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Kimberlee Slavik, Visnostics, The Sales Evangelist

TSE 1141: The Fundamentals of Visnostic Selling

 

Kimberlee Slavik, Visnostics, The Sales EvangelistVisnostic selling translates your information from vendor-speak to client-speak, and sellers who understand the fundamentals of visnostic selling will change the way they think about sales. 

Kimberlee Slavik has been a top performer in sales for more than 20 years, and she recently released a book called Visnostic Selling. Her goal is to help sales and marketing professionals harness the power of neuroscience by translating vendor-speak into client-speak. 

Storytelling

Kimberlee always assumed her sales success resulted largely from dumb luck until she listened to Michael Bosworth’s latest book, What Great Salespeople Do. The book talks about storytelling and neuroscience and explains the chemical reactions that happen in the brain. Stories make the Bible the best-selling book of all time because they allow readers to visualize events.  

She was listening to the book while she was driving so she couldn’t highlight or make notes, but the content made sense to her. It was the first time she recognized the science behind her own success. 

Because her career selling complex intangibles requires her to qualify clients very well, she must be able to articulate what she can do for them. She hopes to help other people figure out the science that it took her so long to discover. 

Visnostics

Visnostics is a trademarked word that combines visualization and diagnostics. Instead of showing up to a demonstration with a bunch of slides or a brochure or a website full of words to say, visnostics teaches you to reword everything. Speak in the first-person as though the client was actually saying these things. When you do, it triggers a completely different response in the brain. The order of words also plays a tremendous role. 

This isn’t a questionnaire that asks questions on your way to helping you diagnose. Truthfully, no one looks forward to filling out surveys. Instead, provide a statement instead of a question and offer three different ways to respond:

  • “I can say this today.”
  • “I wish I could say this today.” 
  • “I don’t know.”

If your prospect chooses the first option, he must score himself on a scale of 1 to 5, with 1 meaning he has a long way to go and 5 meaning it’s perfect. 

They’re very engaged because they know they have to respond to what you’re saying. It allows you to sort of hijack the prospect’s brain because they have to concentrate to answer. It’s a powerful tool for sellers.

When you trigger chemicals in your client’s brain without him even realizing it, that’s powerful. The prospect wants to tell you his story because this is what the visnostic statement creates. Instead of the seller doing all the talking, this process prompts the client to share their stories.

Visnostic statements

The book teaches people to create a spreadsheet in which one column includes all of the seller’s visnostic statements, and the book also helps sellers understand how to create those powerful visnostic statements. Another column maps out each of the visnostic statements to a summarization of a statement of work. In other words, how you can turn a non-strength into a strength. 

Once the salesperson walks the client through the statements, they’ll have a sense of the things that the client is doing well, the areas with the biggest room for improvement, and areas that simply need tweaking. 

Within an hour or two, the seller can be confident and competent in front of their clients. 

Getting started

Kimberlee begins by asking sellers to visualize a dollar sign, a clock, and a toolbox. Those images represent results related to finances and timelines and there’s an associated impact. The first words will be “I’m going to save you $1 million in a month.” For an office furniture salesperson, the aerodynamic office furniture will create more comfortable employees who work harder and work longer. The seller will then establish visnostic statements according to segmentation. 

You can figure out your segmentation by talking to past clients who will tell you more than your marketing department ever could. Since they are actually using the furniture, they’ll help you flush out differentiation.

Change your approach

When you start thinking dollar sign, clock, and toolbox, revisit your own marketing message. Start at your own website and pick out all the words that represent results. Many people are disappointed to discover that they don’t have as many as they thought they did. It might trigger you to find results by talking to past clients to understand how working with you has impacted their lives. 

One real estate agent had recommendations that all sounded the same on his site. He had a long paragraph that took up half the page describing his work. Kimberlee had to dig to find results statements, but when she did, she put together this visnostic statement: 

“My realtor had a contract on all three of my homes in less than a week when all other realtors were averaging 100 days or more.”

The reader now knows that the person sharing the recommendation wasn’t just a lucky sell. The realtor sold three homes in less than a week. The statement also differentiated the realtor from his competition by specifying how long other realtors were taking to sell houses. 

This new way of thinking will change the way you view your marketing materials, your brochures, and your website. 

Working well

Most organizations are oblivious to the fact that marketing and sales don’t work well together. Her workshops require that marketing and sales sit in the same room together during the translation from features and functions into visnostic language. They move from vendor-speak to client-speak and it makes a world of difference. 

Anytime the two teams work together, it creates a powerful team-building exercise. When their efforts are aligned and they are in sync, magic happens. When they are out of alignment, sales suffer. 

Managers who are interested in this kind of training must do their homework first. Make sure you’ve bought into the program and that you understand it. Kimberlee invites readers to connect with her personally for what amounts to a free consultation. 

After the initial consultation, she invites organizations to put their very best presenter on the phone with her. She does a Zoom call to record the presentation so she can see the best presentation they have to offer. She then dissects and separates it to identify vendor-speak and client-speak. 

Kimberlee did this for a Fortune 20 company, and the result was 28 pages of transcript, and of those, only half a page amounted to information the client would like to have. Additionally, the graphics weren’t designed to help the audience retain the data being presented.

Painting a picture

Kimberlee worked with a realtor in the sale of her own house who used visnostics to generate interest. She wrote a description about a dock that the homeowners could visit at the end of a long day, and a kitchen island that was big enough for mom and dad to make lunches at while the kids sat down for breakfast. She described the kind of life people might live inside the house, and she got 7 offers on the first day. The house ultimately sold for more than $30,000 over asking price.

The realtor had people competing for the house, and she got three new listings with people who wanted to use the same approach to sell their own houses. 

“Fundamentals of Visnostic Selling” episode resources

Connect with Kimberlee on LinkedIn or Google the term visnostic. Listeners can email her at podcast@dynaexec.com to get something from Kimberlee, and then she’ll send the feedback to The Sales Evangelist so we can continue to help more people understand why podcasts are a valuable use of time. 

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.

As a savvy seller, you’ll want to continue learning, and you can take advantage of a free 30-day trial, complete with a free audiobook, on Audible. They have thousands of books to choose from and you can begin your free trial today. 

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.

 

Donald Kelly, Chala Dincoy, Closing The Deal, EMSDC,

TSE 1056: 5 Closing Mistakes That Prolong the Selling Cycle

Many small business owners and sales reps face challenges with closing, and there are five closing mistakes that will prolong your selling cycle.

I met Chala Dincoy at the Eastern Minority Supplier Development Council ROAR Conference, and today she’ll talk to us about the mistakes that can delay or prolong your selling cycle.

Chala is an elevator pitch coach who helps people get into the room. Then, once they’ve landed a sales meeting, she helps them close it faster.

The greatest challenge, she said, is getting the appointment because people don’t stand out. About 86 percent of buyers think you’re the same as your competition. Now she teaches reps how to get through the noise and stand out.

Interestingly, she pointed out that many companies don’t use titles like “sales rep” on their business cards anymore because it puts people off to see that someone is in sales.

Thought leadership

That’s the first closing mistake.

The second is you haven’t specifically addressed the customers’ pain points. So now you’re in the wrong room and the wrong people are in the room with you.

You end up talking to lower level managers who pass you off over and over. As a result, you’re never able to get to the influencers that you need to reach.

The real trick, then, is to change your marketing so that you’re in front of decision makers all the time.

Since Chala’s sweet spot is diversity businesses, she works to get in front of conferences where those people are gathered. She has their business cards and they are talking to her at conferences.

This is the kind of marketing you should do, via speaking, networking, blogging, and any other kind of thought leadership.

Branding

Your branding is one of the tools that gets you into the room. Sheryl Sandberg is a celebrity in the business world, and you can do the same thing in the world of your target.

Chala recalls being at a recent conference where five people hugged her as she got off of an elevator. Though she didn’t know them, she says it’s a sign that you’re becoming known in your industry.

Once they know who you are, it’s really easy to land an appointment. It’s easy to invite them to an executive round table and for them to say yes.

Realize, too, that though everyone might be able to benefit from what you’re selling, not everyone needs it. We all sit in chairs, for example, but I may not need the kind of chair you’re selling.

Pain

Seventy percent of humans purchase based upon pain, so if they have a problem, they buy. The flip side is that only 30 percent of people will buy if you’re selling based on improving something.

Chala is fond of the saying, “No pain, no sale.” The third mistake is trying to sell something without addressing pain.

Stories have to be about the pain. When you’re in a presentation, offer case studies of pain. Your elevator pitch has to be based on pain. And all of it has to be the same pain.

We must niche down and focus.

Stop talking about yourself. No one cares how many offices you have or how many awards you’ve won.

Your prospects only care about the pain.

The purse

You must have both the budget and the authority in the room with you. Failure to do so is mistake number four.

We often call it the purse and the pain. If the pain doesn’t have the purse, no decision can be made, and vice versa.

As an extension of that, lower level managers may talk about a different kind of pain that company leadership will. If you base your entire presentation around one person’s pain, especially if that person isn’t the decision maker, your presentation will miss its mark.

You must have both people in the room.

Finally, avoid leaving without a next appointment. You must establish a next step with your prospects.

If they tell you they can’t commit to a date because there are other stakeholders involved and they don’t know all the schedules, then set a date to get a date. In other words, schedule a day that you’ll call to set up the next appointment.

If they aren’t willing to give you a date, it’s a really strong indicator that they aren’t going to buy.

Stop talking about yourself and connect with their pain points.

“Closing Mistakes” episode resources

You can connect with Chala at LinkedIn or at repositioner.com and you can take a quiz to determine how good your elevator pitch is.

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.

Effective Onboarding, Customer Service, Donald Kelly, The Sales Evangelist Podcast, Jamie Masters

TSE 1031: Show Our Customer Love Through Effective Onboarding

As sales reps, we often forget that we can show our customers love through effective onboarding. We invest so much of our focus on getting new customers that we don’t necessarily think about how we can deliver an awesome experience once they’ve committed.

Jamie Masters has been a business coach for over 10 years. She has interviewed close to 500 millionaires and billionaires in business in order to learn what they actually do, as opposed to what is written about them in books. As a result, she has extensive knowledge about how successful people run their businesses.

The nitty-gritty details

She says business is never pretty and certainly never perfect. But there are many cool ways, she has learned, to make the nitty-gritty details easier, better, and less stressful.

Many entrepreneurs and salespersons are visionary, big-idea thinkers who sometimes find themselves frustrated when they try to implement their ideas. It is imperative that they find someone who can help accomplish all the minor details; to help with the nitty-gritty.

Jamie used to work as a project manager – she identifies as a Super Geek – but yet even as the owner of her company, she struggles when dealing with details. She just hates it.  Her right-hand operator, however, has no problem handling details, for which Jamie is eternally grateful.

Business owners and salespeople, generally speaking, have many similar qualities. Most of the time, for example, the owner is often the salesperson for the company, particularly in the beginning. It can be difficult, however, to concentrate on the visionary quality and relationships of the business without having to worry about dropping things.

Backup person

Having a backup person who can help with the nitty-gritty details provides that opportunity. The freedom to maneuver without worry makes a huge difference.

Jamie knows from experience that people are usually super-excited about a sale at the beginning. But if important details are dropped as the process moves along, the customer will begin to have reservations and will doubt the legitimacy of the product and the sales rep.

There are ways, however, to automate the sales process which will not only allow you to keep your customers but will impress them. If you are successful in sales, the process will only repeat itself – hopefully, many times over – so why not put a system in place to make it easier for everyone?

When a company is organized, when it has a great system in place, it is exciting, as a sales rep, to execute the vision. It is exciting to share a level of expertise with your clients. It makes the clients feel important and valued as well.

The process

If, for example, you can’t find the onboarding documents to send to your new client, or you don’t know which revision to send, it only creates confusion and unnecessary stress for everyone.

As a business coach, Jamie’s clients begin by walking through each step of their current process to evaluate what works and what doesn’t work. Each piece – every email, every document – is analyzed from the viewpoint of a prospect and a client. Are the forms up-to-date? Are they relevant?

Jamie learned of many instances when a client was turned off by the onboarding experience despite the broad value of the product or service. They simply would decide to look somewhere else.

If money has not exchanged hands yet, however, you are still in the sales process. Onboarding does not begin until a payment has been processed.

She prefers to frontload the payment and to begin the onboarding experience after.

Handshake deals require a lot of work up-front but offer no guarantee. Of course, it does depend on the industry. It is important to know and understand the differences between those requiring high-touch and those that are low-touch, for example.

Your strengths

Jamie’s operator keeps things running smoothly and makes sure Jamie is doing what she needs to do.

Salespeople don’t always think about the benefit of having an assistant but they should.

Jamie believes it is important to decide how much you are willing to invest in the onboarding of your customers.

If you are dealing with high-touch sales, for example, the number of nitty-gritty details can be overwhelming. In some instances, it can involve sending welcome packets and gifts. It just depends on how you want to set it up.

Jamie usually sends a welcome packet to increase the level of touch. Her customers also have the opportunity to follow up with a person via an online forum. It enables her to gain as much information from the client as possible so that she can, in return, ensure that she meets their needs.

Love languages

The 5 Love Languages is a book with an online quiz that Jamie recommends. It will let you know if the use of love languages is appropriate for your industry. Jamie discovered that, for a business coach, it is completely appropriate.

Each person thinks differently about things. Some clients might love to receive gifts, for example. Jamie sends very tailored gift packages to her clients to make them feel special. The contents are unique, interesting, and useful, and the effort makes her business stand out.

It is also a way to acknowledge the sometimes large amounts of money your client has invested with you. It is a handwritten note but on a larger scale.  The time and effort spent personalizing the interactions you have with your client will deepen the relationship with that client.

Something as personal, yet as simple, as an actual phone call also shows that you care and are willing to go above and beyond the usual.

The goal is to reduce the number of touch points without sacrificing value. When the process is automated, you can maintain the number of touches without creating more work for yourself. Then, instead of sending one overwhelming welcome packet, you can divide the content into several gifts.

It is why Jamie prefers payment up front. It allows her to then focus on collecting the data she needs to learn more about her customers so that she can find the best way to proceed with the onboarding experience.

She sends one email or questionnaire at a time so that no amount of required paperwork takes up too much of her client’s time. It is all automated. The forms or emails are sent only as the information is needed. In this way, the client is never overwhelmed with nitty-gritty details.

Empathy for customers

Jamie’s newest program, Ownerbox.com, is for busy entrepreneurs who are all working 60 hours a week. The last thing they want to have to do is more paperwork, which creates more work with no results for the effort or the money.

Jamie doesn’t allow them into the site or the program at the beginning. Instead, they receive one video which she personally views with them. She does not want to overwhelm someone who is already super busy and stressed.

She strives to make sure their experience is smooth and simplistic. It helps to imagine herself as the customer and to then tailor the onboarding experience the way she would want to experience it.

Sometimes, as sales reps or business owners, we are too close to our own work. We continue to do things a certain way because ‘it has always been done that way.’ It is easy to see the gaps in another person’s process and realize how small tweaks along the way can make a huge difference.

Game time

Think about what you can do to make the process easier. What can you do to create an experience that will excite your client?

It has been said that ‘insanity is doing the same thing over and over while expecting a different result.’ As entrepreneurs, it is sometimes all we do!

We gain another client but then scramble to find the right documents. The whole goal is to gain more clients and make more sales, but we can’t do that when we are distracted by the nitty-gritty.

Jamie strongly believes that it does not take a lot of time to rethink and clarify your onboarding experience. Something as simple as knowing the client’s birthday and setting up an automated system to send out a card will return dividends.

Your software

Nine times out of 10, people don’t like the software program they have. All software has problems but knowing your software well and making it work for you and your team is vital. Make a commitment to the software program you’ve chosen, learn it, and love it. It will save you time in the long run.

Jamie insists that we make time now in our calendars to take action on everything discussed here today. While it is not urgent to the onboarding process, it is important because it will make all the difference in the long run.

Spend an hour and make the necessary tweaks.

“Effective Onboarding” episode resources

Jamie has kindly put together an entire landing page of checklists and other information especially for TSE listeners. Find it at www.eventualmilllionare.com/TSE. You can also learn more about Jamie and her team at www.ownerbox.com.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

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.

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

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

 

 

 

Halloween, Prospecting, Losing Prospects, Donald Kelly

TSE 954: Sales From The Street: “Scary Cat”

Halloween, Prospecting, Losing Prospects, Donald KellyWhen you pursue prospects but don’t get responses, it can be intimidating. We don’t want to lose those prospects, but we don’t know why they aren’t responding.

On today’s episode of Sales From The Street, we’re talking about loss aversion, and how it can be scary for sales reps to lose prospects, and also what you can do to get past it.

It really isn’t so scary.

Loss aversion

The truth of loss aversion is that we’re often more concerned about losing something than we are about gaining something.

Sometimes that fear can be detrimental because we don’t change. We stay with the status quo because it’s safe. It’s human nature.

I struggle the same way in that I didn’t want my prospects to reply to my communications when I wasn’t there.

I sold document management software to city and county governments, and the buying process is long when the government is involved.

If I sent out emails to all the IT people and I didn’t hear anything back, I continued sending the same emails over and over. It was easier to keep sending those repeat emails to people I knew than to find new people.

I was afraid that if I didn’t email them today, I might miss the day when they actually wanted to commit.

If it’s not the right fit, move on.

Market share

Out of the thousands of people who are in your market share, you’re probably communicating with about 60. You’re probably also guilty of thinking you have to keep them because they are the only ones.

If that’s where your head is, you have a mad dose of loss aversion. You’re afraid of giving up stuff and moving on and trying something new.

You’re afraid of trying something new and pursuing new prospects.

Sometimes we have to let go of the things that are holding us back. There’s a fine line between persistence and hoarding. 

Cold campaigns

I use prospect.io for my cold campaigns because it’s simple. I can send a sequence of personalized emails that go out automatically on a scheduled sequence based upon certain conversion metrics.

At the same time, I’m doing phone calls as well as taking advantage of snail mail. By the time I complete the process, if no one answers, then something isn’t right. It probably isn’t a good fit, so I move on.

If I’ve exhausted everything I could humanly do but they aren’t raising their hands to say they are interested, I’ll push them aside to make room for others who might be interested.

The world doesn’t end.

If those people do eventually come around, they know how to reach me because I’ve contacted them by every way possible.  In the meantime, I’ll put them on a drip campaign.

Now think of how many I would lose if I kept focusing on these customers instead of looking for new ones.

One of my sales trainers told me you can never lose something you never had, and I’ve never forgotten that.

“Scary Cat” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

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

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

Audio provided by Free SFX and Bensound.

Matt Suggs, MediaFly, The Sales Evangelist, Donald Kelly

TSE 946: Three Effective Ways To Create Loyalty

The buying process has changed, and by the time your prospect gets to you, he has already done a substantial amount of online research. A recent study showed that 68 percent of people in the B2B space believe online information is far more helpful to them than the information they get from salespeople.

On today’s episode of The Sales Evangelist, we talk to Matt Suggs, executive vice president of Mediafly, about developing better presentations to create loyalty.

Mediafly creates mobile selling tools for large companies to use to their customers.

Loyalty

Loyal customers will see you as a partner in their business. If your customer sees you as a vendor, you don’t have loyalty.

The challenge for salespeople today is that buyers have access to vast information on the Internet. Some of that information is true and some of it isn’t.

Think of the things a salesperson would least like to hear from his clients. The worst thing would be hearing that your customer purchased a different solution from another vendor because they didn’t know you provided that capability. If they didn’t know you offered it, you missed an opportunity to help them solve that problem.

Perhaps your customer doesn’t have a full understanding of all that you do. Think back to your customers over time and evaluate whether they call you about a problem even if you’re ultimately going to point them to someone else.

Make sure you’re their first stop.

Building relationships

The most important consideration is how much value you bring to the customer. Do an honest assessment of your capabilities and build a relationship with your customer based on your strengths.

Responsiveness is a big component. Your customer will likely call the provider that is the most responsive to his communication because he wants an answer quickly.

Knowledge is important as well. If you present the same information to every single buyer without tailoring the conversation to each prospect and making the presentation relevant, the buyer will be less likely to see you as a partner.

Capitalize on your own capabilities. Use your strengths to solve problems for your partners so they learn that you’ll help them solve their problems.

Make every conversation valuable to the client rather than simply pushing product.

Maintaining clients

Many salespeople excel at discovery. They’re good at finding what the customer needs. Most are able to use it to run their sales process. 

When you engage with the client, use discovery to tailor the solutions and conversations to the client. Tie those solutions and conversations to the information that you found during discovery.

Realize, though, that your engagement after the sale is just as critical because your customer can go find another provider.

When you compare the cost of acquiring a new client to the cost of maintaining an existing one, it’s obvious that implementing solutions for your existing clients is important than ever.

The ability to go back to past clients is critical to long-term success, and you’ll need those clients to develop new ones.

Those clients, for example, will provide referrals for prospective buyers, and your relationship with each customer is part of that positive reference.

The hit-and-run sales approach will eventually catch up to you in the long run. You’ll eventually wear out your welcome. You’ll build a reputation for that kind of activity.

Interactions

Ensure that every interaction you have with your customer provides value to that customer. Loyalty is about maintaining those clients.

Making sure that you prepare adequately for each interaction is vital. Don’t take your customers for granted.

Create scorecards or health checks that help you keep the finger on the pulse of that client.

Every company has a couple of metrics they use to measure customer satisfaction, but the customer may measure it differently. Talk with the client about what’s important to him.

Get your sales and customer success teams working together. Treat your client the same on the last day of the relationship as you did when you were selling them initially.

Ensure that they never feel a dropoff in your concern or care about that account.

“Create Loyalty” episode resources

Connect with Matt at Mediafly, and check out the available webinars about the tools they have to offer.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

The upcoming semester of TSE Hustler’s League will focus on prospecting. We’ll give you insights and tools that will help you gain new customers. We’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

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

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Audio provided by Free SFX and Bensound.

Relationship Selling, Sales Basic, Donald Kelly, The Sales Evangelist

TSE 827: Sales Basic 101…Keep The Relationship Going

Relationship Selling, Sales Basic, Donald Kelly, The Sales EvangelistYou don’t want your customer to feel duped. If you spend months working your sales cycle only to disappear after your customer commits to the purchase, she will likely feel like you only cared about the money. You must continue the relationship.

Today on The Sales Evangelist, we’re going to talk about the steps you can take to make sure that your customer doesn’t feel like you only cared about the sale.

Continue the relationship.

I understand the need to keep your pipeline fed. The numbers game says that the more doors you knock on, the more opportunities you have to close a deal.

I want you to understand the need to move your prospect into a role as a client who is a happy, raving fan. I want you to understand the long-term approach.

Especially in industries with long sales cycles, you develop a certain level of intimacy with your prospects. You know about her family, about her work situation, about many issues that are personal for her.

Now imagine that she has paid for your product, and she’s ready to start finding solutions and implementing the product, and you’re completely gone.

The truth is that everyone must focus on their area of expertise. The implementation team doesn’t want you micromanaging their part of the puzzle.

So how can you help your new customer transition to the next department without feeling forgotten?

Take small actions.

1.  Prepare your new customer for the next step in the cycle. If the implementation team will take over and help them begin using your product, prepare her for what that might look like.

Give her a map of what to expect over the next few weeks.

2.  Send some sort of acknowledgement as a “thank you” for the business. If your industry allows it, consider sending a gift of appreciation.

Let her know how much you appreciate her business.

3. During the on-boarding process, check in on a regular basis. Perhaps call once a week just to make sure that everything is going as expected.

Ask if there’s anything you can do to help move the process along.

4.  Move the conversation from email to something else. If you continue your relationship on LinkedIn, you can provide a recommendation for your customer and she may just return the favor.

5. Do something nice for your customer “just because.” If you see a book that makes you think of her, send it with a note.

Besides, if you have an opportunity to upset or upgrade later, you want her to know that you’re still around.

Episode resources

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

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

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

Audio provided by Free SFX.

TSE Hustler's League, Sales Coaching, New Sales People, Asking for Referrals

TSE 765: TSE Hustler’s League-“How Do I Ask?”

TSE Hustler's League, Sales Coaching, New Sales People, Asking for Referrals

Are you open to getting referrals from clients? Do you ask for referrals?

“Who do you know will benefit from what we offer?”

This is actually the most common question people ask when asking for referrals. But there’s a better, more effective way of doing this.

I have come to recognize that many salespeople do not ask for referrals because they don’t know how to ask for referrals. During this episode, I will share with you how to easily ask for referrals.

Be specific.

Make it easy for your prospects to give you a referral.

Follow up and be grateful to them even if you’re weren’t able to close the deal with them.

Tell your prospect once you’ve connected with their referred person and even if you weren’t able to close, be sure to still thank them.

Strategies When Asking for Referrals:

1. Use LinkedIn

Try to check a person’s connections on LinkedIn and see who are other business owners of the same size who may be a good fit for you.

2. Ask Your Prospect

Mention to them how this person is connected with the specific person who can be a potential customer for your company.Then ask them if they can introduce you to that specific person.

3. Create an email template.

The key here is to eliminate as much as the nuances or difficulties as possible for your prospect. So when you ask them to give the referral an introductory email, offer them a template introduction email they can use which they can use and tweak as they please.

4. Give a referral.

Sometimes, the best way to get a referral is to give them a referral for a service or product they may use. This increase the trust factor and they would naturally want to help you in return by finding people they can refer to you.

Episode Resources:

Building a Story Brand by Donald Miller

Check out the TSE Hustler’s League.

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

Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales Evangelist

TSE 528: Cold Emails and Cold Calling Are Not Dead!

Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales EvangelistDoes cold calling still work? Picking up that phone book and calling all the numbers listed would probably no longer be as effective. But the short answer is definitely yes. Cold calling or cold email still works. The key is to have an effective way of prospecting.

My guest today, Marylou Tyler, is going to share with us some unique ways on how you can improve your prospecting skills. Marylou is the author of Predictable Prospecting and co-author of Predictable Revenue.

Here are the highlights of my conversation with Marylou:

Does cold calling still work?

Cold contact is a tool that you can leverage along with the other available tools now. The best tool depends on who you’re starting the conversation with. Help drive how your prospect likes to be sold, how they like to start the conversation, how they consume your content, and how they’re going to engage with you. Look at the person first and then build the tools around it, not the other way around.

Strategies for getting started with cold calling:

  1. Assessing the “state of the union”

Where are you at today? What does your lead flow look like? Where is it coming from? Also review your pipeline, your process, the people you’re selling to, etc.

  1. Leverage available tools to start the conversation

Know the relative position of where these people are along your pipeline.

  • Cold status: No response to any type of your advertising but are good targets
  • Tool you can use: Cold email engine and sequence
  • Value: You help build awareness around the “why” – why people should change, why now, and why you.
  1. Overlay that with levels of awareness

Some people may not be aware of the problem, so look at where you are relative to the position of the leads in the pipeline and their levels of awareness or where they are.

  1. Start a conversation, it’s compelling enough for them to be interrupted

Prospects would be amazed knowing that you know where they’re at. That’s the purpose of the email engine – not the external searches for people to find you, but the internal need that drives them to make a change. That’s where your phone conversation must be focused on.

The Concept of Pre-Call Planning:

  • Write out scripts including an “objection tree” so you’d know which rabbit hole people are going down and how you can steer them back into the active pipeline.
  • Outline every conversation you have with prospects including the objection, how you answered it, why it’s important, and what’s the next step.
  • Write things out. Internalize them and practice them daily.

Strategies for having more consistent and reliable flow of leads:

  • Target the people you want to have conversation with.
  • Practice, practice, practice. The more you’re on the phone, the better you’re going to get in terms of tonality, enthusiasm, etc.

How to get a high quality call list:

  1. Go to some place that have lists
  • List vendors where you can rent a list.
  • Ability to scrape the internet and use tools to find companion phone numbers that go along with the name or email.
  • Offshore services to find information for you.
  1. Make sure who you want to target
  • Have query parameters that allow you to fit your sweet spot.
  • Farm that out via query just to get the counts of how many records are available.

When (in the sales process) do you use cold calling:

  • Determine the nature and number of your touch points as a baseline.
  • When to use cold calling or cold emailing is based on your buyer persona.

Tips for creating your email messages:

  1. Cadence (Marylou has a chapter about this in her book Predictable Revenue)
  • Craft your email based on the hero’s journey of your favorite movie.
  • List the outcome. Contrast where they are now to where they could be. Leverage your other existing clients who have gone before them and solved the problem as well as people who chose to wait and what it meant in terms of loss aversion. Many people are more motivated by what they stand to lose than what they stand to gain.
  • Call-to Action. You’re the guide, they’re the hero. Switch to logic with specificity so they will feel good about making that decision for the call-to-action.
  1. Length of the Emails

Depending on the prospects’ levels of awareness, they will consume information roughly based on that level. The less aware they are, the shorter the email.

  1. Subject lines

The goal is to get their eyeballs to move to that first line by using emotional/psychological triggers based on the buyer persona. (Refer to the 6 principles by Robert Cialdini found in his book, Influence: The Psychology of persuasion.)

Then get them to move from the first line to the second line and eventually to the end of the email which is your call-of-action.

Examples of triggers: Curiosity, Mystic, Power, Vice, Alarm

Marylou’s Major Takeaway:

Start with the prospect and really understand everything you can about them because that will drive the entire process and which tools to use. Then everything else will fall into place. Spend time working the persona definitions.

Episode Resources:

Visit www.maryloutyler.com/predictableprospecting and download the free chapter on Cadence.

Connect with Marylou Tyler on LinkedIn or go to her Ask Marylou page to drop a question or send her a voice message.

Predictable Prospecting by Marylou Tyler

Predictable Revenue by Aaron Ross and Marylou Tyler

Influence: The Psychology of Persuasion by Robert Cialdini

The Alchemist by Paulo Coelho

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.

Donald Kelly, TSE Hustler's League

TSE 525: TSE Hustler’s League-“Questions Your Customers Want You to Ask – Part I”

Donald Kelly, TSE Hustler's League Today’s snippet taken from one of our past sessions over at the TSE Hustler’s League is all about asking the appropriate questions to help advance your deal and let you bring more value to the table.

Regardless of what you’re selling or who your selling to, you have to ask the appropriate, value-rich questions. These are questions your prospects would be glad that you asked.  Reduce your talking. Help them feel they’re buying and not you selling. Then price would no longer even be a question.

If you find some of these questions to be missing in your process, then feel free to tweak it and fix it.

Strategies for asking the right questions:

  1. Do your basic research before the call/meeting.

Don’t just wing it. You have to come prepared with information. You can find details about anyone just by going online. Find out about the company in advance and don’t ask questions where the answers are already accessible. Make sure you come as a consultant by showing them you’re bringing intelligence to the table.

  1. Get access to their why.

The more you can get access to what’s really powerful and meaning to them, the more connected you’re going to be. Remember, people do business with people they know, like, and trust.

Bad example:

“How long have you been around?”

Good examples:

  • “I know you’ve been around for 13 years and as an individual solopreneur, why did you decide to get into the x-ray business?”
  • “You mentioned you currently have a system, what would cause you to look at something else?”

Sometimes you may have a solution that they already have. So it’s important to find out what caused the disservice.

  1. If you feel it, say it.

If you feel you have a question you really want to know the answer to, then don’t be too shy to ask it. Ask. Be bold and be open. Remember, you’re here as a consultant. And they will respect you for that.

  1. Acknowledge they’ve also done their research.

Examples:

“I know you’ve done some research already, what are your must-haves in a new system?”

“I know you’ve probably looked at many different services like ours already or done some research on systems like ours, what are some of the must-haves in your service?”

  1. Dig deeper than just the features or benefits they’re looking for.

Asking these type of questions will let you know whether they like the system or it’s just a legacy system that was in place which they wanted to change.

Examples:

“What are some of the criteria you’re looking for when selecting a system? Why is that so important to you?”

“Were you part of the original selecting committee? Who is also part of the selecting committee.”

  1. Bring up their band-aids that would reaffirm to them that they need to do some changes.

Example:

“What do you do to fix this challenge? What are the band-aids you’re doing? Is that something you’re going to keep doing? How long can you keep doing that band-aid before it becomes ineffective to you?”

  1.   Delve down to their true pain that’s affecting them.

Emphasize how it affects their business by asking, for instance, the 5 why’s. Ask with a why and keep following it up with a why. By the time you get down to the fifth why, you usually get to the true issues.

Example:

“How does that affect your business? How much is that costing you?”

Episode Resources:

The Alchemist by Paulo Coelho

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.

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

Branding, Brian Halley, Donald Kelly, The Sales Evangelist

TSE 504: Sales From The Street-“Branding Brings Sales”

Webinar, Branding, Donald Kelly, Brian HalleyDo you know how branding and sales can come together to increase your revenue? Today’s guest is the branding guru, Brian Halley. He and I are having a webinar to discuss how you can actually incorporate branding and sales into your process to help you increase your revenue.

Brian Halley has been doing graphic design for 20 years now. He launched the company Right Think where they help small businesses look world-class.

In this episode of Sales from the Street, Brian is going to share with us one of the major challenges he faced with sales and branding and how we was able to rise above it.

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Here are the highlights of my conversation with Brian:

Brian’s major challenge in selling and branding:

The Jelly Belly Experience

Brian got hired to do the international packaging for Jelly Belly Candy Company that comprised only 5% of the company’s total market while another guy was doing 95% of the branding for the national market. After much research and various design mock-ups, Brian’s work got noticed by the owner of the company and he ultimately got chosen to do worldwide rebranding for the next 6 months to a year.

Click Here To Register For The Webinar!

My takeaways from this episode:

  1. Sell yourself.
  2. Sell the business idea.
  3. Sell the branding package.

Golden nuggets of wisdom from Brian:

  1. Respect the people making the choices.
  2. Give different options for them to choose.

Brian and I are doing a webinar to talk more about this idea of marrying branding and sales so you can be successful.

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Episode Resources:

Check out Brian’s website on www.right-think.com and do a 30-minute conversation with him if you want to know more about branding.

Stop wasting time crafting the perfect proposals and check out PandaDoc. Create electronic proposals to your prospects. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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, PandaDoc
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David Hammer, Donald Kelly, The Sales Evangelist Podcast

TSE 493: The New Secret Weapon For Sales Teams Helping Them Close Deals In 50% Less Time

David Hammer, Donald Kelly, The Sales Evangelist PodcastWhat if you could reduce the time it takes for you to close deals into half? And what if there was a way for you to better understand a particular organization so you could increase your chances of closing deals?

Our guest today is David Hammer. He shares with us great insights into what you can do to help reduce the amount of time it takes to close your deals. As a former Google executive, David has an impressive background in the tech space and he is now the CEO and Founder of Emissary. This platform connects salespeople with experts called “emissaries” who share their first-hand insights into major corporations they’ve worked for previously. It almost works like a dating app.

Here are the highlights of my conversation with David:

David’s coolest sales experience when he was the customer.

What makes Emissary unique:

  • It provides immediate gratification where they instantly connect you with your target corporation
  • It helps you understand what’s going on “behind the scenes”

How it works:

  1. Emissary syncs their platform to your pipeline so they would understand the deals you pursue in.
  2. It works like a dating app where you will be matched with an emissary and you can choose to be coached through the deal so you can have a deeper understanding of the clients you’re selling to and know how to get started.
  3. Emissary asks you to map out your sales process in order to identify 3-5 high leverage points throughout the process.
  4. They make sure the emissaries are prepped and aligned to be able to deliver consistently.
  5. The more you use Emissary, the more AHA! moments you’re going to have.
  6. Emissary doesn’t work with clients on a single deal but across a set of deals.
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Who are the experts at Emissary:

  • Every Emissary is a senior, decision-maker, Director, VP level or higher
  • They have left their jobs within the past two years so they have recent knowledge about the organization
  • They just love talking about their jobs

Industries that can benefit from using Emissary:

  • Enterprise software
  • Adtech companies
  • Professional services

How you can maximize the use of Emissary:

  1. Have a defined sales process.
  2. Know who your ideal customer is.

David’s Major Takeaway:

If you really want to understand an organization and have the ability to have profound insight to help you transform how you do your deals, then Emissary may help you big time. It’s not just about getting the meeting, it’s about what happens after is where Emissary provides value.

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Episode Resources:

Learn more about Emissary on www.emissary.io and connect with David at david@emissary.io.

Stop wasting hours creating your sales proposal and start using PandaDoc. Create electronic proposals for your prospects. Sign and receive payments without leaving your CRM. It integrates well with other CRMs such as Salesforce. Pipedrive, and HubSpot. Get great analytics on the proposals you send. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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

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Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 490: TSE Hustler’s League: “Creative Prospecting Part I”

Donald Kelly, The Sales Evangelist, Best Sales PodcastDo you find yourself doing the same old thing with your prospecting? It may still be working or maybe not. But, how about tapping into your creative side and do things differently moving forward?

In today’s snippet, taken from one of the sessions over at the TSE Hustler’s League, we specifically talked about Creative Prospecting. This is a two-part episode because we’ve got great stuff in store for you.

Here are the highlights of today’s episode:

Reasons people stick with limited ways of prospecting:

  1. It’s what they only know.
  2. It may have worked and continues do so.

4 Conventional Prospecting Strategies:

  1. Video
  2. Snail mail
  3. Lost opportunities
  4. Partners

VIDEOS

Videos are very powerful prospecting tools but oftentimes people don’t pay attention to them. Videos make it easier for you to explain things than just reading it. It all boils down to quick, simple information which clients want.

Here are some stats from a study done by BombBomb.com that you might find quite interesting:

  • Video in an email leads to 200% to 300% increase in click-through rates.
  • 50% of executives look for more information after seeing a product or service video.
  • 90% of users say that product videos are helpful in the decision-making process.
  • 75% of online video viewers have interacted with an online ad this month.
  • 92% of mobile video consumers share videos with others.
  • 1 in 3 of all online activities is spent watching videos.
  • An average user is exposed to an average of 32.3 videos in a month.
  • 80% of users recall a video ad they’ve viewed in the past 30 days.
  • 75% of executives watch work-related videos on businesses, websites, etc., at least once a week.
  • Enjoyment of video ads has increased purchase intent by 97% and brand association by 139%.
  • 59% of executives would rather watch videos than read text.

Here are some key insights:

  1. People utilize videos in many different ways. As sellers though, it seems that we’re not taking advantage of video within the sales process because we’ve done things the traditional way.
  1. People like to be entertained than educated. Find a way for your clients to understand  or learn through video, but make it entertaining first and you’ll see greater increase.
  1. Understand the trends in the society where a lot more people are now using videos. So it’s better to send your clients a simple and quick video than sending them long text emails.
  1. Dr. James McQuivey estimated that 1 minute of video is equal to 1.8 million words. This said, you can definitely articulate more through videos as opposed to just writing things out in text.

Episode Resources:

How to Win Friends and Influence People by Dale Carnegie

www.BombBomb.com

Join our group of like-minded people at the TSE Hustler’s League. This semester is focused on building value.

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.

Tom Schwab, Donald Kelly, The Sales Evangelist, Podcast

TSE 479: Sales From The Street-“Grow Your Business With A Targeted Interview Strategy”

Tom Schwab, Podcast, Donald Kelly, The Sales Evangelist

If you find yourself stuck in your traditional sales job and you’re looking for new ways to increase your sales, I challenge you to think outside the box and get out of your comfort zone. And one way to do this is to consider doing a podcast or become a podcast guest.

Today, Tom Schwab shares about how you can grow your business through podcast. Tom is the author of Podcast Guest Profits: Grow You Business with a Targeted Interview Strategy. Tom is the Founder of Interview Valet, a premium podcast guest marketing agency that helps people get their message out as a podcast guest as well as connect them with people who could be their ideal customers.

Four years ago, I started The Sales Evangelist on the side as I had a full time career doing traditional sales. Today, I am now doing podcasting full-time so listen in to find out how you too can leverage the power of podcast.

Here are the highlights of my conversation with Tom:

Benefits of a podcast:

  • Get your message out.
  • Connect with your ideal customers.
  • Repurpose your content into a blog post or other forms of content.

How to utilize podcast to generate leads and increase sales:

The interview is just the fuel but what you need is the engine (which consists of these 6 steps) to turn that fuel into business results.

  1. Prospecting

Find the ideal podcast that has your ideal customers. There are 350,000+ podcast out there but there is always a niche for each person. Niche down and find out who you want to be speak to and be very specific. Consider both the psychographics and demographics. Start to think of what podcast they could be on.

If you’ve already got prospects, ask what podcasts they like. Check out the New and Noteworthy section of iTunes. Do a Google search of your topic and the podcast.

  1. Pitching

The worst sales call you can make is one that is totally cold and has no value to the person you’re selling to. So make sure you and the podcast host are a good fit. Make sure it’s not a cold pitch by focusing on what you can help them with and what you have for the audience. Your goal in being on a podcast is to make the podcast host look like a genius for having you on because you shared so much value.

Before reaching out to the host, listen to a few episodes and figure out what value you can offer them. Leave them a rating and review. Share their content. Write some comments. Do that for a week or two before reaching out.

  1. Preparation

Know who the audience is and who the host is. Know the questions to be asked. Help the host prepare for you. Give them a one-page brief sheet that gives them your bio or some questions they could ask. Give a link to your LinkedIn profile or a talk you did. IN short, make it easy for them to have a great interview with you.

  1. Performance

Talk about the different things on your site to get people from being listeners to visitors to leads by giving resources like infographics or a 30-minute training. Give them a way to go to your page.

  1. Progression

How can you move them to the next step from being listeners to visitors to leads? Put yourself in the listener’s spot. Most people don’t want another newsletter so make it easy for them. The best way to do this is to send people to a dedicated landing page. What you want to make sure is you want to give them a good experience when they go there.

  1. Promotion

This is how you and supercharge your interviews. This is new content for people who just found out about it. Once you start promoting episodes, you’re much more likely to get on other podcasts. When people get to the landing page, there would be three ways for them to say yes. Not everybody who listens to your podcast is ready to engage with you so give them a little yes, a medium yes, and a big yes.

Tom’s Major Takeaway:

If you’re listening to this then you already know how powerful podcast is. You know that your ideal customers are going to listen to podcasts in the future. The only question is, are they going to be listening to you or your competitors? Take advantage of the power of podcast as a host or as a guest. Connect with your customers on podcast

Episode Resources:

Get connected with Tom on www.interviewvalet.com/tse

Listen to my previous interview with Tom on TSE Episode 240: Learn How Podcasts Can Increase Your Sales

Podcast Guest Profits by Tom Schwab

Predictable Revenue by Aaron Ross

TSE Hustler’s League Semester Two

Join this semester of TSE Hustler’s League where we will be focusing on building value to your customers.

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

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

 

Prospecting, Joe Koufman, AgencySparks, The Sales Evangelist

TSE 474: Sales From The Street: “Be Unique”

Prospecting, Joe Koufman, AgencySparks, The Sales Evangelist How often do you find yourself thinking out-of-the-box and doing the opposite of what everyone else is doing? We’re off to a new year. New year, new start, new strategies. So if you haven’t yet, it’s time to create that spark between you and your prospects so you can have an explosive 2017!

Today’s guest is Joe Koufman, CEO of the AgencySparks and he’s going to share with us some very amazing things to prove to you how creativity can go a very long way.

Founded about three years ago, AgencySparks is a dating service for brands and marketing agencies. Eight marketing agencies get their services to help them connect with potential clients. They set up that first date in the hope that both the agency and the brand get to kiss at the end of the date. In other words, business development is outsourced to them so they can help bring clients to their clients.

Here are the highlights of my conversation with Joe:

One of the major challenges Joe faced during his career:

From selling product to selling service and getting challenged that he wasn’t doing a great job

Strategy Joe used to overcome his challenge:

Working on his deficient areas so he can be productive

Result he got:

When Joe joined the company, they were about a 60-person digital agency. They soon became part of a full-service 250-person marketing agency. His responsibility: bringing in new clients and being a key part of the agency’s success. This led them to be acquired by a $10-billion holding company.

Unique strategies Joe has done with AgencySparks to be UNIQUE:

The Perfect Match

In time for Valentine’s day, they shot a video which “spoofs” an eHarmony or Match.com where a person delivers cheesy lines. As the video progresses, visitors who watch it would come to realize that it’s actually not a dating service per se but a service that will help connect them with the perfect marketing agency for their needs.

Next, they sent a physical mailer piece to some of their prospects. They purchased 250 matchboxes from a wedding favor website and there were writing on them in red and white that says, The Perfect Match. go to MakeSomeSparks.com. Inside each package, they filled the boxes with little heart-shaped candies with a handwritten note that tells them to watch the video on their website as well. (There was also a form capture for lead generation.)

Speed Dating

They hosted an in-person event the week before Valentine’s day where they invited 25 senior marketers and facilitated a “speed dating” event. They asked each agency person who were their clients and every 7 minutes, by the sound of the bell, they switch over to the next seat to have a speed dating conversation with the prospects.

Benefit for the prospects: They got exposed to 8 different agencies in a very short period of time.

Benefit for the agencies: They were able to pitch themselves in a very short of time to a bunch of clients;

Result: 19 requests from clients for a “second date” with the agencies.

Joe’s Major Takeaway:

Step outside of your norm and everyday routine and be creative. Step outside of the box. Joe also ends the interview with a quote from Theodore Roosevelt

“It is not the critic who counts; nor the one who points out how the strong person stumbled, or where the doer of a deed could have done better.

The credit belongs to the person who is actually in the arena; whose face is marred by dust and sweat and blood, who strives valiantly; who errs and comes short again and again, because there is no effort without error and shortcoming.”

Episode Resources:

To learn more about them, visit http://MakeSomeSparks.com. Check out the video they made as well as their blooper reel.

Contact AgencySparks at http://AgencySparks.com/contact.

Subscribe to their content by visiting http://AgencySparks.com/preferences

Dare Mighty Things by Theodore Roosevelt

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December Prospecting, Donald Kelly, The Sales Evabgelist Podcast

TSE 467: Should I Prospect In December?

December Prospecting, Donald Kelly, The Sales Evabgelist PodcastIs December a horrible time to prospect? You can’t find people during this time of year so you might as well not do anything. Well, this kind of mindset is actually wrong.

Today, I’m sharing with you some insights into prospecting in December and whether it’s worth it or not. Although industries may differ, there are ways that you can be effective in prospecting even on the last month of the year.

5 Reasons Why You Should Prospect in December:

  1. People are nicer at this time of year.

People tend to be more receptive during the holidays so take advantage of that and build a relationship with your customers. They may not buy now but you’re basically building an opportunity for 2017.

  1. Most of the other salespeople are quitting.

Make sure to hustle and do the opposite of what everyone else is doing. Some of the gatekeepers that are blocking your access to high level executives are on vacation so this is the perfect time for you to take advantage of this. There is less competition as well.

  1. Some of your buyers have got money to spend.

Some people have fiscal years that end in October so they still have time in December to offload money. These people might be looking for projects to spend on now which they hope to get in 2017. See if there are opportunities they can take advantage of in 2017 which they can already buy now.

  1. People are planning for 2017 so give them some value and help them.

Some people are putting things in place and getting reports done as well as ideas and plans. Think of an unconsidered need that your prospects don’t know about that you can bring to their attention. Share with them some things which your services can help them with in 2017.

  1. Focus on key Dream 100 clients for 2017.

Focus on key accounts you need to take advantage of. You need to focus on some key accounts as opposed to millions of them. Come up with your top 100 clients you want to tap into and start prospecting some of them to see if you can start building relationships.

Episode Resources:

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

 

Donald Kelly, The Sales Evangelist Podcast, Negotiation, New Clients

TSE 462: If You Give, You Should Get

Donald Kelly, The Sales Evangelist Podcast, Negotiation, New ClientsDo you really appreciate the things you get for free? Not often, I don’t think so. Personally, I have wasted so many great things because I got them for free. There was no value tied to them. Is your prospect doing this same thing with you?

Today, we’re talking about VALUE and why you should not give away everything for free. I’m also going to share with you some things about negotiation and how you can make sure you can effectively negotiate with your prospects.

As sellers, sometimes we become to afraid to lose our prospects that we tend to give away everything for free. Unfortunately, people are not going to value those things that you give for free. Now, the relationship has a bad start. So here are a couple of principles to help you get a good head start.

  1. If I do this, you will do this…

Ex. If I were to give you a free license, you will have to give us a referral.

  1. If you give away stuff for free, make sure you have a strategy behind it in the end.

Ex. McDonald’s sells us burgers at almost no profit but they are making a huge increase on their fries and soda so they consistently have people coming back over and over again.

Now let’s bring this back to you…

Do you have an after sales process?

This means having something on the back-end to recuperate that loss or cost. For example, sell your product at a cheaper rate to get into one department of a company and as they grow, they would purchase more from you.

Today’s Major Takeaway:

Make sure that there is value attached to anything you give away for free. Do not just give it all away.

Episode Resources:

Double Your Customer Referrals This Week!

This 3 part video training will teach you step-by-step how to DOUBLE the amount of customers referrals you receive this week!

privacy We value your privacy and would never spam you

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Donald Kelly, Social Selling, Twitter Social Selling, Twitter, Prospecting on Twitter

TSE 460: TSE Hustler’s League-“Using Twitter To Sell”

Donald Kelly, Social Selling, Twitter Social Selling, Twitter, Prospecting on TwitterToday is another snippet from one of our discussions over at the TSE Hustler’s League where we talk about leveraging the power of social selling through Twitter.

Prospecting should be done right so you need to have ideal people that you’re focusing on. And from there, this helps you with your messaging and in focusing on the things you need to focus on.

But first a brief outline of what we’ve discussed in previous episodes related to prospecting:

The Dream 100 – a list of your top 100 clients you want to target

The 10×10 – making at least 10 calls before 10am and getting into the habit

LinkedIn Sales Navigator – a tool to help you find amazing results on LinkedIn

Using Social Media as a Pitch Fest:

Many salespeople tend to use social media as an approach to sell their product instead of showing that they care about the customers and they want to help. It’s all about buy, buy buy!

What is the goal of Social Media then?

The goal is to meet new prospects that you can build relationships with. Do this 20 mins per day and you will see the difference.

Why are you on Social Media?

Your main purpose for being on social media is to provide solutions. You sometimes even give them a solution to a problem which they don’t know they have. Sometimes they’d tell you their problems too and you want to make sure you’re there.

How to use Twitter in social selling:

1. Update your Twitter bio.

2. Set the blog post feeds of key people on your Twitter account.

Find the blog posts of your 100 clients. Be a noticer and share their content. When they see you’re sharing their content, they would follow you and they would feel special you’re sharing their blog posts. Then you begin to build up your following.

3. Tweet and thank.

When somebody connects with you on Twitter. Tweet them to thank them for following you. The key here is to build relationships.

Episode Resources:

TSE Hustler’s League

Check out The Nancy Gaines Show and listen to Episode 99 where Nancy had me on the show which was a fun chat!

LinkedIn Sales Navigator

Check out our previous episodes on Prospecting:

The Dream 100
The 10×10
LinkedIn Sales Navigator

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Donald Kelly, The Sales Evangelist, The Best Sales Podcast

TSE 452: Setting CLEAR Expectations with ALL Prospects!

Donald Kelly, The Sales Evangelist, The Best Sales Podcast Have you ever experienced having new, awesome clients who then become your worst clients in the world? Nothing you provide was what they were expecting. Well, today, I’m going to teach you how you can avoid having to go through this.

Set CLEAR Expectations

Determine the rules before playing the game. Set clear expectations. What does the result look like? What is the clear result that you want to see?

Aligning expectations with your capability

Find out what your prospect is expecting and see what your team is capable of doing and be able to align both. So both of you know what the expectation is and so you can make sure you’re doing it right.

Under promise and over deliver

Set expectations to a level that you know you can and will do more. This will exceed your customer’s expectations so it makes you more valuable to them having been able to go above and beyond what’s expected of you to do. Then they’re going to tell their friends about you.

Put rules in place.

You’ve got to make clients realize what the expectations were before you started the game.So you’ve got to have that benchmark or clear expectation.

Set a clear game plan.

Time frame is a crucial element in setting expectations. Make sure you have a clear time period and who’s going to do what. The client, too, needs to provide the information you need as to when this has to be done at what date.

Give them an update.

Let your clients know where you are in the process because this is part of setting clear expectations.

Deliver, deliver, deliver

Don’t get too excited to scale your business telling clients you can provide them with xyz services when you can only provide x. So be sure to be able to deliver.

Episode Resources:

The ONE Thing by Gary Keller

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.

 

Donald Kelly, The Sales Evangelist, Sales Training

TSE 415: TSE Hustler’s League-“No One Wants To Be Sold”

Donald Kelly, The Sales Evangelist, Sales Training Each week, I bring a snippet pulled out from one of our sessions over at the TSE Hustler’s League. And so today, I want to share with you a very important element that you need to master if you really want to succeed in selling – having the right mindset.

Think about the prospect. Don’t sell to them, they want to buy!

As Jeffrey Gitomer said way, way back in Episode 1 of The Sales Evangelist,

“People love to buy but they hate to be sold.”

And we all know this to be TRUE. We hate to be sold. You don’t say you got sold, right? Rather, you say you bought this car. You bought this and bought that. You were not sold. It is therefore important that we do not put this on the prospect with a mindset of selling to them.

Again, remember the Platinum Rule:

“Treat others the way that they would like to be treated.”

So you see, it’s not all about you. It’s not just about making the sale and getting your commission. Change that mindset.

  • Can you get your client what they want?
  • What can you do to get your client this solution that’s going to solve this big headache in their organization?
  • What can you do to help this individual get the right apparel for this business meeting?

 

Think like your prospects.

If you can think like them and you could offer something a prospect according to what they want, NOT what you desire to give them then you will reap greater results in the end.

As Maya Angelou says,

“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.”

 

Strategies for successfully engaging with your customers:

  1. Listen.

This is one of the greatest ways to show that you’re listening to them. What do they need? What do they want? Can you help them with? Bring up something they’ve mentioned before. This shows them that you really indeed listened to what they said and that you’re genuine about helping them.

  1. Make eye contact.

This makes you genuinely connect with your prospects and it shows you’re paying attention to them and that you care.

  1. Set the rules before you play the game.

Many customers already have their guards up thinking that you’re selling them something. Therefore, find a way to let them know that you’re not there to sell them something if they’re not into it.

Shatter this barrier and ask your prospects to tell you that you’re not a good fit if they feel so. And vice versa, respectfully ask them if you could do the same if you deem that it’s not a good fit.

This way, you’re framing this conversation in a way that you’re giving them an opportunity to get out of this right away if it’s not a good fit. There is still this window of opportunity here since they could either refer you to somebody else or you could refer them to someone else who could solve their problem. This then shows your clients how genuine you are and that you care for them.

Bottom line: Make sure they know you’re there for their best interest.

Episode Resources:

Go back and listen to TSE 001 interview with Jeffrey Gitomer

The Sales Evangelist Interview with Patricia Fripp

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi 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.

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Donald Kelly, The Sales Evangelist Podcast, Big Deals, New Sales Deals

TSE 372: Raise Your Level of Expectation

 

Donald Kelly, The Sales Evangelist Podcast, Big Deals, New Sales DealsAre you struggling with a weak pipeline? Do you tend to only close the smaller deals? How come some people are killing it?

I’ll show you what you can do to ensure you have a healthy pipeline because I too was in that same situation. I had a weak pipeline which was a really tough time for me as it affected my sales.

First off, here are a few things to remember:

  1. Get outside your comfort zone.
  2. Every once in awhile, go for a big deal on the side of your business.

Telling yourself you can’t do it is garbage. One thing I’ve realized is that the process that it takes to close a large deal is basically the same process that it takes to close the small deals. So I closed bigger deals and I found it to be fun and exciting.

  1. The easiest things usually don’t work.

What you might even find is that a lot of those little deals are going to be really hard to close and give you more headaches. Whereas, bigger clients or organizations bring more money to the table with less headaches since they have the money and the ability so you can move quicker.

What you need to do:

  1. Take a look at your pipeline.

Oftentimes, salespeople tend to go for the easiest. But in the end, it tends to be a little more work. Look at the product range you’re selling in your company and see if you’re playing on the lower end of the kiddie pool.

  1. Get appointments set with bigger clients.

Make sure to set apart some time to call some bigger clients. The more shots you take at your goal, the more chances of you scoring.

  1. Add bigger deals to your pipeline.

If you already have bigger deals in your pipeline, add to them. Don’t sell the way that you like to sell, sell the way the prospect would like to buy.

Today’s major takeaway:

Bigger deals means these organizations have the money. Deals tend to close quicker. And it’s fun! You’re creating a buying vision. You’re lining goals and bringing value to the table. Again, go for some bigger deals this week.

Episode Resources:

Please support us in our Indiegogo Campaign for the Do Big Things Conference by simply going to www.DoBigThings.net.

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

Following Up, Connecting With Prospects, Closing Deals, New Clients

TSE 320: TSE Hustler’s League-“Why & How To Follow Up!”

Following Up, Connecting With Prospects, Closing Deals, New ClientsIn this episode, I’m sharing with you a piece of our training at TSE Hustler’s League, a group coaching session that I have every Wednesday night. We talked about following up, why it’s so important, and how to do it more effectively.

TSE Hustler’s League is a one-hour group training with accountability as well as a separate groups that we do every week. Since I can’t play the entire hour here, I’m getting some snippets of the training and sharing them with you so you can better understand how following up is crucial to your sales and we’re sharing some ideas to do it effectively.

Here are the highlights of this episode:

What is following up?

  • The act of communicating with your prospects

Reason many salespeople fail to follow up?

  • Fear of becoming the “stalker”

Importance of Following Up:

  • It shows trust and gives you the credibility to your clients
  • Trust eventually leads to success in sales
  • People do business with those they know, like, and trust.

When do you follow up?

  • Whenever you say you’re going to.

Strategies in following up:

  1. Have a clear next step.
  1. Have a deeper analysis of their current sales process.
  1. Set the rules before you play the game.

Put it out at the very beginning of the meeting that if they realize you’re not a good fit, then they should speak up, in the same manner that they tell you if you’re a good fit.

  1. Find out from them what their clear, next step is.

By the end of the meeting, you both know there is a clear, next step.

What to do when they’re not ready yet?

More effective strategies you can do:

Set up a calendar invitation. Tag them in it. Put their email address or a notification.

Major Takeaway:

Don’t talk to prospects and get them all excited and not do anything about it. You have to close it and keep them going in the right direction. Set the next steps and help them to go forward.

Episode Resources:

15 Secrets Successful People Know about Time Management by Kevin Kruse

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Join Today! Following Up, Connecting With Prospects, Closing Deals, New Clients

The Sales Evangelist, Donald Kelly, Donald C. Kelly

80/20 Rule, The Sales Evangelist, Donald Kelly, Mike Kunkle

TSE 251: How To Address Pareto’s Law With Your Sales Team

80/20 Rule, The Sales Evangelist, Donald Kelly, Mike Kunkle A CSO report suggests that 13% of salespeople produce 87% of corporate revenue. Let’s try to tackle this as we bring in the mad genius, Mike Kunkle, as he shares with us today some reasons for this widening gap, what you can do to close this gap as a seller, and how managers and executives can move this into the middle of the bell curve.

Mike is the Senior Director of Sales Enablement for Brainshark, a sales enablement software provider. His current focus is on the internal aspect of the company – onboarding, training sales reps and managers, ensuring that they have the knowledge, the skills, the processes in place, the systems and tools they need to find, sell, and serve buyers who are looking to improve sales readiness and sales productivity at their companies

Here are the highlights of my conversation with Mike:The Sales Evangelist Podcast , Donald Kelly

The reasons for the large gap between top performing sellers and the rest:

  1. The general human performance gap

Sales is like an Olympic sport that requires knowledge, skill, practice, dedication to hone your craft and to be the best. And there’s a smaller number of people who truly excel at anything who are on the far right side of the bell curve. So it’s not natural for everybody to be a great performer in a large organization.

  1. We accept that the first reason is unchangeable.

Hence, we don’t work hard enough to move the middle of the pack or support the bulk of the middle performers in selling more effectively.

Strategies in Mike’s company to close the productivity gap through a multi-pronged approach:

  1. Use of the Brainshark Sales Accelerator in their learning cloud:
  • For onboarding and training to organize everything.
  • To serve up the right content to their sellers at the right times of the buying and selling process
  1. Solid work with buyer personas.
  • They are able to better understand their market and the buyers they work with and incorporate that into the way they sell.
  1. Reworking sales onboarding to be more effective.
  2. They implemented a very buyer-oriented, consultative, and outcome-focused sales methodology.
  • This seeks to align the buying and selling processes
  1. 2016 initiatives to maximize and raise the level of effectiveness of the team and the sales leaders alike

How managers and executives can address this disparity:

  1. Study top producers and the middle producers carefully.

Do your best to determine what differentiates the top from the rest. Not everything that the top producers do is scaleable across the entire salesforce.

  1. Teach managers the content first.

Sales managers are sadly often ignored. Prepare them to do a more effective job in coaching and help them understand effective pipeline management practices and performance management.

The differentiating factors among top performers:

  1. Great job at discovery

A great sales performer is able to quantify the negative implications of the current state or the way the buyer is measured. Then work with them over time to provide solutions that address those implications and then deliver compelling business outcome.

  1. The ability communicate and create value.
  2. The ability to hustle.
  3. Positive attitude.
  4. Being aggressive

Marinate in this Zig Ziglar quote which Mike cited:

“You get what you want in life by helping enough other people get what they want.”

Strategies for improving as an underperforming seller:

  1. You need to commit to learning and to the discipline, the organizational skills and the mastery of the craft.

Maximize all the resources the company provides. Step up to the plate, do the work. Make the effort and ask for help.

  1. Have the mindset of wanting to succeed, open to learning, and open to coaching.

How you can help an underperforming seller:

  1. Get their commitment to be open to training and coaching.
  2. Help them create a buyer-focused mindset.
  3. Have a plan.

Where is your market? Who are your contacts? Are they the right ones? How do you plan to approach them?

  1. Walk them through the process of approaching, lead generation, managing through the pipeline.

Mike’s Major Takeaway:

Focus on the buyers and their problems, the implications for not solving them, and the outcomes you can help them achieve. Then you will have a better chance not only in making a sale but also in differentiating yourself from the pack.

Episode Resources:

Connect with Mike on Twitter @mike_kunkle and on LinkedIn

Check out his blog at www.mikekunkle.com

Check out Mike’s SlideShare on Sales Onboarding

Brainshark website

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The Sales Evangelist, Donald Kelly, Donald C. Kelly