Development Playbook by Trish Bertuzzi

Check out our Facebook group, The Sales Evangelizers

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

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

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

TSE 457: Social Selling Mistakes You Should Avoid

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

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

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

  1. Be human.

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

  1. Provide value.

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

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

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

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

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

  1. Focus on building the relationship.

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

Episode Resources:

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

LinkedIn Sales Navigator, The Sales Evangelist, Best Sales Podcast

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

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

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

  1. Make a Search.

Filter based on:

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

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

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

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

  1. Save your search.

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

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

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

Episode Resources:

Join the TSE Hustler’s League

Check out LinkedIn’s Sales Navigator

Salesforce

The ONE Thing by Gary Keller and Jay Papasan

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

Networking, Donald Kelly, The Sales Evangelist Podcast, Dr. George Fraser

TSE 407: 6 Easy Networking Strategies All Sellers Must Do!

Networking, Donald Kelly, The Sales Evangelist Podcast, Dr. George FraserHow can people connect with others so deeply? How do they even do this? Your job as a seller is to sell of course. But imagine how much more you can sell or grow your business if you were able to connect with more key individuals including movers and shakers in your community.

I was at a conference this week where I was a speaker at the Eastern Minority Supplier Development Council in Philadelphia. One of the speakers at the event was Dr. George Fraser, (who is a fantastic entrepreneur, author, and speaker) and he shared about some things which literally changed the way I’m looking at networking. And this is what I’m going to share with you today. Hopefully you can gain something from this to help you increase your networking depth.

6 Things You Can Do to Increase Your Networking Depth:

  1. Write 5 notes per day to individuals in your group.

Whether you reach out to your civics board, clientele, friends, or any type of group you’re a part of, be sure to get out there and write notes to five individuals. People crave for personal touch. The Platinum Rule: Treat others the way that they would like to be treated. Again, everyone likes to be personalized and that’s the reason general ads don’t really work.

Dig this: Connect with 5 people per day and that sums up to 25 people per week on a personal level.

  1. Make 5 phone calls to friends and family.

Be it your friend on Facebook or way back in college. Keep in touch with people no matter how short it is and just catch up with them and check in on them. A 5-10 minute conversation is cool.

  1. Make 5 contacts with new people per day.

Arrange at least 5 connections where you exchange contact information or where you can start building a friendship with.

  1. Make 5 sales calls per day.

Be sure to reach out to at least 5 individuals about a sales/business conversation. Put it on your calendar and make this happen.

  1. Make 5 introductions per day to people who need to know each other.

Everybody is trying to grow their business. The best way to get on someone’s radar is to help them make money. Is there someone you can connect them with? As a natural byproduct, people will not forget you for this and they will give you opportunities eventually. Help people make money and you’ll be more successful.

  1. Spend 20-30 mins. on social media to inspire others.

This can be through sharing quotes to people in your community or perhaps some stats that can help the industry. Provide valuable information online but be sure to engage yourself as well. Give genuine comments on other people’s posts. This shows people that you do care for them.

Today’s Major Takeaway:

Do these 6 things for 30 days and you will see a huge, huge difference, an increase in your opportunities not only to connect with individuals but also increase your business, sales, and your net worth.

Episode Resources:

Check out Dr. George Fraser’s website http://www.frasernet.com/

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net. Or even if you can’ make it to South Florida, you can still get a virtual ticket and get access to all the recordings so you can do big things wherever you are.

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

Linkedin, Donald Kelly, The Sales Evangelist, Podcast

TSE 377: How To Turn Your LinkedIn Profile Viewers Into Leads

Linkedin, Donald Kelly, The Sales Evangelist, Podcast What do you do to people who land in your LinkedIn profile? I’m telling you, LinkedIn is a source that a lot of sales professionals lack in. If we don’t follow up on those profile views then there could be a lot of money being lost.

Today, I’m going to share with you some great tips to connect with your LinkedIn profile viewers and how to turn them into great leads.

The Different Categories of LinkedIn Profile Viewers:

  1. Networkers
  2. Passersby
  3. Prospects or clients
  4. Recruiters
  5. Competitors

Maintaining your anonymity:

Turn on the anonymous settings to prevent other people from seeing you view their profile.

Tips to turn LinkedIn viewers into leads:

  1. Focus on those easier to connect with (passersby or prospects):
  2. Don’t get connected with them right away.
  3. Look at their profile to learn something about them.
  4. Send them a message.
    • It can be a canned, generic message but make sure it’s a “personalized” canned, generic message. What does this mean?
    • Use their name and spell it right.
    • Lead them into a conversation (maybe say things you both have in common)
    • See if you can schedule a time to go on the phone to chat with them.
  1. If they have an interest in what you have to offer, it will emerge in that conversation naturally.

Today’s Major Takeaway:

Don’t sleep on those LinkedIn views. Reach out to those folks who view your profile and say hello. Look at their profile and send a personal message. Say something back to them.

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.

Come to DO BIG THINGS Conference 

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

Melinda Chen, Donald Kelly, The Sales Evangelist Podcast, Selling To Big Clients

TSE 373: How To Connect With Big Clients Who Are Barely Online Or On Social Media?

The Sales Evangelist, Melinda Chen, Donald Kelly, Sales PodcastSocial selling is now an important thing. But how do you get connected with clients who are not online? There are actually some ways for you to do that effectively. Today, we have Melinda Chen who is sharing with us great actionable insights into how small businesses can stand out, gain big clients, and specifically get connected with clients who are not necessarily online.

Melinda Chen is the founder of Women Making Big Sales where she helps entrepreneurs sell to big clients by streamlining the process and showing them how to create relationships step-by-step. This episode is packed with really interesting, valuable stuff you don’t want to miss out on.

Here are the highlights of my conversation with Melinda:

Small clients versus big clients:

Problems with getting small clients:

  • Very expensive
  • Lots of preparation and work involved
  • You’re in a constant change of finding clients

Benefits of getting just 1 or 2 big clients:

  • Can be sufficient to reach your sales goal
  • Usually a repeatable business
  • Once you’re in, you’re part of the club – harder to get in but harder to lose them

How to go after big clients:

  1. Be extremely focused as to a specific industry you want to target.

It takes time to build relationship with a specific industry. Go to your LinkedIn page and do an Events search. Check the industry you want to specify (preferably just 1 or 2). Once you already have people with seven degrees of connections then you’re off to a great start.

  1. Create the relationship map.

This will help you identify how you’re going to get to your big clients. Identify three important things about selling to big clients.

  • Nomads – people in the industry that float and move around a lot (great for getting insider information)
  • Super connectors or influencers – people who want to build relationships and trust and are willing to give you some introductions into the key accounts
  • The Hub – where your target clients will be
  1. The 2-5 Formula: Get the introduction to your big clients.

This is how you’re going to craft the communication you’re going to use with big clients. People think it’s important to sell only once. Instead, break down the process into a 2-5 formula. 2  means focus on building relationships to have at least 2 introductions to 1 target client. Don’t just approach one decision maker but two decision makers at the same time.

  1. Be flexible.

Be open-minded and listen to what your client is telling you. There may be people you can’t identify at the beginning of the preparation but turn out to be huge champions for your company. Always listen to what the market or what the client is telling you and be ready to shift your strategy around a little bit.

More tips from Melinda:

  • Pick the industry you already have a lot of connections with.
  • Once you’ve mapped relationships, start calling people that you already know instead of having to build relationships from scratch.

Melinda’s Major Takeaway:

Preparation is very important. Try to be competitive and always do more than what your competitors are doing. Always try to stand out by showing your clients why you’re better than others by contacting more people, talking to more decision makers within the company, and showing them you’ve done proper research. Focus on your actions and demonstrate your value.

Episode Resources:

Get connected with Melinda Chan on Facebook Women Making Big Sales and www.WomenMakingBigSales.com.

Melinda’s 5-week Heart of Sales Program

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

Bobbie Foedisch, LinkedIn, Donald Kelly, Social Selling, The Sales Evangelist Podcast

TSE 318: Leveraging LinkedIn For Networking With Bobbie Foedisch

Bobbie Foedisch, LinkedIn, Donald Kelly, Social Selling, The Sales Evangelist PodcastThere are practical, basic stuff that we tend to forget when we get online. Today, we’re bringing in Bobbie Foedisch as we touch on this topic plus more social selling strategies, specifically leveraging your online presence on LinkedIn.

Bobbie is the founding partner and chief social selling officer at All About Leverage, where they develop social selling, lead generation, networking processes. Bobbie has been in the business development space for most of her career. Seeing the power of leveraging social media, they have cultivated a lead-generating process which they offered to clients as a voluntary benefit business.

Presently, there are 413 million people on LinkedIn. Find out how you can use it as a driving force to your business as well as how you can leverage on the intersection between online and offline marketing.

Here are the highlights of my conversation with Bobbie:

LinkedIn strategies to get more leads and grow your business:

  1. Putting a profile picture.

You don’t have a relationship with a logo, but you have a relationship with people. Make sure your photo is recognizable and looks like you. Oftentimes too, your profile picture is your first impression so you want to make sure it reflects the professional that you are.

  1. Customize your message.

Generic messages show that you didn’t even take just 10 seconds to make that extra effort to personalize your message and show them that you care enough to do that.

  1. Be yourself on social media.

Who you are on social media should reflect who you are face to face. And how you represent yourself face to face should be how you want to represent yourself online.

  1. Build your online network the right way.

Have the right network of people. Have a reason to be connected. Know why you’re there. What’s your purpose? From there, you can then know how to build the network and which processes you can do.

Building a social selling process:

  1. Put your content out there.

Are you creating your own content? Are you curating content? Are you putting out content that your network is interested in reading about? You want to resonate with your network but you also want to tie it back to your subject, job, or expertise.

  1. Start up conversations.

Take the content being a thought leader, use it through your LinkedIn publisher, and post it. Get it out on your homepage for your network. Tweet it out a few times and put it on your Facebook company page.

  1. Put out content based on proper timing.

Put out content on the right days of the week, at the right times of the day depending on the social platform to strategically reach at least 60% of your network.

  1. Leverage LinkedIn groups for content and networking.

Groups allow you to reach out past your network. Put the right amount of content. Leverage the groups for live, face-to-face networking events. Search LinkedIn groups for specific details based on companies, job titles, and geographic location, etc. to narrow them down. Then message these groups at no cost.

  1. Advanced and saved purchase

When you save your purchase based on your ideal client profile, LinkedIn will send you a lead generation list every week.

  1. Leverage your first degree connections.

Leverage your network of referral partners. Look at all those connections and narrow it down in under a minute based on exactly who you want to know. Meet with your different referral partners every week and get an average of five introductions. Statistics show that as of last year, this type of warm lead generation has a 60% conversion rate.

Other parts of LinkedIn you can leverage in:

  • Thought leadership
  • Content marketing
  • Face-to-face networking
  • Online and offline social activity
  • Reaching people right in your background and across the world

How you can change the way you cold-call:

  1. Narrow the list down.
  2. Go to recent activities and comment on things you care about.
  3. Engage in conversations and get them to engage back.
  4. Move from connecting online to connecting offline.

More insights from Bobbie:

  • You have to be physically visible and available in order for people to know about you each day. Your LinkedIn profile is the first thing that pops up when somebody searches your name.
  • You have to match the sales process to the buying process if you want to be successful and stop thinking about it as just sales.
  • It’s no longer sales but guiding people through and you want to be there to influence them to that 67% that they’re already through by the time they decide to go with you. It’s all about influencing, not selling or closing.
  • Only focus on people who are interested, much more targeted.

Bobbie’s Major Takeaway:

There’s no magic to it. You have to invest in the relationship especially in a relationship-based business (which is every B2B business out there). Don’t expect things to happen overnight. Take the time. Make mistakes as long as you figure out what’s right. Success is measured by the amount of times you fail.

Episode Resources:

Connect with Bobbie through the following:

www.allaboutleveragellc.com

Bobbie’s LinkedIn profile

Email address: bobbie@allaboutleveragellc.com

Twitter @linkedinbobbie

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

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Dennis Brown, The Sales Evangelist, Sales Podcast, Social Selling

TSE 285: LinkedIn Strategies For Success

Dennis Brown, The Sales Evangelist, Sales Podcast, Social Selling One of the most common mistakes salespeople make on LinkedIn is they use it as their resume. Another big mistake is they use it to somewhat “cold call” people, sending generic connection requests immediately without initially following the right process. That’s why I invited Dennis Brown on the show today to show how you can fully maximize your LinkedIn presence to help you generate leads and sales through following a system that has been proven to work.

Being an entrepreneur for over 20 years, Dennis has a LinkedIn consulting and training business where he teaches his LinkedIn Marketing System to business owners, which is the same system he uses to generate over $20 million in new business in just 6 years.

Here are the highlights of my conversation with Dennis:

Typical hiccups for people when starting to use LinkedIn to sell:

  • Fear of the unknown
  • Fear of making a mistake
  • Intimidation by some high level influencers
  • Lack of direction

Strategies to Social Selling:

  1. Transitioning from a hunter to a farmer mentality

Be patient. Nurture opportunities. Nurture relationships earlier. Opportunities start when you identify a target not after they show need or want for your product. Do not lead with your pitch which is one of the biggest mistakes many salespeople or entrepreneurs make.

  1. Having a system

Start with a process very early on. Dennis’ LinkedIn Marketing System incorporates social selling and LinkedIn marketing techniques and tactics as well as a simple, basic tracking system through a Google doc template tracking piece.

Dennis wrote a book which you could access for free called The 7 Habits of Highly Successful LinkedIn Users. Simply go to LinkedAcademy.com.

Cold-calling versus the farmer approach:

You get 10x the results with the social selling approach versus cold calling. That means, you turn 2-3 phone calls into 20-30 of those phone calls.

  1. Quality over quantity

It’s not about how many sales you have, it’s about how many conversations with your target audience you can have through email or phone. Focus on these types of dialogues. Build relationships with people than just dialing the phone.

Effective LinkedIn Tactics:

  1. Optimize your profile.

It shouldn’t look like a resume. LinkedIn is not a resume. It’s more of a reputation management tool. It’s a branding tool, a positioning tool. And you have to optimize your profile to do that.

  1. Have a very clear target audience.

People spend 90% of their time with people who can’t even be their customers. The great thing about LinkedIn, as well as other social media platforms, is that you can get very granular. There are so many ways you can target people on LinkedIn by:

  • Industry
  • Title
  • Skills
  • Geography
  • Company size

Be very specific. Define exactly who your target audience is.

Targeting CFO’s? That’s too broad. Be specific. It’s better to have a thousands results than a million generic results. Less is more.

  1. Have a basic understanding of how to find them.

Connect with them at some point. Engage with them in some dialogue or have a customer connection request (like what Dennis did when he reached out to me!)

  1. Make a follow up.

Go to their LinkedIn profile and see if they published any content. Read it, review it, like it, share it. Do something. Mention them in an update. Share their content. Use other social media platforms. Make yourself visible to them. If you do this, you’re going to be on their radar.

If they don’t respond to you in a week, then withdraw that request. Wait a day or two and send another connection request with a slightly customized invitation. Keep engaging them through other platforms until they engage. Be persistent especially with your high-value targets.

Connect with Dennis on LinkedIn and Twitter @askdennisbrown.

Episode Resources:

Check out LinkedAcademy.com and get Dennis Brown’s book The 7 Habits of Highly Successful LinkedIn Users for free.

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

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

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

TSE 283: Meet My Friend Edgar

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

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

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

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

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

Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Social Selling, Donald Kelly, The Sales Evangelist Podcast

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

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

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

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

Strategies to Get Started with Social Selling:

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

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

  1. Find the key contacts.

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

  1. Get their attention.

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

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

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

  1. Offer value.

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

  1. Set aside time for social selling.

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

Episode Resources:

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

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

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

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist Podcast, Cynthia Beckles, Sales Podcast, Donald Kelly

TSE 236: Sales From The Street-“Creating Local Events”

The Sales Evangelist Podcast, Cynthia Beckles, Sales Podcast, Donald Kelly

If you’re still putting the idea of creating your own local event on the back burner, then you might really want to reconsider it this time.

With 10 years of experience and currently holding a leadership position with Toastmasters International, Cynthia helps small and large businesses with their marketing, social media, PR, and digital marketing. Her corporate background working as an associate product manager has also allowed her to gain a better understanding on marketing and the challenges different businesses have.

In today’s Sales from the Street episode, PR and marketing consultant Cynthia Beckles emphasizes on the power of putting on local events and how you can create a memorable event on a budget.

Here are the highlights of my conversation with Cynthia:

Benefits of putting on events:

  • Events speak for you. It is your branding opportunity.
  • It is more interesting and it presents more opportunity for PR.

One of the major challenges Cynthia has faced in terms of putting on events is finding an affordable venue.

Strategies to make sure your event is an actual success:

  • Do your research.
  • Trade out with a restaurant or negotiate a good room rate.
  • Pre-plan at least 3 to 4 months to make sure that you get the right venue.
  • Have a clear message of what your event is.
  • Always be forward thinking.
  • Be flexible. Give the schedule to the participants ahead of time.
  • Do a little dry run of the event.

Strategies for creating events on a budget:

  • Look for places that are free but where you can negotiate a good price for the food.
  • Make use of good PR and marketing so you can meet their minimum quota.
  • Remember that they’re also getting PR. You’re not just renting the room, but you’re also doing PR for them. You are their brand ambassador for the period of time.
  • Get people to invest in your event.

More strategies you can apply:

  • Keep an element of surprise for it to become memorable.
  • Always have your next event or concept that you can announce at the event.
  • No event is perfect but do your best to staff people in setting up.
  • Have your PR in place at least a month ahead of time.
  • Don’t just assume it’s a local event. Don’t just think locally but think about an entire area as they may also come to your event.
  • Try to make it affordable for people to come.

One more thing…

Have a good reputation with speakers. Negotiate a nice room and give first class treatment. Let them know they’re special and that you appreciate their time. Relationships are very important. Let them know how much of a difference they’ve made to your organization.

Connect with Cindy Beckles on Facebook or email her at cindyebeckles@yahoo.com

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Donald Kelly, The Sales Evangelist, Hustlers, Following Up

TSE 235: Any Suggestions How I Can Do More Genuine Follow Ups?

Donald Kelly, The Sales Evangelist, Hustlers, Following UpWhat are some great ways in which you can stay in touch and top of mind with your clients and prospects?

  1. Give value.

Send an article, blog post, or something related to that person’s interest or need. Something that benefits them or their business. Consider offering an audio such as a podcast like TSE or many others. Look for specific episodes which your clients would benefit from. Or consider sending a video you think might be helpful. 

  1. Connect with them on multiple platforms.

Don’t simply say “hi!” Reach out to them and comment on the things they share. Being genuine is critical. Then re-share your article and connect with them on Twitter, for instance. Tweet an article and then tag them into the tweet. Again, you’re offering value. Also, mention anything that their company has done which is note-worthy in recent months.

  1. Write a review for their company.

Go to their company’s website and write a positive review for them if you’ve experienced their product or service. Then share the review via social media.

  1. Make use of Twitter list.

Using a Twitter list or an Excel sheet to track those you would like to connect with. Bottom line  – make sure you bring value to your clients. And at the very least, showing your clients that you are genuine is of paramount importance.

Get a free audiobook download and 30-day free trial at www.audibletrial.com/tse with over 180,000 titles to choose from.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

LinkedIn Selling, SalesPeople, Prospecting, Donald Kelly, Kristina Jaramillo

TSE 231: Learn To Use LinkedIn & Sell More!

LinkedIn Selling, SalesPeople, Prospecting, Donald Kelly, Kristina JaramilloSince a lot of people are now setting goals for 2016, I’d like to know if one of them is sharpening your tools in social selling?

Many people may have been in sales for say 10, 15, or 25 years, but social selling is still something that they’re not very comfortable with. And while many salespeople may have their own LinkedIn or other social media accounts, not everyone is really able to fully utilize these tools to help them generate leads, build relationships, and ultimately generate sales. Worse, people think that LinkedIn is just a numbers game. But it’s not.

How can you use LinkedIn to generate more referrals, grow business, and be more effective in social selling?

Today’s guest is LinkedIn marketing expert Kristina Jaramillo and she brings valuable information to the table today as she shares some of her insights to help fast-track your success through social selling, get to the right people, generate more referrals, and determine primary metrics to really look into when measuring success in social media – all necessary to help equip you in reaching your goals for 2016!

Here are the highlights of my conversation with Kristina:

Reasons people and professionals are not generating sales on LinkedIn:

  • Not using or utilizing it correctly
  • Not understanding that social media is used for prospecting, nurturing, and relationship building
  • People go for the sales call right away

Strategies for Maximizing Your LinkedIn Profile:

  1. Use your profile to pitch yourself.

Don’t use your profile as a resume or a cover letter. It has to be a sales or marketing tool that you can use to pitch yourself to prospects.

  1. Give your full business value.

Communicate what kind of value your company can offer in order to make a connection. Say exactly what you offer them, why they should learn more about you, why maybe they should take the next meeting with you and your team.

  1. Understand your buyer to be able to give an upfront value.

Demonstrate that you understand the buyer’s specific business issues, challenges and clearly articulate how you’re going to solve them, how you’re going to help them get over that hurdle, and share insights they haven’t considered before.

Mistake that people and professionals are making on LinkedIn:

  • Using the wrong social metrics

So what primary metrics should you use in measuring success in social media?

  1. Next step actions on the click, like and share

What are people doing after they’ve liked your content or article? Are they signing up for something? Are they learning more about your company or you?

  1. Marketing qualified sales opportunities

Are these people ready to be spoken to? Can they take a call from you and not waste your time?

  1. Measuring revenue generated from social media

¾ of the people have connections but no leads or have some but are not consistent.

What is a sales hunter?

They’re after a quick sale or revenue opportunity. They make a connection with someone and if the person doesn’t bite, they move on to the next. It’s more of a numbers game for them.

Reality is…

B2B buyers on LinkedIn are not there to be sold. They want a relationship that is based on value, trust, and information. What you need to become is a fisherman.

How do you become a fisherman?

  • Create thought provoking discussions and content that is going to challenge and approach an idea in your industry to shake it up a little
  • Use that content as the bait, grab the prospects with that, and wait until they bite.
  • Approach LinkedIn as a relationship nurturing and building platform. How can you enhance the relationship so you can move forward?

What kind of content should you use?

  • Take the challenger’s point of view by bringing the problem to their attention
  • Use white paper in conjunction with other content.

On using LinkedIn groups:

  • Think about how your buyer thinks and those are the kinds of groups you want to be in.
  • Be the person they want to reach out to when they have a problem

How do B2B buyers want to be sold on LinkedIn?

  • LinkedIn is more of an educational platform. People are using it to educate themselves.
  • Educate your buyers first.
  • Build that trust and relationship up then you can invite them for one-on-one calls

More strategies to effectively utilize your LinkedIn account:

  • Know your buyer’s persona. Touch upon their pain points and what makes them tick.
  • Focus on quality connections, not quantity.
  • Focus your time and energy on decision-makers.
  • Focus on upfront value.
  • Align every action you take with revenue goals.
  • Have a thought process of how you’re going to turn the connection into a client.
  • Consider how you differentiate from the rest, on the discussion you’re creating, and how you’re moving from the discussions to your blog, and to learning more about your company
  • Integrate LinkedIn into your everyday sales activities and programs
  • Comment on people’s post and share and better strategize on how to reach out to that connection.
  • Give referrals to gain more referrals.

Connect with Kristina on LinkedIn.

Episode Resources:

Check out Bob Burg’s book, The Go-Giver

Check out Audible and get a 30-day free trial by visiting www.audibletrial.com/tse

The Sales Evangelist, Donald Kelly, Donald C. Kelly

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

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

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

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

Here are the highlights of my conversation with Corinna:

Strategies for making profits from being on social media:

  1. Remain educated and updated.

Social media changes all the time. Subscribe to newsletters.

  1. Keep testing different things.

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

How to find the best social media platform:

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

Strategies for lead generation through social media:

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

Tips for making great free reports:

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

When to call or email leads:

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

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

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

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

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

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

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

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

LinkedIn, Competitions, LinkedHacks, The Sales Evangelist , Donald Kelly

TSE 208: Should I Connect With The Competition on LinkedIn?

LinkedIn, Competitions, LinkedHacks, The Sales Evangelist , Donald Kelly Should I connect with my competitors on LinkedIn? This is something many sellers have an internal battle with. For one, if you do so, are you going to be opening up your customer base with them? Will they start stealing business from you, etc?

Well, I personally believe that there are a lot of business opportunities out there and I have the mentality that if this one does not work, I can find others. I’m also confident in my ability to offer value and superior service compared to my competitors. I focus on offering tremendous value and don’t limit myself to worrying too much if someone will see who my customers are.

If they truly want to find out, they will seek a way to do so. I’ve seen this “fear” mentality hold companies back from truly progressing because they think the competitors are watching them online. Don’t let this hold you back.

Now with that said, LinkedIn does offer some options if you are really concerned. Here are some of the ways you can limit what others see. (Listen to episode for all the information)

Turn on/off the your privacy settings

1 2 3 4 5

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

I hope this help you in some way. As always, I want you to be successful, most importantly, I want you to go out and DO BIG THINGS!

 

 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

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

TSE 207: The Four Pillars To Social Selling Success!

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

90% of buyers ignore cold calling outreach?

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

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

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

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

Here are the highlights of my conversation with Gabe:

What is Social Selling?

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

Social Selling Strategies You Can Apply:

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

Other strategies you can apply:

  • Have management involved in it.

Higher management must understand the value of social selling.

  • Integrate social selling with traditional prospecting.

Test to see your percentages for social selling and traditional prospecting

Content Strategies You Can Apply:

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

How to Create Your Own Content:

www.medium.com

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

Gabe’s Major Takeaway:

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

Current projects Gabe is working on:

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

Connect with Gabe Villamizar on LinkedIn and Twitter @gabevillamizar

Episode Resources:

HireVue

Salesforce.com

Embed Social Selling, Gabe Villamizar, The Sales Evangelist Podcast

The Sales Evangelist, Donald Kelly, Donald C. Kelly

LinkedIn Headline, The Sales Evangelist Podcast, Donald Kelly

TSE Blog 002: How To Write A Great LinkedIn Headline

LinkedIn Headline, The Sales Evangelist Podcast, Donald Kelly Now, when it comes to LinkedIn, there is no silver bullet that is going to make you stand out and gain tons of new leads and tons of new business opportunities with people flocking to you. However, what I’ve come to realize with LinkedIn is that there’s a lot of little things that you can do to be effective and it takes a bunch of these pieces to be put together to make you eventually stand out and to follow proper procedure.

One of the things that’s often overlooked with LinkedIn profiles is very simple. It’s the headline. This is a thing right underneath your name on LinkedIn. Most times, I see crazy, boring, stupid things like marketing developer, sales professional, Vice President, or CEO. Obviously, you do a lot more than just that. Think about that. What’s going to jump out to folks?

In two simple steps, I’ll tell you what you need to do to make sure your LinkedIn header stands out in the crowd.

Step One: Think About Your Audience 

First, think about your ideal customer. So many times when we create a LinkedIn or any type of profile, we get selfish. We start thinking about ourselves. Well, news flash! The LinkedIn profile is not necessarily about you per se, it’s about the individuals that are going to come on looking for you. So whether that’s an employer, your prospect, potential vendors, or potential partners – who’s your LinkedIn profile geared towards? Or what different phase of your life that may be geared towards?

Obviously, this is not something that’s going to be set in stone. You can change over time. So say, for instance, if you’re trying to find a job, the things I write on my LinkedIn header will be tailored towards new employers or what I do, my skill set that’s going to help me stand out. Or if I’m looking for new customers and trying to network on LinkedIn, my LinkedIn profile needs to be geared towards my customers.

They need to be able to see, when they try to search for stuff, me pop up in there. So I need to think like them – what they want, what they are trying to look for, what they are trying to do. Think about things of that nature and you’ll be able become a little bit more successful with that LinkedIn profile.

Step Two: What Do They Need Help With?

Second, think about what they need help with the most. Your ideal customer or this new employer or the one’s you’re just trying to build strategic alliances with. When people go searching, what are they going to be looking for and why are they going to be looking for that particular thing. Now that you understand that, that’s going to be your keyword.

You take those keywords and you embed those into your LinkedIn header. And that’s number three. Be specific and descriptive. You can be specific and descriptive but you have to make sure that you use those keywords people are looking for. So say for instance, if I am an author, I might say, “New York Times bestselling author, storyteller, corporate speaker, and lover of the outdoors.”

In this particular situation, I was able to add specific keywords that people may be searching for. If they’re searching for a speaker, a New York Times bestselling author, storyteller.

And then the other thing that I added in there was a part of my personality which is number four. Don’t be afraid of adding your personality in there. If you’re looking for a job, trying to find vendors or partners, people want to make sure that they know who you are and they want to connect with you. So I give you an example for sales professionals since you are in sales. You may something like “HR Onboarding genius, restaurant operation efficiency expert, people-lover, traveling addict”

Donald Kelly, The Sales Evangelist, LinkedIn

Now, doing something like this makes you stand out a little bit more. You’re different. Remember you only have 120 characters so you have to make sure you balance that out.

And the great thing about this is that you can change them anytime you want. You can try different things. See what works best. And the good thing is that you can tailor it according to your particular time. If you’re looking for a job or trying to find new clients, it’s important that you tailor it towards your client.

So overall, listen again, its not about you. It’s about your clients. What are they looking for? What are the challenges that they face? Use those as keywords in your headline and make sure it stands out. Be a little bit different. You can add some personality in there so that they can see that you’re a human being as well. You don’t have to be rigid every single time. So that is it. Go ahead and try it. Make sure you apply it. But most importantly, I want you to have success. I want you to go out and Do Big Things!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

TSE Blog 001: LinkedIn Recommendations, Why You Need Them and How to Get Them 

Linked Recommendation, The Sales Evangelist, Social Selling, Donald Kelly Why are they so important?

With the rise of social selling, LinkedIn has become a powerhouse for sales professionals to find potential business opportunities, business owners to find new employees, and professionals to grow their networks. Understanding the amazing potential of LinkedIn, over 330 million individuals have joined this business social network. With such an overwhelming sea of profiles, how do you distinguish yourself so opportunities can come to you?

One “powerful way” to do so, my fellow hustlers, is through LinkedIn recommendations. Here are several reasons why:

  1. They showcase your expertise and validate what you claim to be good at
  2. Offer instant reference and credibility
  3. Elevates you for possible promotion opportunities
  4. Helps you stand out to potentially interested parties

However, understanding this, the next obvious question is: “How do you get more recommendations?” Well, lucky for us, LinkedIn has made this very easy. All you have to do is write more recommendations! When you write a recommendation for someone, the recipient will receive a prompting to return the favor by writing you a recommendation. My experience has proven that most will write you a thoughtful recommendation, especially if yours was thoughtful.

So how should you write a recommendation? Here are the four main components of a powerful recommendation.

  1. Attention Grabbing:

Just like with email or a blog post, it’s important to grab the attention of your readers right away! You want them to read your recommendation and not just pass over it. Well, have an amazing, attention grabbing, one-liner at the start of your recommendation.

Say something like, “Talented is an understatement when talking about Jim’s work.” or “One of the best designers I know.”

  1. Identify who you are and establish your credibility:

Think like the reader. They are reading a recommendation that evaluates them. Since they may not know who is writing the recommendation, it’s important for them to know you are a credible source right from the beginning. They need to know the qualifications you possess in order to write this recommendation.

Mention if you were a colleague, mentor, previous boss, life long friend or vendor. The reader will develop a mindset of understanding who you are as they go through your recommendation.

“I had the honor of working for John while he was managing the North American division of Global IT”

“For 7 years, David’s company served as our IT vendor, while being an account executive for Mountain Ridge manufacturing.”

  1. State a specific reason why you are recommending the person. Support your recommendation with a reason that tells a story:

There is nothing more disappointing than to read a recommendation, which is it expected to offer key information or insights, but leaves you empty because it’s bland and doesn’t have the suitable points of a recommendation. To avoid this, with recommendations you write for your friends and colleagues, make sure to incorporate the following:

  • Offer a brief story that gives meaning to your recommendation; people love stories!
  • Be specific and use metrics or statistics if applicable
  • Offer a glimpse of the personality of the individual you are recommending
  • Keep your recommendation short and concise (under 200 words)

The final part of your recommendation is to encourage the reader to take action on what you are recommending. However, remember, this is not a sales pitch. It is a simple, one-sentence encouragement. Here are a few examples:

“I thoroughly recommend, that if you think Barbara will be able to help you or your business; that you pick-up the phone sooner rather than later. You will not be disappointed!”

“I would recommend her to anyone looking to create a professional website.”

“If you are looking for a quality sales professional for your organization, I encourage you take a look at Richard.”

Now that you have a better understanding of why LinkedIn recommendations are so important and how you can do them, start writing recommendations to increase your social selling. The more you do, the better off you’ll be able to gain new opportunities and start doing BIG THINGS.

 

The Sales Evangelizers, Donald Kelly, Facebook Group

 

 

Sales Success; The Sales Evangelist; Donald Kelly

TSE 133: The One Thing You Must Do To Succeed In Sales!

Sales Success;  The Sales Evangelist;  Donald Kelly During this episode, I go over the one thing that every seller must do to find success in sales. It’s being able to quantify your performance with data and key indicators; AKA, setting goals and tracking your performance. If you are not doing anything related to this, you are playing a guessing game and not taking your sales career serious. The common questions I get are: “How do I know what to track?” and “What do I need to do to get started?” As you listen to this episode, you will hear what I have done and then you can tailor yourself accordingly.

1.Set an over-arching, measurable goal for your sales success

2.Break that goal down to quarterly, monthly, weekly, and daily figures

3.Develop “key indicators” or activities that are going to help you accomplish your weekly, monthly, quarterly, and ultimately your annual goals

  • Here are some examples:
    • Conversations with Prospects
    • Less Messages
    • Emails Sent
    • Referrals Received 
    • Referrals Given 
    • LinkedIn Connections 
    • Networking Events 
    • Appointments Set
    • Demonstrations
    • Budgetary Meetings
    • Deals Closed 

Once you have these set key indicators, you can start to track your performance for improvements. You can then focus on areas you need to tweak and so forth.

Below is an example of what I used as an inside sales representative. If you desire an electronic copy of your own, send me an email at Donald@thesalesevangelist.com

 Podcast Paradise Cruise

The Sales Evangelizers

The Sales Evangelist; Donald Kelly; Donald C Kelly; LinKedIn

TSE 127: The Need for LinkedIn Recommendations & How To Get Them!

Donald on Bench With the rise of social selling, LinkedIn has become a powerhouse online for sales professionals to find potential business opportunities, and grow their network. However, with such an overwhelming sea of profiles, how do you distinguished yourself so that opportunities can come to you as well? During in this episode I share why LinkedIn recommendations are so important and how to get them.

Here are few reasons why you need to have them:

  1. They showcase your expertise and validate what you claim you are good at
  2. Offer instance reference and credibility
  3. Elevates you for possible promotion opportunities
  4. Helps you stand out to potentially interested parties
  5. Here are the four main things you should do to write powerful recommendation.
  6. 1. Attention grabbing:

Just like with emails or blog post, it’s important to grab the attention of you readers right away! You want them to read your recommendation and not just pass over it right? Well, have an amazing attention grabbing one-liner at the start of your recommendation.

Say something like….“Talented is an understatement when talking about Jim’s work.”

or “One of the best designers I ever worked with”

2. Identify who you are and establish your credibility:

Think like the reader, they are reading your recommendations to evaluate the person you are recommending. Since they may not know the individual you are writing the recommendation for, it’s important for them to know you are a credible source right off the top. What qualifies you to write this recommendation? Here are a couple examples:

“I had the honor of working for John while he was managing the North American division of Global IT”

“For 7 years, David served as our account executive, while his company was contracted as our IT vendor”

3. State a specific reasons why you are recommending the person. Support that recommendation with a reason (stats) that tells a story (people love stories)

There is nothing more disappointing than to read a recommendation, which is it expected to offer key information or insights, but leaves you empty because it’s bland without the suitable points of recommendations. To avoid this with the recommendations you write for your friends and colleagues, make sure to incorporate the following:

  • Offer a brief story that gives meaning to your recommendation
  • Be specific and use metrics or statistics if applicable
  • Offer a glimpse of the personality for the individual you are recommending
  • Keep your recommendation short and concise (under 200 words)

Here is example you can refer to

“David is a genius when it comes to photography! I hired David two years ago to take some pictures for our companies new website, but I had no clue what exactly to do to pull off a professional modern feel. He understood our dilemma, sat with us, listened to what we wanted, shared some ideas and came back with more some awesome concepts. We went with some photo concepts he recommended based on our desires and saw amazing success! Our home page is now more eye-catching, our conversion rate has increased 30% and we receive compliments daily from clients and visitors. David’s creativity and his keen ability to exceed his clients expectation separates him as a photography genius in my book. If you are looking to for a high quality creative, professional photographer for your business, I would highly recommend you use David, hands down the best.”

4. Encourage them to take actions on what you recommended them this person for.

The final part of your recommendation is to encourage the reader to take action on what you are recommending. However, remember this is not a sales pitch just an simple one sentence encouragement would do. Here are a few examples:

“I thoroughly recommend that if you think Barbara might be able to help you or your business, that you pick-up the phone sooner rather than later-you will not be disappointed.”

“I would recommend her to anyone looking to have a professional website created.”

“If you are looking for a quality sales professional for your organization, I encourage you take a look at Richard.”

Now that you have a better understanding of why LinkedIn recommendations are so important and how you can do them, start writing recommendations and increase your social selling factor. The more you do, the better off you’ll be able to gain new opportunities and start doing BIG THINGS.

 

Sales Competition, Cast Study, Thankful, The Sales Evangelist

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

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

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

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

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

 

Prospecting, The sales evangelist, Top of mind

TSE 075: How To Stay Top Of Mind With Prospects Without Being Annoying!

Prospecting, The sales evangelist, Top of mindOkay, so tell me if this has ever happened to you before. You are working with a prospect and for some reason they have to put the project on hold for six months. Whether there is some litigation reasoning, lack of sufficient budget or whatever (insert your own reason here). Whatever the reason is they say to contact them later on. However, when you do call they can’t remember who you are or what the project was or just put it on the back burner.

Well, say bye bye to those days. In this episode I share specific things you can do to always stay  top of mind with all of your prospects; even with those projects on hold for an extended period of time without being annoying.

Here are some of the major takeaways from the show:

  1. Get Google Alerts and set it up for each prospect, their company and their industry.
  2. Follow their company on LinkedIn and Twitter to keep on top of pertinent information.
  3. Based on intel you gain from LinkedIn for special occasions such as work anniversary, birthdays etc., send them a personalized hand written card in the mail. This single activity alone will make sure that you are not forgotten.
  4. Follow other employees in the company via social media as well.
  5. Take advantage of their social media pages, company calendars, press releases etc. Go to their website to take advantage of the information that most don’t pay attention to.
  6. Make a calendar reminder to yourself to send them relevant information to them monthly. Do this in a way that it is not spammy, but as a true friend.
  7. Use social media avenues and emails to communicate interesting things you find about the prospect or the organization.

With any of these top of mind activities, make sure you do not pitch your product or service. As mentioned above, these activities are purely to allow your prospect to see you as a human being and to build a relationship. You want them to see you as a trusted resource or a friend. When these practices are successfully implemented, it doesn’t matter how long it has been sine you have spoken with a prospect, they will remember you because you stay on top of their minds in unique ways.

Do BIG Things:

Set up a couple Google Alerts for your company, your name and one of your top prospects.

Start here: Set up Google Alerts for FREE!

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

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

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

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

Screen Shot 2014-09-17 at 6.47.12 AM

Check out Pulse on LinkedIn

LinkedIN Pulse

Stay in touch with Amar:

Amar’s LinkedIn 

Amar’s Twitter

Screen Shot 2014-09-17 at 6.53.30 AM

Book Recommended by Amar: 


MUSIC PROVIDED BY FREESFX

TSE 058: How To Use LinkedIn To Sell with Josh Turner

Josh TurnerWell, we have all heard that we should use LinkedIn to sell more; but the problem is many people really don’t know how to exactly do this. In this interview I had the great privilege of speaking with Josh Turner and learned from him some of the most powerful ways we can used LinkedIn to sell.

1. How can sellers use LinkedIn to sell?

One of the easiest things most sellers can do is utilize the “Advanced People Search” feature in LinkedIn. Here, sellers can easily pinpoint searches for individuals who fit their ideal customer description. For example, you can search for CEO of companies with 100 or more employees, who are in the same groups as you and who are one degree of connection away from you. This is a powerful feature to take advantage of.

LinkIn Advanced Search

2. How to maximize your LinkedIn profile? 

Most sellers on LinkedIn have a headline that screams “I want to sell you something”. Josh suggests that you soften that by talking about how you help your clients as oppose to “sales person”. Generally people are turned off when they feel that you are just going to try and sell them.

Look at Josh’s LinkedIn headline and see how he describes what he does. It is a great example.

Josh Turner LinkedIn Headline

3. How do you grow your LinkedIn connection? 

  • Use the Advanced Search feature.
  • Connect with folks you meet at trade shows, local events meetings etc.
  • Tie your emailing system to LinkedIn.

4. How to take a cold call into a warm call? 

One of the strongest things that you can do is nurture a relationship with messages. Then strategically position yourself properly. When you feel that you have done so, asked for a meeting through LinkedIn or just pick up the phone and reach out to the prospect. This process no longer makes it a cold call, but a conversation between friends or aquiantances. Josh teaches this processes effective to clients at LinkedSelling.com.

 Linked Selling_mini

5. How to be perceived as an “Industry Expert” on LinkedIn?

Post relevant information and be consistent at it. Also, repurpose those content in the groups where your prospects are. Don’t spend all your time posting that content in groups where your competitors are and other sales people are hanging out. Go where your prospects spend their time.

6. Do you actually sell on LinkedIn?

You don’t want to use LinkedIn to do a hard sell. You want to build the relationship and then to connect offline to do your business transaction.

7. How to leverage LinkedIn Groups as a seller?

One of the best things a seller can do in relation to LinkedIn groups is to form your own group. Don’t say I will wait for marketing or my company to do it. You must take charge! Also, look at ways to engage with prospects in conversation by commenting and speaking to things that you know. Reply to others and open the communication dialog.

8. Are there automated services that you can use to automate your post?

Yes, you can use tools like Hootsuit and Octopost. Also, seek to create your content.

Stay Connected with Josh:

Josh Turner on LinkedIn

Josh on Twitter

   LinkedUniversity 

Linked University

                        Webinarli

Webinarli

 

 MUSIC PROVIDED BY FREESFX

TSE 038: How To Prepare For A Sales Job Interview

Donald KellyDuring this episode I answer a question frequently proposed to me by our listeners.They’re looking for sales job or preparing for an interview. Many folks ask how can I best prepare for an interview.

Here are some of the things that I recommend:

  • Before the interview, find an insider in the company who can get you in contact with the right people and recommend you to those making the decision.
  • Research as much as possible about the company prior to the  interview.
  • Take advantage of tools such as Google Alerts that can gather information about the organization for you.
  • Prepare your resume based on what you learn from your insider and the objective of the position you’re applying for.
  • Prepare your resume in a way that it tells a story with each bullet point. Make sure to utilize numbers and percentages to assist with the story telling.
  • Utilize the Refresh app and LinkedIn to learn about those doing the interview.
  • Dress for success and maintain strong confidence in your ability to fulfill the objectives of the role (not arrogance, confidence).
  • Be as human as possible and connect with those you are meeting with. (Utilize the Refresh app)
  • Ask intuitive questions about the organization based on your research.
  • Learn their hiring process.
  • Find out what are the next steps.
  • Ask for the job!

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MUSIC PROVIDED BY FREESFX

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