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Donald Kelly, TSE Hustler's League, The Sales Evangelist

TSE 545: TSE Hustler’s League-“Researching Without Wasting Time – Part 2”

Donald Kelly, TSE Hustler's League, The Sales EvangelistToday’s snippet taken from one of our previous sessions over at the TSE Hustler’s League is Part 2 of last week’s topic (TSE Episode 540) where we discuss ways to research on your prospects without wasting time.

Strategies for maximizing your research:

  1. Use Facebook.

Find out personal nuggets about them, basically, what matters the most. Don’t do too much research on their Facebook and come out creepy. You want to ask meaningful questions. If they vent about some issues they have, subtly bring them up in the conversation.

  1. Check the company website.

Read about them and their boss on the company webpage. Look up company announcements, recent activities, etc.

  1. Search for the individual by “name” on Google.

Be sure to put the quotation mark so the results you get are specific to this particular client.

  1. Figure out which particular product are they making the most money on.

If you can’t find it from the company itself, try to look up their competitors and see what particular product is most profitable to them. So it’s probably going to be the same thing with your prospect.

  1. Find out who is the ideal customer for them.

Do they have an avatar?

  1. Educate.

The whole point of the first meeting is to get some information but also be able to educate them and present stuff they may not have known. You may also do this through asking them.

Figure out how their email automation process is like by signing up for their newsletter. Get on the competitor’s email automation to see some of their sequences and then you can use that information to educate your prospects.

  1. Use other company search sites such as:
  • Quora (See what questions people have asked on Quora and you can bring it up in the meeting)
  • Glassdoor
  • Data.com
  • Hoovers

Episode Resources:

Check out TSE 540: Researching Without Wasting Time – Part 1

Quora

Glassdoor

Data.com

Hoovers

Check out the TSE Hustler’s League

The Sales Development Playbook by Trish Bertuzzi

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Current Customers, The Sales Evangelist, Donald Kelly

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

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

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

Here are the highlights of today’s episode:

My ATS (After The Sales) Strategy:

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

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

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

Ways to double your revenue:

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

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

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

Episode Resources:

The 48 Laws of Power by Robert Greene

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Upselling, Dr. Carrie Rose, Donald Kelly, The Sales Evangelist

TSE 358: How To Increase Sales Through Effective UpSelling Offers

Upselling, Dr. Carrie Rose, Donald Kelly, The Sales Evangelist Today, we’re going to talk about how to increase sales through up selling offers. But first of all, I’ve got a few questions for you:

  • Are you currently making sure that you are up selling to your customers or are you too afraid to ask?
  • What kind of product can you create on the front end that makes your product or service be the upsell?

We have a very exciting topic on the show today and joining me is Dr. Carrie Rose. She is a Partner with Brand Legend Inc., that handles digital branding for clients where she specifically focuses on online course creation and info product creation.

Here are the highlights of my conversation with Carrie:

Once you’ve made the sale, you’re 6-7 times more likely to make another sale from that same customer if they are happy and satisfied.

Reason for failure to upsell: Fear

Are you good enough to make the sale? Are you enough to offer value in a more interesting way? Fear can play a role in this. But do you know your customer? Do you know what your customer wants? Checking in with people is the best way to start.

Ways to check in with your potential customers:

  • Surveys
  • Split testing
  • Reaching out to your current clients

Effective strategies for upselling:

  1. Reach out.

Reach out and find out what kind of product they’re wanting and develop that for them.

  1. Put a price on it.

People tend to attach more value to something they paid for. When they get something for free, they don’t necessarily value it and the same if you give it to them too low. Putting a price on it a little higher makes them respect it more and listen more.

Sometimes, too, having a cheaper item takes 2-10x work to sell it to one person versus having a higher price and you won’t have to sell it as much. With a higher end product, you earn more while using less time and less resources.

  1. Have the desire to just jump in and do it.

Sheer determination is key. Creating a course is a financial investment. But it’s a matter of pulling the trigger and giving it a go. Take the risk. Get uncomfortable in order to take chances.

  1. Desire less for perfectionism.

People are afraid to launch because they want everything to be perfect. And it’s never perfect until you launch. It’s never perfect until you get that feedback that tells you how to change it from the people experiencing it on the other side. Just go, see, and find out.

  1. Less transactional, more relational.

Whether you’re automating a process or not, understand that before the money was in your bank account, it was in somebody else’s bank account. Do personal phone calls when you follow up with them.

How to build yourself to take risks:

  1. Take action.

The magic that happens from going. The magic that happens from momentum. You can have a vision board all day long, but unless you do something about it nothing will happen.

  1. Ask for it.

Be brave about it. If you find out you’re asking for a price that is not selling, then change the product or service or price. You basically get data from it and it’s where you can make your decisions on.

  1. Make it a habit.

When is the right time to upsell? Always. Just always ask for it.

Upselling Lines and Phrases:

Be natural. How can you be natural? Build that personal relationship first. When you’re invested in your clients, it’s a lot easier to ask. You’re asking from a place of heart and not from a place of trying to make money.

Carrie’s Major Takeaway:

Ask. Develop a method for feedback you can tie to your business that works for you. Find a system that makes it personal. Develop a series of questions inside of your business to clarify how you’re supporting them. Find out what else they want. Make sure you’re focused on them and doing your research.

Episode Resources:

Get connected with Carrie on www.drcarrierose.com or www.brandlegend.us. Also find her on Facebook.

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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The Sales Evangelist, Donald Kelly, Donald C. Kelly