Networking - The Sales Evangelist

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TSE 1303: How to Network Your Way into Value 

Network your ValueBuilding your network is an important step in being a success in sales. With a good network, you’re able to network your value. Curt Tueffert is the Vice President of sales development for a large industrial distributor in Houston, Texas.  The company was founded in 1908  is now a multinational publicly-traded company with over 200 outside sales. Curt’s job is to manage a small group responsible for developing sales training, sales leadership, and vision casting for the rest of the team. 

Curt is also a sales instructor at the University of Houston, an author of two books, and travels across the United States trying to coach people in getting better at sales. He teaches that sales is a work in progress and no two sales are the same. Each sale needs to be approached with curiosity to discover what is needed to build relationships. 

Defining networking and value

Curt points out that networking isn’t about the people you know, it’s about the people who know you. You can know 10 people but it’s more important to have 100 people who know you and see you as a source and resource of value. Customers and prospects are the ones who define your value in sales. You expand your network by constant communication and the cadence in which you release information they feel is valuable. This is especially true at this time where we have new rules of engagement in 2020. Now that you have time, this is a great opportunity to enhance and increase your network. 

Network your way into value 

Curt shares three ways you can network your way into value:

  • Create an organizational chart by knowing who is connected to who in the organization.
  • Who knows you?
  • Increase your influence quotient. 

These elements affect your ability to influence other people using the research you’ve uncovered, and how you barter your information in exchange for information they can provide in turn.  This is what networking is all about. 

The organization chart

Let’s look at a company that has multiple branches of influence. When you build your organizational chart, you may start with one person but you need to know who is above them and below them, who their peers are, and the chain of command.  Ideally, you want to know who is two levels up, two levels across, and two levels deep. Why so much effort?  Let’s use “Greg” as an example. Greg is the person you talk to in the organization and he’s in purchasing, maintenance, or the engineer. In the entire organization, you only know Greg, not his peers, the people they report to, or who their leaders are. In the event of lay-off or acquisition where Greg gets replaced, without an organizational chart, that account is lost to you. You need to know who else you can talk to.

Salespeople tend to move through the path of least resistance, going to the nicest people or those who accept the gifts. There’s got to be a deeper knowledge of the accounts you’re working with.  If you don’t know all the other players, you’ll be cut out of the loop if the organizational chart changes. However, if you have taken the time to know Greg, you know that Greg’s boss is Lisa, and Lisa’s boss is David. The fact that David knows you will allow you to present your value proposition up your organization chart, across your organization chart, and down your organizational chart. When your number one contact gets promoted up or out of the company, continue to update that network. 

It is detrimental for a salesperson to not have an organization chart for his top 10 accounts since these accounts typically represent 90% of your W2. If you lose one of your accounts, you may decrease your W2  by 42%, all because you didn’t take the time to do the heavy lifting on the front end. 

Building the connection

Building the connection then and now is different. Your job as a salesperson is to become a detective through social media and to build those relationships in person. If you want to network for value, you’ve got to really know the interests of the people in your organizational chart. When you offer value, you don’t have to track people down. People will come looking for you. 

It’s not about the people you know but the people who know you

You can add value by connecting the people who know you to one another. This is beckoning to your network.  What makes people run is illustrated in the book called Appreciation Marketing: How to Achieve Greatness Through Gratitude written by Tommy Hyatt and Curtis Lewsey talks about networking. The book uses the illustration of seven creatures, one of which is the vulture who just perches waiting to suck the life out of people at a social networking event. Another is the narcissist who is only waiting to tell people what they do. Both of these sellers make it all about them.

Spend time on social media platforms such as LinkedIn learning about the people in your circles. Be curious about them and collect information that can show you how to add value through their interests. Once you’ve built that relationship then you’ve earned an opportunity to send them an unsolicited email or handwritten cards.

When you start adding value to the people who know you, it offers more direct access to the people higher in your organization chart. As a salesperson, it’s your job to add customized value to each person in that chart. 

Influence quotient

The influence quotient speaks to your ability to influence the people you talk to about the products and services you sell. Regardless of the education you have or the length of experience, when you have a giant network of people who know you, call, email and contact you for advice or consultation, you know you have a high influence quotient. 

 If you are a sales leader, you can develop that skill by asking open-ended questions in order to learn about the customers. As you become more educated about their buying philosophies, ideologies, and techniques, the more you can assert your influence by the time you’re ready to share information about your products and services.

For the new salesperson

If you’re a new graduate or new in sales, know it takes time to build your influence, but time doesn’t have to hold you back. You can still ask a lot of questions and give yourself a great head start. 

Treat your job as a profession. Sales is hard but just know this is still a people business. It changes all the time so consistently look for ways to perfect your craft by being curious:  About your business, your customer, and how you can solve problems for others. 

How to Network Your Way into Value” episode resources 

Find Curt Tueffert in LinkedIn or connect with him via his email, tueffert@aol.com

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Watch on YouTube:

LinkedIn, Networking

TSE 1291: How To Leverage LinkedIn For Better Networking

LinkedIn, NetworkingLinkedIn is an important social platform for people looking to broaden their network. In this episode, Bobbie Foedisch will be talking about how to leverage LinkedIn for better networking. 

Bobbie Foedisch is the founding partner and Chief Social Selling Officer at All About Leverage. The company develops social selling, lead generation, and networking processes. Bobbie has been in the business development space for most of her career. She’s seen the power of leveraging social media and now, along with her team, they have cultivated a lead-generation process that they offer to their clients as a voluntary benefit business.

LinkedIn now has over 413 million users and they are growing daily. This makes LinkedIn a perfect platform for you and your business. You can use it to leverage your online and offline marketing presence. 

Use LinkedIn Strategies available

One of the best ways to start your LinkedIn experience is by using a picture of yourself as your profile photo. It’s tempting to use a company logo but people don’t develop a relationship with a logo the way they want to connect with people. When selecting a picture make sure the photo looks like you and you look professional. This is your first impression so make the most of this opportunity by having a great head shot. 

Customize your message and be yourself

The message is an important part of your LinkedIn profile as it shows effort on your part.  Don’t make it a generic.  Show your personality and let people know you care. Be yourself so people get a true sense of who you’d be face to face.  

Build your network right away 

The purpose of LinkedIn is to grow networking opportunities so be confident in building right away. Have a purpose to connect and know the worth of your business. Look for the people you can partner with or who will benefit from your service or product.  They are waiting to be found.  

The social selling process

It’s important to have your own social selling process. Here’s a process that Bobbie suggests: 

Put your content out there

You need content that will resonate with your network but be sure to tie it back to your subject, job, or area of expertise. Before you begin, assess how you are going to create your content. Will you create your own or curate your content? Either way, your content should be interesting or relevant to your audience. 

Start the conversation

As a thought leader, begin conversations that are compelling and will allow conversations to occur.  Post these “ice breakers” on LinkedIn network groups, Twitter, and add them to your company page on Facebook.

Time your posts well

Do your research about what days and times to post on the social platform you’re trying to engage with so you have maximum exposure. This will help ensure you are reaching at least 60% of your network. 

More of the process

Join groups for content and networking

LinkedIn groups allow you to reach beyond your network. Having the right content can help you leverage the groups for face-to-face networking events. You can search LinkedIn groups for the niche that reflects your target audience. Search for specific details such as company name, job titles, geographic locations, and other details that will help you narrow down the search. You can then offer your message to the group.

 


Advanced save and purchase

Make use of LinkedIn’s lead generation. Do this by saving your purchase based on your ideal client profile. LinkedIn will automatically send you a lead generation list every week. 

Leverage your first degree connection

Learn to leverage your network. Look at your connections and narrow them down to exactly who you want to reach. Meet with your different referral partners weekly and aim for an average of five introductions. Statistics show that this type of warm lead generation has a 60% conversion rate. 

The following features on LinkedIn will help you broaden your reach:

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

Effective cold-calling 

Even with everyone using social media as a way to connect, there is still a lot of value in cold calling. Bobbie suggests the following to be more effective:

  • Narrow down the list
  • Monitor recent activity and comment on the things you care about
  • Engage with people and create opportunities for conversations. 
  • Move from connecting online to connecting offline

LinkedIn is more effective the more you use it. Be visible on the platform and allow people to get to know you each day. Your LinkedIn profile is the first thing that pops up when somebody searches your name so make a great first impression. Match the sales process to the buying process if you want to be successful. Focus on people who are interested.

Sales is no longer just about selling but guiding people through their needs and being there with a solution. 

How To Leveraging LinkedIn For Better Networking” episode resources 

As a salesperson, focus on the relationships and don’t expect things to happen overnight. Take your time and learn from your mistakes. 

Connect with Bobbie Foedisch via LinkedIn or Twitter using the handle: @linkedinbobbie. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble for free now at www.crmble.com/tse. This course is also brought to you in part by  by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Donald Kelly, Eventbrite, Networking, Sales Outreach

TSE 1117: How To Effectively Use Networking Events In Your Sales Outreach Efforts!

Donald Kelly, Eventbrite, Networking, Sales Outreach

We’ve all encountered the guy who attends events just to see what he can get for himself, but there are ways to effectively use networking events in your sales outreach efforts.

You know the type: his conversations are one-sided because he’s only focused on his next big opportunity, and he has no time to learn about your business. His pitch kicks in when he finds out you’re a business owner.

But he could have fixed his approach. And you can make sure you’re not like him in your outreach.

New clients

No matter what type of sales you’re in, you need to get clients in the hopper. The way you get new leads varies based upon your industry. Some demand door-to-door while others require phone calls. Today, we at The Sales Evangelist use social media and other efforts as well as networking events.

Typically, at networking events, I encounter potential clients or people who can connect me with other people who are potential clients. Outreach done well can be very rewarding. But as we mentioned in the teaser, you can’t become the obnoxious guy that others avoid.

He may not even realize he’s coming across that way. He has likely had just enough random success to believe that he’s effective. But he could perform a lot better and gain more leads and opportunities if he changed his approach.

Plan

Before you attend a networking event, do your best to find out who will be there. Will the people there tie in with your demographic? Will they represent your ideal customer?

It may be impossible to find out who will be there, but it’s worth the effort to try. If you know the organizers, ask them about the top companies that will be represented there. If they give you names, research them before the actual event. Use tools like LinkedIn to gather data about those companies.

Plan who you want to connect with at the event. Develop a short list. The spray-and-pray mentality that involves giving out 10,000 business cards doesn’t look good. Instead, be intentional about the cards you give out.

Broaden your reach

Identify people you’d like to do business with as well as those who can become potential partners for you. Then, consider those who may not purchase directly from you but who can introduce you to other complementary partners.

You could even consider connecting with those you consider competition. I’ve had a good working relationship with companies I compete with, and we were able to help each other out. Whether we’re pursuing the same customers or different ones, it doesn’t make sense to burn bridges unnecessarily.

It’s also good to identify people that you could potentially help.

Be genuinely interested

People don’t necessarily care about you but everyone cares about their own problems. We’re all trying to solve problems, so the obnoxious seller might do well to understand our challenges. Perhaps he should have been curious about our business and asked additional questions.

Then ask follow-up questions. We did a great episode with Bob Burg who gave us great insights on this issue.

It’s worth mentioning, too, that we’re having a local sales meetup where Bob will be the guest speaker. We’ll be talking about his book, The Go-Giver.

Bob recommends having a list of questions you can ask.

  • Why did you get involved in this business?
  • What’s the biggest challenge you are seeing?

This leads to deeper discussions that will help you identify issues.

Simple message

Be prepared for their questions. Don’t begin by telling them what you have to offer, but be prepared for them to ask. Give a simple clean message that’s no more than 30 seconds. Let him know what you do.

Consider something like this:

“We help small businesses who are interested in growth, build out a sales process that’s actually going to help them increase revenue. We do this through consulting as well as through sales training.”

This will lead to further discussion and it will open opportunities for you to talk more. It may even provide more time for you to pitch in front of the group.

Jason Lynette, who appeared in episode 1081, gave a masterful message about situations where you have more time to share your message.

Draw in the room

Jason told the story of a murder. A woman came into his office with a horrible fear of bugs. She was a high-powered attorney who backed out of the case of a lifetime because she saw a cockroach in the courtroom. Within 10 days after their first meeting, she killed a housefly with her bare hands.

Draw in the room. While everyone else shares what they have to offer, you demonstrate that you’re a human. Entertain them. Share a story. Prove that you’re someone they could work with.

Connection

Then you can ask whether or not they know others who might benefit from what you offer. Consider, too, whether you might be able to help them by identifying people who can benefit from their product or services.

After the event, connect with all of those same people on LinkedIn. Remind them that you connected and nurture that relationship. Then you can utilize those connections to build your business.

I shared this with you because I want to help. I don’t want you to be that guy at a networking event. I want you to find more ideal customers. I want you to build stronger value. I want you to close more deals, but most importantly, I want to challenge you each and every single day to go out and do big things.

“Effectively Use Networking Events In Your Sales Outreach Efforts” episode resources

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.

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.

Audio provided by Free SFX and Bensound.

 

FSMSDC, Small Business, Sales Growth

TSE 1100: Hyper-Growing Small Businesses

 

FSMSDC, Small Business, Sales GrowthGrowing a small business requires you to think like an entrepreneur, and we can avoid reinventing the wheel if we engage with experienced entrepreneurs to learn more about hyper-growing small businesses.

The Florida State Minority Supply Development Council connects us with successful entrepreneurs from a variety of industries, and many of them are using the council to grow their businesses. Every business, regardless of size, struggles with some kind of difficulty.

Today, we’ll hear from Ebony Smith and Abdullah Tharoo about how they’ve overcome the big challenges of entrepreneurship.

Accidental entrepreneur

Ebony started her career in oil and gas until she found herself facing an ultimatum from her management team. She was being moved to an office that she didn’t want to occupy.

She took it as a sign to take time for herself. And because of a non-compete clause built into her contract, she took a year off from work and went to coaching school to improve herself and become a better leader.

She quickly realized that the idea of coaching had some legs when a friend of hers called her in need of a coach. Although she only had a weekend of training under her belt, the friend recognized that Ebony had more coaching experience than she did.

She helped her friend return to the workforce after maternity leave and then moved forward from there.

The transition was difficult but she made the decision to invest in herself. She had great savings and knew how to be frugal. She also sold her house in a hot market, which gave her a cushion and time to learn her new profession.

Next level

She found herself at a business development conference trying to figure out how to get to the next level. Ebony knew that she wouldn’t make the same money she had made in her trading career until she became a great coach.

She focused on becoming a good practitioner rather than scaling the business. She said she needed to know what she didn’t know.

She wanted to become the coach that she needed when she was in corporate America.

She and other women at the conference decided to create a mastermind, and through that relationship, she discovered the value of certifications for coaches. Ebony also discovered that there were corporations out there that wanted to spend more than a billion dollars annually with small business.

Since then, she acquired all the necessary certifications for coaching and she said that people recognize her at events now.

The key is to tell people what you do. And then tell them again and again. Eventually, they’ll hire you for a small contract and then they’ll get bigger.

Community

Ebony points to her mastermind as one of the drivers of her growth and success. She also said that her four years with the NMSDC have helped her learn things she didn’t know she didn’t know.

Change of trade

Abdullah Tharoo operates in the credit card payment processing technology industry and he helps companies protect against the credit card breaches that often occur.

People often assume that companies like his gained their success overnight. He said he doesn’t have a scientific answer to explain his growth, but rather he keeps things simple.

About four years ago, he discovered a need to move into a different trade that would allow him to spend more time with his kids and his wife. He stepped back from the family business operating high-end jewelry stores.

He had previously thought that he wanted to really find a way to make a difference in people’s lives and save them money and help them grow. Abdullah recognized that technology was where everything was headed.

Great support

He knew he wanted to be involved in technology, so he did research and he engaged mentors. His family’s support played a huge role in his move forward, as did the mentors.

You need intelligent people outside your situation who can guide you to where you want to go.

He said that although he has been attending the NMSDC since he launched his business, there are some deals he hasn’t been able to close. Despite that, many of those companies have referred him to other people.

Your network decides your net worth. You must have a strong network because the people you walk with are the ones you’re going to become.

NMSDC

Abdullah said he continually returns to the NMSDC to do community service because he meets people there. He meets people who may not be able to directly give him business but who can guide him to the companies that need his service.

Warm introductions are so much better than cold calls. He said he doesn’t make cold calls anymore because he doesn’t have to.

He consciously makes the decision to give something back to the community that gives so much to him. He said people go out of their way to help each other.

A lot of people don’t want to join the NMSDC because they think they can’t reach these big corporations like Disney, NBA, NFL. But if you don’t aim high, you’ll never get where you’re trying to be. The NMSDC is the perfect instrument to get in front of these companies.

Network

He invests most of his time building relationships. Every day, he sets out to meet 10 new people before he goes to bed. On days when he’s behind in his meetings, he’ll sit on the sidewalk and shake hands with people because he hasn’t yet met the 10.

Then, he decides who he wants to keep in touch with.

Make friends who can help you grow emotionally, spiritually, and financially.

“Hyper-Growing Small Businesses” episode resources

You can connect with Ebony at her website, www.ebenumequationcoaching.com, or on LinkedIn @EbonySmithCoach.

You can connect with Abdullah at tharooa@paykoncept.com.

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.

Tools for sellers

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

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

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

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.

EMSDC, Sharon Manker, Donald Kelly, Networking

TSE 1054: Sales From The Street – “Building Diversity Into Your Network”

As you’re working to expand your reach and grow your network, recognize the importance of building diversity into your network so you’ll be better positioned to succeed in your industry.

I met Sharon Manker at the Eastern Minority Supplier Development Council ROAR Conference, which connects minority-owned and women-owned businesses with Fortune 100 companies. Sharon has worked in supply chain for two decades, in both the for-profit and the nonprofit sectors, in utility and now in healthcare. In her words, she negotiates for a living.

She also works to engage diverse suppliers in a woman-owned, veteran-owned, minority-owned system.

Small business challenges

Many small business owners lack the vehicle to connect with the right decision makers. They don’t know how to meet the people who actually influence the contracts.

When they discover their limitation, they often observe that they just didn’t realize how it impacted their work.

As a supply chain person, Sharon works to connect qualified suppliers to the businesses who need them. She also works to connect those same businesses with her business stakeholders.

To that end, she attends events and even hosts events that allow people to connect and build relationships. The trick is to recognize that as you’re working to connect with the decision makers, there are people along the way who can help you do exactly that.

Diversifying suppliers

When you aren’t able to attend these events, Sharon points to other opportunities to connect with people: chambers of commerce and councils, just to name two.

You’ll be positioned to find corporate partners there. You’ll encounter people who are actively engaged and ready to increase their supplier diversity.

Even if you attend these events and find out about developments that are 24 months away, future gains will happen. Put in the work now and build relationships now.

Benefits of partnership

Many corporations prioritize working with small businesses because they have committed to certain diversity goals, such as spending a certain amount of their operating expenses with diverse suppliers. In some states, in fact, this diversity is mandated.

This demands a pool of Minority Business Enterprises, Veteran Business Enterprises, and LGBTQ enterprises that can help meet the needs of those businesses.

It can’t be a last-minute effort, either. You don’t want to wait until you’re in an emergency situation to begin vetting partners. Those organizations must proactively work to find the best option in every category to provide the product or service they need.

Some corporations connect with small businesses simply because they value giving back to entrepreneurs and small businesses.

If you’re an entrepreneur or a seller listening to this, find groups like this to connect with, because if you can land a large contract, you can eat pretty well for a while.

If you balance your regular prospecting with your networking events while you work to connect with large corporations, you’ll more easily keep a steady flow of connections. #CorporatePartners

Strategic plan

Create a strategic plan for your business. In your case, your plan for success is that failure is not an option. Instead, when you fail, you learn a lesson, and you repeat that until you get to a successful outcome.

You can’t give up. You must stay positive.

There won’t always be immediate opportunities, but building a network of resources or opportunities provides some security. Then, if you don’t have a resource or an opportunity for those organizations, you could always help connect them with another partner that you’ve met and added to your network.

We’ve talked recently about the need to focus on a champion rather than only focusing on the decision maker. Your network will help you accomplish that.

You may bypass a champion on your way to connecting with a CEO, but the champion can be a much quicker connection. You can build a relationship with him more quickly, and then he can help you get to the CEO.

Intentional communications

When you’re building relationships, be mindful of your communications. Some people are very aggressive in their approach, but they often overlook all the other restraints that these decision makers are facing. They want to do a deal now, but they aren’t mindful of the other projects these professionals are working on.

There are hierarchies of communication in every organization. There are also barriers to entry. Your champions can’t advocate for you if you’re perceived as aggressive or pushy.

The vetting process may take weeks, and you must be willing to exercise patience. You don’t know about all the things that the organization is working on.

Be strategic. Recognize the structure in each organization.

People will notice the way you communicate.

Be prepared

When your network does call on you for your product or service, make sure you are ready and able to give your brief, to-the-point presentation.

Make sure you’re being active so you’ll stay positioned to meet other professionals. Make sure you’re open and willing and teachable.

Even if you aren’t a minority, realize that if 51 percent of the company ownership is minority, that classifies as a minority-owned business.

“Building Diversity Into Your Network” episode resources

You can connect with Sharon on LinkedIn where she shares tremendous amounts of information about supply chain.

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.

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.

Dave Lorenzo, Networking, Sales Reps, Donald Kelly

TSE 924: Sales From The Street: “The 60 Second Sale”

 

 

The Sales Evangelist, Sales From The Street, Dave LorenzoWhat if you could make more money and get home on time for dinner every night? Sounds impossible, right? The 60-Second Sale might be the answer for sales professionals who want to achieve success without sacrificing their lifestyles.

Today on Sales From the Street, we’ll talk to Dave Lorenzo, author of The 60-Second Sale, about how to develop deeper relationships with prospects and align your business goals with your lifestyle.

Dave calls the book the ultimate system for building lifelong client relationships in the blink of an eye.

Business relationships

Dave compares his concept to love at first sight: a lightning-bolt moment of magic when two people are deeply connected. Likewise, his book is about making those moments and creating the conditions that allow you to close a huge deal in 60 seconds.

The secret is having the right relationship with the right person.

Regardless of your industry, and whether you’re B2B or B2C, the process works for everyone.

A lot of salespeople are struggling to figure out how they’re going to make enough money to take care of their families.

Dave’s answer to that is that every salesperson already knows enough people to make the money they need for the month. They know enough people to make their sales quota.

Connect with people

It may be true that those people have forgotten what it is you do, or they’ve forgotten about the value you can add, so you have to refresh their memory.

Start by making a long list of everyone you know and reaching out to them. Your goal is to make sure they know what you do and how you can help them.

Once you’ve done that, those people will be out looking for people they can introduce you to.

In the past, when I’ve given this advice to struggling salespeople, they usually get themselves back on track within a few days if they follow my advice. They usually have some solid leads and some even close some deals, and though those deals aren’t huge, they are usually enough to spark some confidence.

Once you get the first one, it gives you some momentum, and relationship sales is all about having the confidence to help people.

Sales mindset

Your mindset is the key to success in sales.

If you sell security systems door-to-door but one person tells you they aren’t interested because they already have a system, you shouldn’t take that as rejection.

You hand the person a card and ask them to put it in the kitchen drawer so that later down the road when the current provider fails to meet his standards, he can call you back about changing companies.

About 90 percent of your sales career hinges on your mindset.

Lasting impression

If you’re a member of the Chamber of Commerce, a couple of days before the next meeting, call the membership person who signed you up for the chamber. Let her know that you want to make two really good connections at the event.

Given that she knows about your industry, ask her to name the most valuable people for you to target.

She’ll make a couple of suggestions, then you ask her for an introduction to those people. She’ll understand, after all, that the reason people renew their memberships to the chamber is because of the ROI.

Any chamber person worth their salt will be happy to make those introductions, and once you have a great introduction, you’ll be able to have a productive conversation.

Maximize the conversation

After the introduction, you explain that you’re thrilled she introduced you and you’ve read up on the person’s company. Then ask the other person how she gets the most out of her chamber membership.

They expect that you’re going to make a pitch. When you ask about the chamber, you’re highlighting a commonality, and you’re asking them for help that isn’t related to their business.

Then, ask her how she got into the industry that she’s in now. You’re opening a chapter in her mind where she gets to talk about herself, and she’ll start to relax a bit.

She’ll think either one of two things: either this guy is really into me, or this is the worst salesperson I’ve ever seen in my life. Either way, she will let down her guard since she isn’t anticipating a sale.

Then you ask how business is. You ask how the economy is treating her. Ask her whatever you want to know about her business.

Then you can say something about goals and targets. When you do, you’ll be speaking the language of entrepreneurs and business people rather than sounding salesy.

Then you offer to introduce her to someone who can help her achieve her goals, or you can follow up with her later.

Sales leaders

A lot of sales leaders shouldn’t be in leadership roles. They simply get thrust there because they are the best salesperson.

Dave’s philosophy is to determine your best salesperson and then get out of his way. Remove all the barriers and let him sell.

Your best managers should be capable of three things:

  1. Removing barriers to free their best people to soar.
  2. Onboarding people and training them effectively so they know how to develop deep relationships.
  3. Coaching and mentoring people to maintain their attitudes and confidence.

The worst thing you can do to your salespeople is forcing them to do something unnatural, and the best thing you can do is challenge them.

Rule of thumb

Each industry is different.

For every 100 relationships you develop, about 10 will result in business in the short term. about 15-20 will result in business within the next 60-90 days. Over the next six months, about 35-40 percent of those relationships will produce business.

Be very intentional about the people you meet in a business setting.

Of everyone you’ve met in college or in your town, two-thirds of those people are going to either refer business to you or do business with you.

Dave has a list of 20 names in his office that will be future clients. He works every day to find people in those companies that he can call or email and he reaches out to them.

Get three pieces of stationery.

Send one to a client thanking him for doing business with you. Include a business card so that if someone needs your services, he can share your card.

Send another to someone who referred business to you in the past thanking them for their help.

Send the third to someone you want to work with who has been highlighted in the news, either online or in the physical newspaper.

Do three cards every day, even on Saturday and Sunday.

The 60-Second Sale” episode resources

You can connect with Dave at his website, DaveLorenzo.com. You can find all kinds of free stuff there, including about 300 articles and 500 videos.

Grab a copy of The 60-Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye

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

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

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

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Art of Charm, Jordan Harbinger, Selling Yourself, Donald Kelly, TSE Podcast

TSE 868: People Buy You

Art of Charm, Jordan Harbinger, Selling Yourself, Donald Kelly, TSE Podcast

Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of networking.

Today on The Sales Evangelist, Jordan Harbinger, host of The Jordan Harbinger Show podcast, explains that networking isn’t just about interacting with famous or popular people, but rather about finding those who are a good fit. Networking is a little like finding the needle in the haystack.

Networks are vital.

When Jordan was in high school, he took advantage of the fact that he was the smart kid; but when he got to college, everyone was smart. He still had a leg up because while they were drinking and partying, he outworked them.

When he got to Wall Street, his competitive advantage was gone because everyone was smart and hard-working.

Jordan started his career believing that networks just happened. He got hired by a firm where the partner was rarely in the office, but Jordan didn’t realize he was out generating business for the firm.

He discovered then that he needed to figure out how to be liked, known, and trusted if he was going to get to the top of the law game.

Don’t procrastinate.

Jordan dedicated himself to learning how to create and maintain authentic relationships that would result in opportunities later on. He discovered that it demands a set of soft skills and habits, as well as personality.

It’s not an optional skillset: it’s the foundation of everything else.

Many people decide that in a sea of to-do’s, once the platform is built, they’ll focus on networking, but it’s far too important to skip.

If you skip networking as you’re building your business, you’re not immune to the consequences. You’re being willfully ignorant of the secret game being played around you.

People buy you, so you must work to make sure they know who you are.

Choose curated opportunities.

Networking events that are open to the public will generally be a waste of your time (with the exception being Chamber of Commerce meeting where most people are business owners.)

If you’re in a room with whoever wants to show up, you’re likely in a room with newbies and people who want something from you. And if you decide to go anyway in an attempt to add value, you’ll give to those takers and they won’t likely reciprocate.

If you aren’t getting invited to curated events, begin networking online to try to generate those invitations. If they still don’t come, create your own curated event and invite people that you think should know each other.

Generate social capital.

If you’re looking to Always Be Closing, you’re also fishing for a needle in a haystack. As a graphic designer, for example, that means you’re looking for people who need graphics so you can close a deal with them.

Instead, choose to Always Be Giving, so you can help even those people who don’t need your goods and services. You’ll have the opportunity to create relationships with people who can help you down the road.

You’ll generate social capital because you’ll help them solve a problem without expecting anything in return.

The biggest mistake sales professionals make is trying to turn every relationship into a quid pro quo. If you turn every interaction into a sale, people will stop interacting because they know there’s a pitch coming.

Dig the well before you’re thirsty. Build relationships now so you’ll have them when you need them. Waiting until you need them is like putting a spare tire in your trunk when your tire is already flat.

If you got laid off tomorrow, who are the 10 you’d reach out to?

“People Buy You” episode resources

You can connect with Jordan on his podcast, The Jordan Harbinger Show. Jordan taps into wisdom from the most successful people on earth to understand their perspectives and gain insight into their lives.

Jordan’s first podcast, The Art of Charm, will help you learn how to initiate a conversation with anyone.

Jordan also offers training that will transform your network at his website jordanharbinger.com/course.

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 for sales professionals. Read an excerpt of the book here.

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. You are a brand, and video can help you set yourself apart.

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 and Bensound.

 

 

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Hunter.io, Donald Kelly, LeadGibbion

TSE 857: Use Hunter.io To Connect With Just About ANYONE!

Hunter.io, Donald Kelly, LeadGibbion

It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable emails. But what if I could give you a tool to allow you to connect with just about anyone?

Today on The Sales Evangelist, we’ll talk about Hunter.io, and the power it gives you to connect with just about anyone.

Hunter.io is a plug-in that sits on your browser. When you visit a prospect’s website, Hunter.io pulls data for every email address published on the site. It also pulls emails from other sites that are associated with the domain.

It’s inexpensive, and you can try the free version for 30 days, or for 100 emails.

Emails

Business development is a challenging task.

Very often, you’re trying to connect with people who don’t necessarily know that they need your product or service.

In their minds, you’re disrupting them. They don’t yet know that you can help them solve a problem they may not even recognize.

Hunter.io helps you connect with those prospects by helping you locate email address, or by helping you determine the email convention for your prospect.

If, for example, you can’t find the exact email address of the prospect you’re seeking, you can use information about other people within the company to determine how their email addresses are composed. If Joe Lewis is joe.lewis, you can use that to deduce your prospect’s email address even if you can’t find it.

Hunter.io also shows how many times it found each email, so you’ll know the information is trustworthy.

Other people

In some cases, the C-level prospect or decision maker you need to reach may be hidden behind layers of executive assistants.

You can often find lower-level influencers in the company who can help you get connected to the person you need.

Very often, sales reps can build relationships with others in the company in an effort to gain influence with the decision-makers.

Process

I often begin by generating a dream list of prospects on LinkedIn. I use LeadGibbon to generate a list. Then I use my Hunter.io tool to gather email addresses to I can send an email to the prospect, or leave a message, or connect with them some other way.

I have a legitimate means of contacting them according to my existing cadence.

“Connect With Just About ANYONE!” episode resources

Give Hunter.io a try for yourself, with the free trial.

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

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

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Video Jungle teaches you to use video to set yourself apart. More than 50 percent of executives say they are more likely to engage with an email that includes video.

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

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.

Jaron Rice, Donald Kelly, The Sales Evangelist

TSE 849: Sales From The Street:”We Had To Be Different”

Jaron Rice, Donald Kelly, The Sales Evangelist

Jaron Rice found himself facing a challenge that he didn’t create. His industry had a horrible reputation for being less-than-transparent, and even deceptive. In order to succeed, his struggle was two-fold: he had to find new prospects, and he had to be different.

On today’s episode of Sales From The Street, Jaron explains how he worked beyond the negative stigma and grew his business to be the highest-rated merchant services provider in Maryland.

In its fourth year, Magothy Payments helps businesses become more profitable by lowering the cost of credit card acceptance. Jaron had to build a brand that was different than the traditional banks people were accustomed to dealing with.

Seeking Customer Feedback

Jaron called his introduction into the industry a sobering reality because so many doors were slammed in his face.

In order to understand the stigma, he started by surveying previous clients that he knew from other industries he had worked in. He asked them about their payment processors; specifically about the things they liked as well as the things they didn’t.

He never asked them to do business with him. He simply asked for their feedback.

What he discovered was that they all hated his industry, but they liked him, and they said they would be willing to do business with him.

He reached out first to business owners who knew him; local businesses that were familiar with his face because he spent money with them. Once he brought them on as clients, he was determined to continue providing value.

Understanding the Business Model

The payment processing industry is marked by attrition. Businesses generally change credit card processors every 10 months, averaging out to 22 percent attrition each year.

Over the course of five years, businesses turn over their entire client base. As a result, they strive to make as much money as possible within that period of time.

Jaron’s company turned that model on its head, deciding instead to make less money knowing that they would keep client accounts much longer.

In the company’s first four years, its attrition is less than three percent. Although they aren’t making as much money in a short period of time, they’re making more money in the long run. Additionally, their existing clients are bringing them new business.

Building strategic partnerships

Jaron’s company absorbed all the risk in order to attract new clients and overcome the industry’s negative reputation.

Rather than requiring contracts, Magothy allowed month-to-month transactions with no termination fees. That made it vital for the company to make sure it was providing value to its customers.

At the end of each client’s first full billing cycle, the company conducted an analysis to compare the initial proposal with the client’s actual results.

Once the company demonstrates its ability to do what it promised, Jaron asks his clients for online reviews and referrals.

In less than four years, the company has accumulated 225 accounts, most of which exist within a 10-mile radius of Jaron’s office. The company welcomes 8-12 new clients each month purely from referrals and networking.

The company’s reputation of trustworthiness and value has turned clients into evangelists. Next, Jaron is seeking to build more partnerships like the one he enjoys with the Better Business Bureau because those relationships yield lots of new accounts.

He emphasizes the importance of knowing your own value, especially for small businesses whose temptation is to simply undercut the competition.

Don’t be afraid to walk away from a deal that isn’t making you any money.

“We Had To Be Different” resources

Connect with Jaron on LinkedIn or at his website, www.magothy.biz.If you’re in the Maryland area, contact Magothy Payments to learn more about the state’s highest-rated merchant services provider.

Jaron’s story provides that we can all strive to be better and overcome challenges we’re facing. We have to apply what we learn though.

Our Facebook group The Sales Evangelizers brings together sellers of all abilities and all industries to compare notes and learn from one another. The odds are good that there’s a discussion that will benefit your own sales efforts, and it’s all free.

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

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

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

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.

 

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.

 

 

David Burkus, Friend of a Friend, Donald Kelly, Best Sales Podcast

TSE 819: Sales From the Street-“Networking Done Right”

David Burkus, Friend of a Friend, Donald Kelly, Best Sales Podcast

Most of the networking advice we hear is doomed to fail because it’s a story of one person in one situation. When we try to put their ideas into practice, it feels inauthentic.

Instead of copying someone else, we need to redefine what it means to network on our way to discovering what “networking done right” looks like. On today’s episode of The Sales Evangelist, David Burkus helps us change our mindset about what networking is so we can better take advantage of our existing networks.

You don’t have a network. You’re in a network.

We spend so much time trying to figure out how to connect with a stranger in a span of 7 seconds that we neglect the network we’re already in.

The biggest mindset shift is this: you don’t have a network, you exist inside a network.

If we redefine our thinking about networks, we can invest our time in learning how to navigate the network we’re already in instead of trying to figure out how to bring strangers into it.

David defines a network as a three-dimensional entity that you’re the center of. It includes your close connections as well as your weak or dormant connections.

Your goal should be to pay attention to the fringes of your network: those people who are one introduction away from being closer to the center of your network.

He calls it transitivity, and it’s an awareness that A knows B, and B knows C, so perhaps A and C can be connected.

Networking isn’t limited to events.

There is ample research to suggest that unstructured networking events such as Chamber of Commerce and other gatherings aren’t beneficial.

Realistically, most of us might try to make a few connections, but we spend the bulk of our time with people we already know who are similar to us. Instead, we should look at the totality of the network we’re already in.

Most people should begin by identifying their weak and dormant ties. Weak ties are those that you don’t know well. Dormant ties are people you know who were once stronger connections but who fell by the wayside. None of them are strong connections.

Begin by asking them who they know in the sector that is relevant to you. It’s less assertive than asking them who might be interested in your product, and you’ll get a larger list because it’s less specific.

If you ask a variety of people and the same few names keep cropping up, those are your referrals. There’s a strong likelihood you’ll click.

Identify hidden networks.

Begin with an accurate map of your entire network, and include everyone.

We tend to put people in buckets based upon our connection to them: those we work with and those we know socially for starters. Realistically, though, many of our connections have more than one tie.

If, for example, you work with a person, that’s a uniplex tie. If you work together, have kids in the same school, and work out at the same gym, that’s multiplicity. You have multiple connections.

As you’re identifying your connections, then, don’t ignore someone just because your only shared interest is college football. As you’re building a map of your entire network, you never know who is in his network.

Find structural holes.

People tend to gather in clusters around similarities like industry, work history, or ideology.

Historically, the greatest value in our network exists when we can connect two of those clusters.

If you can reach out to another cluster and bridge the gap between two groups, you can create value.

Make it a habit to reach out to your weak and dormant ties. Pay attention to people you aren’t as close to.

Don’t trust your networking to fate. Most of us already have a route to meet everyone we want to meet within our existing networks.

Episode Resources

Check out David’s book, Friend of a Friend: Understanding the Hidden Networks That Can Transform Your Life and Your Career.

Learn more about growing your network, becoming a better leader, and developing creativity at his website, www.davidburkus.com.

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.

Email us at SPN for more information.

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.

Audio providede by Free SFX.

Networking, Sales Lead Generation, Business Development

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

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

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

Here are the highlights of my conversation with Tiffanie:

One of Tiffanie’s challenges while starting out:

  • Not knowing how to get business

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

Benefits of Networking:

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

The Networking Disconnect

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

Networking is about creating relationships.

Tips for choosing networking events:

  1. Who will be at that event?

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

  1. Talk to others in your network.

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

  1. Check out Google.

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

Networking Strategies:

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

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

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

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

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

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

Results Tiffanie saw after implementing these networking strategies:

  1. Spending less time at networking events

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

  1. More focused on her followups

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

  1. Tiffanie was able to start building those relationships

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

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

Tiffanie’s Major Takeaway:

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

Episode Resources:

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

Fast Break Marketing

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

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

The Science of Selling by David Hoffeld

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

Hire Tiffanie as a Speaker

TSE 574: Sales From The Street-“Meet New People”

Today, we’re having a lawyer on the show. Lawyers in sales? Yep! Lawyers know a lot about sales too. Today’s guest is Shawn Yesner. He is a lawyer in the Tampa Bay area where he focuses mostly on consumer issues and helping people who find themselves in financial distress and difficulties. He also has to go out there and hustle and get people to hire him and pay him so he can support himself and his family.
Shawn is a great connector. Ask him about anything or type of business and he knows someone and can connect you with them. In return, he gets connections as well because he’s one of those people who seek to give and bring value.

Here are the highlights of my conversation with Shawn:

Shawn’s biggest struggles in his business:

Figuring out how, where, and when to find his clients

How to convince people to hire him

Strategies to overcome this challenge:

1. Find groups and evaluate them.

Always evaluate and join different networking-type organizations. Give your all to it and become engaged. Provide value to is and see if starts to generate back. If it doesn’t after a year or two, move on to the next one until you find those right relationships you can really cultivate and nurture so it can generate consistently.

2. Find referral partners.

Referral partners are those who can refer clients to you and in return, you can refer clients to them spanning different industries. Always look for opportunities to give referrals to other people in the area and that will eventually come back and give referrals to you.

3. Use a platform where you can bring value to the table.

Check out Shawn’s podcast Crushing Debt about the different areas of law that he practices. He also uses the podcast to have his partners on the podcast. This has generated a lot for his law firm

How to start networking:

Read about networking (Shawn actually reads 20-30 books a year on average.)

You have to give to the group before it will produce for you.

Become involved and volunteer and show up at the events.

There can be groups that are not a great fit and that’s okay.

Find groups though meetups and Facebook groups.

Cultivate the existing relationships you have, ask them, and go with them.


Results Shawn saw after applying his strategies:

Shawn now has a consistent flow of referral partners that are always sending him business.

Shawn’s Major Takeaway:

Be able to give in order to get back. Even if it’s a group you really enjoy being with or you think would be great for you, if you can’t give sufficiently to that group, it may not be the right fit right now so it may be something you want to come back to and re-evaluate later.

Episode Resources:

Check out Shawn’s Crushing Debt Podcast and his website www.yesnerlaw.com.

Register for Summit on Content Marketing happening on May 22- June 02, 2017.

The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

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.

TSE 554: Sales From The Street-“She Jumped Out of the Car”

Today is yet another episode of Sales From the Street but I will be the one on the hot seat today as I share with you a crazy experience.

Taking My Client to a Game

Back in software sales where I worked as an Account Executive, our company had just partnered with a data center and they’ve hosted parties every once in awhile. In one of the parties they did, they hosted an event at a Miami Dolphins game. My wife and I went to the game and sales reps each had the chance to invite a few people from their respective territories. So I invited one of our top clients.

As it was nearing the end of the night, I and my wife, along with this client, went out to look for our car in the parking lot and we found it. In fact, we almost called the cops thinking our car was stolen since we found ourselves in the wrong section.

She Jumped Out of the Car!

So we got in the car with this client so we can take her to her car but they blocked off so much of the parking lot. Now my client was beginning to freak out but the cops continued to block us off and had us all funneled to get back on the highway. The next moment I looked back of the car, the lady was just jumping out of the car, on the highway, and walked across the parking lot.

In my head, I was just worried that we’ve lost this client. I was freaking out now and my wife too. We tried to find her but couldn’t. I tried to call her but couldn’t get a hold of her. Later on, she called to tell us she found her car and got home safely.

I felt so bad the whole evening and the next day as I walked into the office, everything was just fine. I called the client and things just worked out fine.

Understand Your Clients on a Deeper Level

The moral of the story is that sometimes you’re going to have situations gone wrong no matter how hard you try to do good or make things work out. Things are going to get crazy and sometimes clients are different than they are in the office.

The biggest lesson I’ve learned is to make sure you know your clients even deeper so you get to understand their personality better.

Today’s Major Takeaway:

When you have accounts to manage, you have to know your clients on a deeper level so take that time to get to know them better.

Episode Resources:

The Sales Development Playbook by Trish Bertuzzi

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, TSE Hustler's League

TSE 520: TSE Hustler’s League-“Perception is Reality”

Donald Kelly, TSE Hustler's LeagueFirst impressions last for most people. Therefore, you have to make sure you establish a great perception. But, how can you create a great perception with your prospects and the people you’re working with?

This is yet another great episode taken from one of the sessions of our online group coaching, the TSE Hustler’s League where we focus on a specific topic each week. This semester is all about building value.

How do you want to be perceived by your prospects?

This goes back to the concept of knowing who your ideal customers are. As you grow and evolve in your career, your customers may evolve as well into a more professional atmosphere. For instance, you may now be attracting customers who pay more.

What are the things you need to project on your platform so people can see it?

What are the most important things you can do to create that image of yourself which you want your customers to perceive you as?

Strategies to establish good perception with your clients:

  1. Make sure you look good.

Identify the places which people will see you (LinkedIn, Facebook, Twitter). These people are going to look for you and they’re going to see you. So make sure you have that great lasting impression. Consider your appearance and look professional. Your choice of color is a huge factor too as well as the style of hair you wear. Bottom line: Make sure you look good.

  1. Make sure you have a good breath.

Look good, smell good. Again, first impressions last a long time. You get one time to make a great first impression. Buyers will create a perception of you that’s going to last a long time. All of this will be based on the first FIRST impression you made. 

  1. Consider your branding.

Your branding is what people think about you when you’re not around. And YOU are the brand. In order to set that perception, you have to clearly understand the person that you are and what you want them to see you as. Be careful with what you post especially when making political statements. Otherwise, make a separate social media account that is solely for business purposes.

Episode Resources:

Get a free audio book 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.

Networking, Prospecting, New Clients

TSE 465: TSE Hustler’s League-“Prospecting At Networking Events”

Networking, Prospecting, New ClientsAs a sales professional, networking is one of our regular activities to find and build relationships with potentials prospects.

In this episode I will share with you some key places you can go online and offline to find where your ideal customers maybe spending time. The most important thing for you to do is to implement what you learn. Feel free to tap into some of these ideas that fit best with you.

Register for TSE Hustler’s League here www.thesalesevangelist.com/hustlers 

 

Tony Elam, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 429: Sales From The Street-“I Started Consulting”

Tony Elam, Donald Kelly, The Sales Evangelist, Best Sales PodcastWe have another explosive session here on Sales from the Street. Folks tell us about the challenges they face as they’re hustling and what they do to overcome them. Today, we have Tony Elam and he shares with us some insights which you could apply to your own business or sales process.

Tony is the Founder/Owner of Fit Digital Marketing, a digital marketing company that helps people spread their message on multiple platforms such as websites, email, and on social media.

Here are the highlights of my conversation with Tony:

Tony’s major challenges:

  1. Lack of clarity – Using technical jargons that weren’t clear in conversations and assuming people understood what you were talking about when they don’t
  2. Taking on too much at once – Tony had to scale back and really figure out what his unique selling position was

How Tony overcame these challenges:

  1. Relate the benefits.

A lot of businesses sell the features without really relating them with the benefits.

  1. Learn to position your product or service into something where they look at you differently.

Your website has to show value. You have to put out content that shows value. You have to come out as a consultant and an expert in what you do.

  1. Preemptively sell the reason they need to buy your product.

Most people don’t really want a website. They just buy it because they think they need it. However, you have to be able to underline that “unconsidered need”. They need to realize something they need which they don’t initially know about.

Tony’s Major Takeaway:

Listen more. Make sure that you’re adjusting and connecting on point with your customers.

Episode Resources:

Connect with Tony Elam on www.fitdigitalmarketing.com

The Three Value Conversations by Erik Peterson, et al.

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

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

Register Today! 

Susan Roane, Donald Kelly, How to Work a Room, Best Sales Podcast

TSE 428: How To Work The Room At Your Next Networking Event

Susan Roane, Donald Kelly, How to Work a Room, Best Sales PodcastToday, we have Susan RoAne on the show to talk about her phenomenal book, How to Work a Room. This is important for anyone whether you’re an entrepreneur or a salesperson so you would know how to capitalize on the networking events you go to and have a really good time.

Susan is on her 37th year of business now where she runs a speaking business and teaches people how to work a room, how to network, connect, mingle, and converse with other people.

Her book has been featured on the front pages of the Lifestyle Section of the USA TODAY, The Wall Street Journal and The New York Times and other magazines throughout the country. Not only has she proven herself to be a bestselling author and content expert, but she also wants everyone to turn into merry mingling experts!

Here are the highlights of my conversation with Susan:

What is an entrepreneur?

An entrepreneur is someone who will do everything to keep from getting a job. (which includes vacuuming the office, cleaning the trash clans, be your own PR, and make your own coffee for the coffee break)

Don’t spend when you don’t have to.

Most of us can run our businesses from our home space. If you want to be around people, a coworking space is a wonderful option. But don’t spend to have something you don’t need when starting your business.

Don’t either just throw away things that you can still use (or even others may still find use for). Susan actually wrote her books on the back of used paper with No.2 pencils with good erasers.

Effective Ways to Work The Room:

  1. Get out of your office.

If you’re someone who never sees people, then you should be in a coworking space.

  1. Have a network of people in your life who come from different disciplines that you can run things by.

Having these people in your life can tell you the truth so you won’t have to throw money on bright shiny objects just because other people tell you to.

  1. Always show up when you say yes.

Get the e-vite or the invite. Look at the calendar so you can see what kind of event it is and RSVP. And if you say you’re going to be there, show up.

4 There is no reason to go to any room cold.

Go online. Check LinkedIn or the group’s website. Google people, events, and their particular organization. Have sufficient information handy so the moment you go in, you feel prepared.

  1. Read a newspaper.

Whether you read it online or get it curated or regardless of where it comes from, know what is going on in the word. Having a general notion and knowledge of what’s happening will give you more confidence since you can have something to talk about.

  1. Have your own planned, practiced self-introduction.

Before you go, know what you can do to make yourself comfortable and teach people how to respond to you. You have 7-9 seconds self-introduction. Customize it according to the event you’re going to in order to give people context for why you are there.

  1. Do not give your title.

When you meet people at events, your title has no meaning. What you need to do, instead of saying out your title, so people know who you are and that you’re personalizing your introduction, is say the benefit of what you do. This gives people something that they can hook the first question on to.

  1. Invite people to participate.

When someone asks about you, say a little bit. Then stop. And turn it around with these magic words, “And what about you?” This way, you invite them into the conversation.

  1. Don’t ask people too many questions.

When you ask people a lot of questions, you put them on the spot.Then you make them all the talking and you don’t share about yourself or a story, a fact, or an interest or observation. So there is no way to connect with you. Instead of being an interrogator, have some stories and ideas and information that you can share with them.

  1. Bring who you are to what you do.

People relate to the small things in our lives that we have in common. Establish a commonality through small talks  Have that dialogue and do not grill people.

  1. Make sure you prepare.

This doesn’t mean just preparing your conversation but also prepare your attitude. The people who are going to succeed are the people who can talk to other people.

  1. Go into every room, every event, every meeting, etc., and think what you can do to make other people comfortable with you.
  1. Be a lifelong learner.

If you see everyone in the room is someone that knows that you don’t know that they can share with you and teach you then appreciate what other people have to offer to you.

Susan’s Major Takeaway:

When you go to any event, always say yes. Show up. Big smile. Be very approachable. Keep a mindset that you will have a great time and meet interesting people then you will. If you’re going to a room to have fun then the room will work you.

Episode Resources:

Susan RoAne’s book How to Work a Room

Connect with Susan on www.susanroane.com or on Twitter @susanroane. Sign up for her email list to get a copy of her eBook, Nuances of Business Networking for free. Or do it the old school way and call her through phone at 415-461-3915.

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

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

Register Now! 

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

Donald Kelly, The Sales Evangelist, Jason Treu, Best Sales Podcast, Be ExtraOrdinary

TSE 396: Emailing Influencers & Getting Responses

TSE 396: Emailing Influencers & Getting ResponsesEmailing influencers is easy, it’s getting them to respond to you that’s the real challenge. So how do you actually do this? How do you actually get influencers to notice you? How can you make yourself stand out from all these other people who are trying to get to them?

Today, my guest Jason Treu is going to teach us some great insights into how you can actually get in touch with influencers and get them to respond to you. Jason Treu is an entrepreneur, a sales leadership trainer, and a business and executive coach where he works with entrepreneurs and corporations to help them gain clarity and lock into their zone.

Jason is a bestselling author of the book Social Wealth: How to Build Extraordinary Relationships, having sold around 30,000 copies and ranks number one in four Business and  Self-help categories. Jason is a leading expert on human behavior, daring leadership, and relationship building.

Here are the highlights of my conversation with Jason:

Jason’s coolest sales experience when he was the customer

The power of connecting with influencers:

Helps you gain more confidence
– Influencers can introduce you to people
– They can teach you things and be your valuable resource.
– They can be your mentor.
– This speeds up the process of learning and mastering different things so you become more successful and happy.

Leveraging on conferences:

1. Email the speakers ahead of time (or potentially some attendees) and set meetings to optimize it.

Not many people email these people ahead of time and instead, they try to catch them at the show and this is not the right thing to do since you fighting with a flock of people who are also trying to get to these influencers. So  just get an appointment with them and spend some time with them. This makes the conference worth way more money than you’re paying for it.

2. Sending them an email with an intention to personally connect with them is way better than sending a cold email.

Conferences are one of the best places to go after the people you want to connect with. They are the easiest places to reach out to influencers since they would usually have the time to meet with someone.

Finding your influencers:

1. Find a list of people.

You’ve got to know who you’re going after or you’ll just be floundering around.

2. Get to know your industry better.

Read some sales or marketing blogs and see who they’re referencing and what’s going on. Going after the top people in the industry is very difficult. So try to find up and coming people. Immerse in the industry itself and you’ll start to see people who are risers and climbers who are doing great things.

3. Research their needs.

Join their newsletter. Follow them on social networking sites. Read past articles on them or their blogs. Google them and see what they’re doing and what they’re up to. Put them on Google Alert. Or try to learn about them inside of your network. Regardless, you need to figure out how you can add value to them.

How to build great relationships with people:  Give first.

A common mistake among people is they start asking for things. When you give, you put yourself psychologically for the other person inside their inner circle. Especially for influencers, everyone is asking them for something. They keep getting requests after requests. Start giving to them or try to engage with them, then you’re creating a lot of value and you stand out from everyone else.

How to email influencers & get them to respond to you:

1. Send them an email and write on something they’ve done.

Write them about what they’ve done and the impact it’s had on your life or a little comment. People love to read that because it strokes their ego.

2. Don’t ask them anything. Just say something really nice.

Sign the email with a simple “thank you” where they don’t need to do anything about it. Influencers get asked by people all the time and this would make them feel guilty that they can’t respond since they are too busy so now they never want to respond to you and they’d probably just delete your note. Lost opportunity.

Instead, write them a note where they won’t have to respond to anything. They would want to keep this kind of email and not delete it. This is great because if you email them the second time, they’ll probably research to see if you’ve contacted them before.

3. In your second email, look and see what kind of help they need.

Investigate on whether they’re traveling somewhere or they’re talking about ideas important to them or whether they’re speaking at upcoming events. This will help you understand how you can add value and help them. Try to figure out where you can insert some value that you can help them.

4. Express gratitude publicly.

Once you’ve expressed gratitude in your first email, express your gratitude publicly by doing a product review or a book review and do a video on it.

5. Think of ways that you would make you stand out.

Send them a card or a gift. You can promote causes like throwing a Happy Hour to raise some money. Or say to them that you’d be up for volunteering some of your time. Tag them on social media. People notice things because they’re out of the blue.

Other creative ways to stand out:
Sign up for their program and become their star student.
– Send clients their way.
– Contact them and help them if you’re an expert in your field.
– Contact them in critical moments (ex. if they’re launching certain projects, offer a service you could do)
– Connect them with other influencers and other people that could add value in their life.
– Send them an eBook on Amazon.

Jason’s Major Takeaways:

1. Do things in a really short way with people. Keep your email short and concise. Add value. Be a big supporter of them in the process.

2. It’s going to take several contacts for you to get through. Let go if they didn’t get back to you after you’ve followed up one time.

3. Get a list of 10 people to start with. Try to get them in person so you can forge that relationship with them.

4. Get out there and be aggressive. Do whatever you can to meet people. Be creative. Be consistent.

Episode Resources:

Check out Jason’s website www.beextraordinary.tv

Jason’s book, Social Wealth: How to Build Extraordinary Relationships

Never Eat Alone by Keith Ferrazzi

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

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DO BIG THINGS

Donald Kelly, The Sales Evangelist, Sales Podcast, Networking

TSE 384: Sales From The Street-“Stay Top of Mind”

Tom Martin, The Sales Evangelist, Donald Kelly Today’s guest on Sales from the Street is Tom Martin who is a 25-year veteran in the sales and marketing world. Growing up in an ad agency business, Tom is now the founder of Converse Digital. They provide social media and digital consulting for large companies around the world. Tom is also a professional speaker and author of the book The Invisible Sale.

Tom spends a lot of time helping companies understand how to apply the digital technologies available today. It enhances and improves their sales and marketing and lead generation capabilities.

Here are the highlights of my conversation with Tom:

Tom’s major challenge in his selling career:

No prospects: His first company was wiped out by Hurricane Katrina overnight.

What Tom did to overcome this challenge:

  • What has saved Tom is what he has done prior to calamity like investing in simple networking techniques – making sure you stay in touch with people
  • Going back to his networking base and started sending out text messages to people in the advertising market
  • Short term sales prospecting technology: Reaching back to people he has worked with

This led to a 90-day consulting gig that provided that bridge to get back on his feet. It laid the groundwork for what is now Converse Digital.

Painless prospecting:

Build a network of possible leads or contacts and building friendships well before you ever need or call them. Do this consistently.

Build a community of people who will either hire you or if they can’t, they’d be happy to tell someone else.

That one person who cannot do business with you can easily tell 10-15 people to do it with you and that can build the business for you.

Cool stuff they’re doing right now:

Proprietary methodologies to take unstructured data in the social space and build it into detailed audience profiles.

Tom’s Major Takeaway:

Get your message out in places where prospective clients who discover that message can become intrigued. They will come back to find you through your website or your book.

Episode Resources:

Catch Tom on www.ConverseDigital.com or connect with him on Twitter @TomMartin.

Tom’s book The Invisible Sale

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

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

Register Today!

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

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.

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

Networking, Getting New Contact, Building Relationship,

TSE 367: One Great Contact Led To All Of This…

Networking, Getting New Contact, Building Relationship, Last week, I shared with you a stupid example of prospecting I’ve done that didn’t prove to to be effective. It basically involved throwing spaghetti against the wall to see which one sticks. It’s dumb, I know. It wasn’t planned properly. So obviously, it didn’t generate great results.

Today, let me share with you a strategy which I did that works time and time again. This is a strategy I used which I know can be effective for you in gaining the right people for your business to help you grow tremendously. This works across industries, business models, and every single place.

So what strategy am I talking about?

GIVE OFF VALUE.

Find the right people you can benefit and bring tremendous value to them.

  1. Know your ideal customer. Understand them and their business.

How do you get connected to these folks?

  • Find somebody in the industry that serves these clients. Find out what they do for marketing and how they find these people and meet them in person.
  • Go to events relevant to your industry as this is where your prospects hang out.
  1. Bring value to the table first before asking for anything.

When you meet people in person, great things can happen. Even if you know they’re a right fit, don’t sell your product. Your goal is to bring value.

  1. Build friendships.

When you are able to build friendships, great things can happen as a natural byproduct.

  1. Understand that it takes time.

Getting customers doesn’t happen overnight. It could take weeks or months but be sure to bring immense value to their table. Once you’re able to give, you will definitely reap benefits and great results.

Episode Resources:

Maximum Influence by Kurt Mortensen

The Invisible Sale by Tom Martin

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Matt Holmes, Donald Kelly, In Person Networking, Handshakin

TSE 341: The Power of In Person Networking

Matt Holmes, Donald Kelly, In Person Networking, HandshakinIf you’ve been hiding behind your product or service all this time then it’s time to come out of that shell if you truly want to grow as a seller or entrepreneur. Today, I’m bringing in Matt “Handshakin” Holmes as we talk about how you can utilize personal relationships to help you in your sales and in growing your business as entrepreneurs and life in general.

Matt Holmes is the awesome genius behind the Handshakin Video Series where they interview top entrepreneurs and networking strategies featuring billionaires, members of Congress, and venture capitalists on the show. Recently, they launched a service called Handbrander that helps other entrepreneurs network better, helping founders create content for their personal brand.

Listen in to find out more about how you can build better relationships to help you improve your sales.

Here are the highlights of my conversation with Matt:

Why an emphasis on the personal brand:

  • Technology has now taken us.
  • Implement strong personal feelings with your business.
  • People trust a person first before trusting their service.

How to leverage relationships with people you don’t know:

  1. Always see if you can find a warm introduction.

Using LinkedIn for instance, when you go to connect with someone and you have secondary connections, LinkedIn has an easy way to send a contact or request for that warm introduction.

The screen can be a warm introduction. Get your name and picture on your computer screen, phone, or email inbox. Do that enough and they will start to recognize your name and by human nature, once you recognize something, you’re more warm to it.

The next thing they glance after seeing the picture and name is an interest that you two have in common.

  1. Know the best resources to help you with your goals.

Anymail Finder – pulls ups people’s emails with five different alternatives and takes its best guess on which one is the email.

Conspire – sign in with your Gmail and you can search for someone where you get to quantify your second degree connections on LinkedIn and see if there is a likely relationship on the line or not.

Check out www.handshakin.com/resource

  1. Provide value.

Serve the other person first and be sure to be able to provide value in the first five words and hopefully they make it on your next sentence.

  1. Ask someone if you can interview them about their success.

Blogs, podcasts, video series are a great way to offer and give someone else extra exposure. Most people are going to say yes to this. Of course when you go to billionaires, you have to be more creative than that because a lot of people would want to interview them. Be humble and just focus first on the other person and listen to them to increase your chances.

3 Powerful Concepts in Relationship Building:

  1. Join the community.

Start with networking which you can start before you quit your full time job. Start meeting some other people that have also recently quit their full time job. Start with meetup.com in your local city and search for startups and entrepreneurs. Connect with them and follow up after a few days.

  1. Get feedback.

Ask for feedback but identify those people to ask. Whether you do it in person or shoot an email, they are more likely to respond.

  1. Befriend mentors.

You want mentors to get vested in your success. Identify mentors that are able to see themselves in you. This means, before they reached success, they were practically asking the same questions you were. Most successful entrepreneurs give back and pay it forward. When you start to meet some of the mentor’s friends, then you know they’re vested in your success.

Are you too busy for networking?

Make it a priority in your life. You have to walk away from salary to launch a business. Networking is part of launching a business. You’re never going to find new clients if you’re never meeting new people.

How to measure your success in networking:

Set Key Performance Indicators (KPIs) on everything that you can make time on.

For networking events, talk with 5 people and try to stay in contact with at least 3. Follow up with them and meet them for coffee. Maybe one of them turns into a client and another turns into a mentor. Who knows?

It takes time.

It’s going to take time but you will be able to fine tune the process as you continue to grow. So don’t give up.

Matt’s Major Takeaway:

Online brand is important. What you do in person is being reflected online. Take a moment to reflect on what social platforms you’re active on and which ones you’re not active on. Go and look at the ones you’re active on because when people Google you, you’re going to want all of that to be aligned with how you act in real life. Make sure your profile and descriptions are aligned with what you’re doing today and make sure to always maintain it regularly.

Episode Resources:

Handshakin Video Series

Get Matt’s book Six Networking Strategies for Entrepreneurs and download it for free at www.handshakin.com/free

Anymail Finder

Conspire

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Do BIG THINGS, Donald Kelly, The Sales Evangelist Podcast, The Sales Evangelizers

TSE 319: Sales From The Street-“Collaborate”

Do BIG THINGS, Donald Kelly, The Sales Evangelist Podcast, The Sales EvangelizersToday, we talk about the idea of partnership or getting the right people into a project. How am I going to get this deal? Shall I collaborate with somebody else? Should I split the commission? Should we get connected with them? The challenges of partnership, so to speak.

Here are the highlights of today’s episode:

Challenge:

Trying to get a bigger client or doing big things that you can’t do on your own

My BIG THINGS:

One of my big things was to do business on the side until I can do it full-time and leave my day job one day. And that became The Sales Evangelist. A couple of months from now, I am celebrating one year from my full-time software sales job.

When my podcast took off, I thought about putting a conference together and getting with like-minded folks to connect people. My next big thing is the Do Big Things Conference that is going to be launched in November.  But I knew I couldn’t do it on my own.

How I overcame this challenge:

  • Get with like-minded people to help bring that plan into action.
  • Set the rules before you play the game so everyone knows how to play fair.

Collaboration is key.

So I collaborated with an amazing guy Travis who was introduced to me by another friend to get this event possible. On my own, I could not do it so I knew I needed to get the right people on board. Travis couldn’t do it on his own either so we came together, set the rules before the game, started working on the details, and started filming a Kickstarter video.

The idea behind the Do Big Things Conference:

To inspire people to take action and to do big things

Who are the ideal participants of this conference?

Individuals, salespeople, entrepreneurs who have ideas deep down inside but are afraid to take action.

What I learned in setting up this conference:

  1. Get with like-minded people.

Join a mastermind group or connect with influences in your community that you can align with so you can bounce ideas off and help each other.

  1. It’s not about the money.

If you think partnering with someone will only reduce your commission in half, you would actually gain a lot more opportunities in return. The key is to collaborate with the right people.

Your turn…

  • What BIG THING do you have in your life that you need to accomplish but don’t necessarily know how to do?
  • Is there a prospect that you need to get and you haven’t been successful in getting a meeting with him?
  • Is there someone else you can partner with that may give you the “in” and split the commission that you’ll be jointly selling?
  • Is there another company or salesperson that you can partner with?

Episode Resources:

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

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

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Adam and Michelle Carey, The Sales Evangelist, Donald Kelly, Best Sales Podcast

TSE 296: Don’t Be “That Guy” In Network Marketing

Adam and Michelle Carey, The Sales Evangelist, Donald Kelly, Best Sales PodcastAs human beings, we are born to be communal. We are social. And it’s human nature that we want to be recognized. This is what we’re going to talk about today as husband-and-wife team Adam and Michelle Carey talk about the power of human connection – giving your customer that “human element.” It’s having that connection with your client.

Adam and Michelle have been in the network marketing space for more than 8 years now and recently they’ve expanded their business to a training platform. They also published the book Don’t Be “That Guy” in Network Marketing, which is a good read when it comes to learning strategies in connecting and building relationships with your prospects and customers.

Here are the highlights of my conversation with Adam and Michelle:

Dealing with the negative reputation of network marketing

  • Change the reputation.
  • Change the culture.
  • Change the way you act.

Biggest mistakes people make in sales:

  1. The lack listener and the motor mouth

Listen and don’t over-complicate things by overwhelming your client with all facts and information. Learn to ask good questions and find out their hot button

  1. Social media spammer

People on social media don’t want to be pitched. They want to be entertained, be inspired, and have a good time. Peak curiosity and do not raise resistance.

  1. The long-winded writer

Keep your emails short. People’s attentions spans are shorter. Keep your emails up to 3 sentences with a link so they will read it.

Best strategies when using social media in network marketing:

  1. Show the fun things you’re doing.

You don’t have to add the whole commercial to images you post. Raise curiosity to the point that they will come to you and ask questions.

  1. Take 4-5 things you’re passionate about and rotate them.
  2. Take the lead offline as soon as possible.

Try to get on the phone with them or meet with them. Get away from the computer and don’t do the whole transaction behind the computer. Human element is vital.

Benefits of online communities:

  • Allows you to tailor your message to the group
  • Fostering discussion and learning
  • Keeps your fire burning

Strategies in creating online communities:

  • Be transparent in sharing your struggles. People learn more from the things you do wrong.
  • Don’t pretend to have all the answers. Let people know so they can identify with you.
  • Recognize people. Lift people up and highlight people to get them to be more involved with the group. Recognize effort and success.

Ways to motivate your team:

  1. Find out what they want and what they’re passionate about.

Dig down to find out their why. Be transparent and tell stories to get them to open up.

  1. Set proper expectations.

You can only provide the tools to be successful but they have to make themselves successful.

  1. Find motivated people.

Find people who are already motivated and encourage them. Pull the gold that’s already out and just polish it up a little bit .

  1. Uncover the burning vision they once had.

Help people think about their vision in life. Let them know it’s their chance to go get it. Get people to wake up right now.

Adam & Michelle’s Takeaways from Their Book:

  1. Honor other people.

Do things that still honor relationships. Learn to have integrity and be honoring to others.

  1. Have fun and fail forward.

Give yourself permission to fail. Don’t take yourself seriously. Do everything with excellence but give yourself permission to fail. Learn from those failures. Make the tweaks. Get the coaching. Use all this as part of your story.

Episode Resources:

Network Marketing, Donald Kelly, The Sales Evangelist

Don’t Be “That Guy” in Network Marketing

Connect with Adam and Michelle on www.adamandmichellecarey.com

Jared Easley and Kimanzi Constable’s book Stop Chasing Influencers

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Referral, Networking, Jeff Tockman, The Sales Evangelist, Donald Kelly

TSE 265: Sales From The Street-“This Is How You Get A Referral”

Referral, Networking, Jeff Tockman, The Sales Evangelist, Donald Kelly One of the best ways to grow your business is by getting referrals from your clients. Jeff Tockman is a consultant who helps his clients grow their business through referrals. Jeff is a power networker and very good at building relationships with others. In April of 2009, Jeff started Professional Social Networking Group (PSNG.org). He has used and improved his networking skills to grow the group to thousands of members and an average of over 100 people at each event.

After founding Tockman Consulting (TockmanConsulting.com), he started consulting with clients about business development in 2010. He has been running two private networking groups since 2014. He is building on his love of teaching and passion for developing people and relationships to create a unique career. He now spends his time organizing and facilitating events and working to help his business consulting clients on how to build their businesses through referrals.

Here are some of the major takeaways from our conversation:

The first thing you need to do in seeking more referrals is to offer great service to your clients.

Step One: “Ask”

Here is a question to connect with your clients to help offer you more referrals.

“What are the top 3 things you love about the widget we sold you last month”. This will give you “their” words you can use in follow-up questions. People will always teach you how to sell them if you ask the appropriate questions.

Ask open ended questions and learn what the features and benefits are that they love the most about the product you sold them.

Step Two: Grab their attention

Ask them who wants “x”. Learn more about the person you are asking for referrals from. This way you can get specific individuals who they can refer you to.

Discover which organizations they are a part of and the things they like to do.

Step Three: Ask permission to have this discussion 

“Dave, could we brainstorm a little about people you think could benefit from having this widget?”

Step Four: Who do you know?

Find out who they could refer

Step Five: Tell me more about John Smith?

Learn from them about the potential individual they are referring to you.

Step Six: “What will you tell John Smith about me?

This is where you get the client to rehearse what they are going to “say” to the referral they are about to give you.

Step Seven: Best way to connect. 

This is where you find out from them what the best way is to help you get connected with this referral.

Step Eight: Tell them what you will say when you connect with their friend.

Step Nine: Offer a reward

Is there something you can offer them at them if they give you a referral? Lunch, Dinner, etc with the referral who became a new client.

Connect with Jeff:

  1. LinkedIn
  2. Facebook 
  3. Email Jeff

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Don Silver, Donald Kelly, The Sales Evangelist Podcast, Boardroom Communications

TSE 228: Fundamental Public Relations Principles That Will Boost Your Sales

Donald Kelly, Don Silver, Public Relations

From sales & marketing to PR, from traditional PR to social media and online presence, this guy absolutely knows what he’s talking about. And he certainly knows how to walk the talk more importantly.

Our awesome guest today is Don Silver, the Chief Operating Officer of Boardroom Communications, a statewide Florida-based public relations and marketing company. Having a 17-year sales & marketing career with large companies and having taken down some of their very big competitors to become a national sales manager of a $70-million company in Maine, Don eventually made a big leap from rocking the sales & marketing space to joining his sister, Julie, to develop a PR firm in Florida which his sister initially started.

Today, the company prides on a 25-year experience with 25 years worth of relationships. Many times, they are hired for relationships with the traditional media and online as well as for the industry and community outreaches in those markets. They are here to connect their clients with their target audiences and help them build those relationships.

Here are the highlights of my conversation with Don:

The similarities of PR and sales & marketing:

  • Relationship-driven
  • Target marketing and finding answers
  • Communicating one’s messaging and branding across various channels
  • Customer engagement

Best practices in customer engagement:

  1. Industry relations

Immerse yourself in the client’s industry or their target market’s industries. Become a player and a respected source for information. Get to know people you’re targeting.

  1. Community outreach

Find the causes you really care about and identify the organizations you want to be associated with. This includes sponsorship and events.

  1. Have a goal to make one new relationship (not 22, but 1)

Avoid the “pinball” approach. Make a relationship from a social event or social media and then take that offline. Having a coffee with them makes your customers more relaxed.

  1. Shut up a little bit and LISTEN.

Listen, listen, listen.

  1. Find a reason to follow up.

What are the keys that you’re going to leave with your customer?

  1. Remember, “Givers get.”

Determine what your relationships are and where you can benefit as an individual as well as other members of your circle of business friends.

Principles you can apply to build relationships with your clients:

  • Weekly meetings with educational sessions and guest speakers
  • Developing relationships across the community
  • Community outreach (Get out there!)
  • Client development
  • Find solutions and bring value to your clients (ex. 1-minute videos and larger corporate videos)
  • Focus on what’s most important to your clients.
  • Finding that “one thing” that is important to your clients. It’s different for different kinds of clients. And sometimes, those need change.

What BoardroomPR offers to clients:

  • Traditional PR (print, TV, & radio)
  • Online presence
  • Crisis management
  • Web development and management
  • Marketing and branding
  • SEO management
  • e-newsletters
  • Social media management

Challenges they’ve seen in their industry:  

The real estate market downturn in Florida in 2007

How they managed to bounce back:

Found other areas to really focus on:

  • Professional services (law firms, accounting firms, etc.)
  • Retail
  • Healthcare
  • Luxury condos (when the real estate market started to turn back)

Having a team in place and partnering with industry experts and specialists.

Don’s Major Takeaways:

  1. Give in to get. Get out there. And expand your contact list. Make a sincere effort to meet and get to know new people.
  2. Be an avid reader of traditional media. Listen to great podcasts like TSE. Always be learning and never think you know it all because you don’t. Read newspapers and be a specialist in your own industry in order to develop a reputation for being a go-to expert in your own industry.
  3. Don’t forget your competition. Be friendly and develop relationships with them because they might become some of your best referral sources as they’ve been for Don.

Connect with Don Silver through email at donsil@boardroompr.com or call him at 954-370-8999.

Episode resources:

Boardroom PR

 Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

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

 

 

Niel Guilarte, All Things Post, The Sales Evangelist

TSE 111: Corporate Selling v.s. Entrepreneurial Selling

Niel Guilarte, All Things Post, The Sales Evangelist During this interview, I was honored to interview Niel Guilarte about his experience in selling for a corporation to now as an entrepreneur. With over 25 years of sales experience, Niel has worked for large organizations such as AT&T, Sprint and OfficeMax in the capacity as a sales professional, sales training and marketing.

Niel is currently the owner of Wildstyle Media Group, a video production firm working with high end organizations developing movies. He is also the host of the “All Things Post” podcast, which focuses on the behind the scenes world of post productions.

During this episode we discuss some of the difference between corporate selling and selling as an entrepreneur.

Here are some of the major takeaways:

  • When selling for a cooperation focus on volume, but when you are an entrepreneur you need to build relationships because that needs to last for the long run.
  • The principle of the “Invisible Sale” is to do the best job on every project you are working on and as a result, your client will give you referrals.
  • Start selling your expertise as oppose to your services. Look for ways to offer what you know to your prospects and as a result they will buy from you over others who sell on features/benefits.
  • Seeds you planted in the past will grow when you least expect it.
  • Continue to do activities such as speaking at events, going to networking groups, helping others connect without any expectations in return.
  • Fake the funk! (Don’t quit because you don’t know something…just keep moving forward)
  • Seek to offer quality over quantity.
  • You can’t hide behind your logo as an entrepreneur because you are the brand!
  • The best sales experience is to LISTEN! Real recognize real.
  • Sometimes not selling is the best sales experience.

Stay connected to Niel:

 Facebook   Twitter 

All Things Post, Niel Guilarte

Mentions: Tampa Bay Business Owners 

Tampa Bay Business Owners

Cold Calling Course, How to Cold Call
Networking, Strategic Alliance, Business Meeting

TSE 108: 6 Things You Must Do To Gain Maximum Results From Networking Events

Networking, Strategic Alliance, Business Meeting Find the right event to go to

  • It has to be close to your niche and mutually beneficial for you to go.
  • Spend your time wisely.
  • Look at trade organizations where your ideal customers are.

Limit the amount of events you go to

  • Less is more.
  • Focus on the best ones.
  • 2-3 would be ideal.

Be a giver

  • It’s not always about you. Don’t be a taker.
  • Understand and know everyone in the group that you can possibly bring value to.
  • The more you give, you get 10 times the amount in return.

Look good

  • Look good. Smell good.
  • Make sure you have good breath. Bring some mints.

Have a goal

  • What do you want to gain from the event?
  • Give referrals: Find 3 people you want to connect.
  • Build strategic alliances: Find 3 complementary businesses.
  • Limit the number of business cards you’re giving out.

Make sure you have a message

  • Ask people first. Learn about them. Build relationships.
  • Have a message that you can share with them that will grab them.
  • Describe who your ideal customers are.
  • Describe what specific things you can do to help them.

Bonus:  Go! Just go!

  • Stop making excuses not to go.
  • Find someone you can go to these networking events with.

TSE Episode Sponsor 

This week’s episode is sponsored by Her Power Hustle. Check ’em out! They are launching their podcast pretty soon. They focus on resources for entrepreneurial women who crave success. Guys, you could go there too of course. Feel free to like their page. 

 

Sound effects and intro music by: http://www.freesfx.co.uk 

 

 

The Sales Evangelist

TSE 064: Don’t Let Your Prospects Do Mental Gymnastics!

Mental GymnasticsPicture this, you are at a trade show or networking event and are having a really good conversation with a sales professional. You find out that her kids go to the same school as your kids and you were able to connect. Then out of curiosity you ask her, “Mary, tell me more about what you do.” Just then in a instance it seems as if this once down to earth human being transformed in to corporate robot who spews out a rather lengthy, technical, buzzword filled riddle that leaves you with a headache truing to decipher the meaning of what the heck she just said. It’s as if you just did some mental gymnastics and after you are done, you are left confused as ever. You are so confused that you don’t know what to say next and just say, interesting and then you quietly excuse yourself. What could have been a cool networking experience turned totally south!

But imagine, if you were a prospect? Think of how many people Mary was pushing away because she was totally confusing them? As a buyer we have all experienced this before and because we are too embarrassed to ask and not wanting to reveal our ignorance we leave confused! Many sellers are doing this today, heck I know I have done it before in my early days of technology sales. I had to learn the hard way, but I want to hep you circumvent the pitfall of putting people through a confusing mental gymnastics riddle.

There’s a Problem

Many sellers, especially in the technology space think that if they use big buzz words they will come off more educated on their product/services and it will impress their prospects. Well, 99% of the time that is not the case. It ends up leaving them worse off than before they spoke with you. It actually damages the relationship because it causes the prospect to feel uncomfortable and not okay. Hint, people will buy from those that make them “feel good”. They buy from those who they know, like and trust. Since you made the prospect feel uncomfortable, they are less likely to engage with you again.

If they are not likely to engage with you, how in the world can you build a trusting relationship? It will not happen. Besides, the prospect would not want to encounter with you again because of the fact that they were embarrassed that they can’t seem to understand you. Think of it from the side of a potential business partner. If we were to refer back to the scenario at the beginning on the top of this page, what if the this lady speaking to Mary knew folks in search of Mary’s company’s product? That is a lost opportunity for Mary because people can’t understand the words coming out of her mouth.

Many sellers like Mary may not really understand what they do or are capable of doing for the prospect so they memorize their company’s or corporate’s jargon. The problem with tying to sound sophisticated by using big words or company’s jargon, is that you are not speaking for understanding for the prospect. You are doing it for yourself. You are doing it not to reveal your lack of knowledge or to impress and boost your own ego. The prospect and you both loose in the end.

Solution

The first thing to do is to recognize you have a problem. But how? Well, for one if your conversations are not developing after you tell people what you do or they are leaving looking confused, that’s probably a sign. Another way  to evaluate if your message is causing people to do some mental gymnastics is to get a family member or friend who is not familiar with your industry and share with them what you do. Have them promise to be honest before hand (family members usually are the best for this) and tell you if they understand what you do. If they can’t understand what you do, then that’s a likely sign you need to come up with a simpler message.

But, if you are like Mary or many others, here are a few things you can do to prevent the mental gymnastics routine:

  • Recognize that it is not about you! It is about your potential client or business partner. They are the ones that need to understand what you do. They don’t need or want a dissertation that is designed to boost your ego. They want to hear your value and if it can benefit them!
  • Find a 10 year old (preferably someone you know) a child, niece, nephew, cousin or family friend and explain to them what you do. Keep changing  your message so that they can understand.
  • Do the opposite of the “golden rule” and treat others the way that “they would like to be treated” and not “the way that you would like to be treated”. Every prospect or business partner are different, so treat them as unique individuals by adjusting your message according to practical terms/examples they can understand. Make it relevant to them.
  • Try not to use industry buzz words unless it is someone in your industry and would understand/appreciate them.
  • Keep it short and not a long drawn out message. If you can’t tell someone what you do in a few sentences, you probably don’t know exactly what your true value is.
  • Practice by recording yourself telling your imaginary friend what you do and listen to it over and over again. Make sure you are not speaking too quick or regurgitating big complex words from your company’s marketing material.

The great news is that the method works! Mary applied these soultions and is now happily engaging with others and finding meaningful business partnerships.

I too have found that the clearer I can explain what I do the more I have meaningful conversations which leads to more business opportunities. I learned the art of putting others first and speaking to their needs will always make me look more educated than if I was to blabber corporate jargon.

Mental gymnastic is tough stuff, lets all promise to stop dong it to our prospects. I hope that you enjoy this and that you see a difference as well, but most importantly, I want you to go out and DO BIG THINGS!

 MUSIC PROVIDED BY FREESFX

TSE 029: How To Become An Influencer with Dino Dogan Part 1!

Dino 1During this episode I interview the founder and CEO of Triberr, Dino Dogan. For those of you who don’t know about Triberr, it is a social network for bloggers that sends over 2 million monthly visits (and growing) to its members. It is a powerful avenue for anyone selling or desiring to grow an audience. With his years of experience building a powerful startup, Dino also offers great practical insights you can take and apply. With his knowledge you can learn how to grow your influence, gain loyal advocates and become a better seller. We had a great discussion and a lot of information was shared by Dino, so much that I had to break up the interview into two parts.

Some of the key take aways are:

  • Use your advocates to help you sell
  • Build your own voice online by starting a blog where you can create and educate your audience on related content
  • Writing is a skill that you can learn, you don’t have to be born with it
  • Don’t be afraid of taking a position
  • Be very specific when you write or create content for your audience 
  • Share yourself and people will want to learn from you.
  • Don’t share someone else’s experience, speak from your experiences

triberr

Book recommendation by Dino 

Fascinate: Your 7 Triggers to Persuasion and Captivation 

Stay connected with Dino:

DinoDogan.com 

Twitter

MUSIC PROVIDED BY FREESFX

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TSE 013: “The Best Way To Get Referrals, Is To Give Referrals” Bryan Daly

Bryan DaleyIn this episode I interview Bryan Daly who is a local financial expert. Three years ago Bryan Daly started a local networking group after he left the mortgage industry. Bryan’s networking group (Palm Beach Business Connection: Your Link to Local Business) has grown to over 15,000 members strong and stretches across multiple states. When Bryan started his networking group, he built it on the premise that “anything of real value only multiple when it is given freely”.

While speaking with Bryan he gave some great advise, I didn’t write them all down, but here are a few major takeaway from our conversation:

    • Go to networking events with the idea to see what you can give
    • Networking is more about farming than it is hunting
    • When you go to a networking event, seek to make a new friend every time
    • When you give a referral, others will want to give you something in return (try it!)
    • If you give a referral, make it easy for the receiver by preparing the prospect and being there for an in-person introduction if possible
    • A few books Bryan mentioned:Endless ReferralsThe Go-GiverThe Slight Edge
    • Bryan’s group “Your Link to Local Business”  is focused on the right mix of online and offline networking

If you enjoyed learning from Bryan today, feel free to connect with him here at bryan@bryandaly.com

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TSE 010: Networking 101 With Donald Kelly

Donald Kelly “The Sales Evangelist”Networking is a very critical role for any sales representative, but many people do not know how to effectively do it. Over the next two weeks I have two amazing guests who will share their expertise on networking and how to do it right. During this episode I kick off our networking crusade with some very fundamental tips about networking. I also share a story how I received an excellent employment opportunity from an unlikely networking source, a competitor!

I feel that there are many different ways you can network, online or off-line. Here is a critical principle to understand when networking, seek to find opportunity to give more than to receive. I promise as you do this you will see a tremendous difference in your capability to effectively network.

Come and check out the episode, I know you will enjoy it.

 

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