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Gia Le, The Sales Evangelists, Business referrals

TSE 1207: How to 10X Your Income With Repeat and Referred Business

Gia Le, The Sales Evangelists, Business referralsBusinesses, regardless of size, will always find ways to grow. One sure tactic to 10x your income is to use repeat and referred business. 

Gia Le is from Australia with a mixed heritage of Chinese and Vietnamese. She started her career in finance and insurance with an automotive dealership. That’s where she got her start in sales. In the beginning, she went from almost being fired three months into her job to being the top-performing consultant in Australia’s largest automotive holding company. Later on, Gia realized she wanted to have more flexibility in her life. She looked for ways she could use her skills and pursued another career that would give her more freedom and flexibility. 

She tried real estate for a year and noticed that digital marketing, an emerging platform, was being underutilized in Australia. Four years ago,  the use of social media was just starting to blossom. She saw that as an opportunity and decided to build a digital agency where she made just  $500 in her first month. Today, her agency is growing across Australia and Asia. 

Selling using out-dated  methods 

When Gia started with the dealership, her company offered several training programs. She learned the techniques and rehearsed the scripts but nothing was working. The old methods of selling didn’t work for sophisticated customers who saw sales tactics as insincere. She was in the new world using out-dated methods of selling. She struggled for three months until the right mentor appeared. He pulled her aside and told her not to focus on the sale. Instead, he instructed her to focus on the people and realize they’re more than just selling finance and insurance. 

Salespeople want to solve a problem and deliver a service.

When Gia started connecting and focusing on her clients’ pain, empathizing with them, and gaining their trust using the art of storytelling, she started closing nearly 70% of her clients. The dealership was fast-paced and it was important the salespeople could close a transaction in less than a day. 

In Australia, financing and insurance make more money than the actual vehicle, comprising 60- 70% of the dealership’s profits. Gia learned to never give out her business cards because she knew that was a customer’s consolation prize, that they were leaving her with hope and hope she didn’t pay the bills. She had to close before the client left.

Growing the business through repeat and referred business 

People think referrals happen by luck. Getting referrals is actually all about having the right strategy, being disciplined, having a strong thought process, and making sure that the system is bigger than yourself. Gia took advantage of her downtime as a salesperson when Facebook and Google were still growing in popularity. While everyone else was busy trying to find new clients on Facebook, Gia was busy prospecting her old clients. She understood that 90% of her next sale was going to happen before they even walked into the door. When her clients came back, they had made a conscious decision to return to Gia. They remembered who Gia was, what she did and the way she’d treated them.

Not many salespeople kept in touch with their clients the way Gia did. It takes a lot of discipline and tenacity to follow-up, especially when you’re busy. Gia made it a point to have at least six touchpoints when working with a new client.  For example, sending a gift, making sure a thank you note got sent within thirty days, hand-writing birthday cards and calling on an anniversary. With consistency and automated systems in place, relationships were built. It was because of her dedication that clients were consistently referring to family members and friends.

Build a connection

Staying connected is the key. The relationship began when clients signed the contract. Gia would assist them when they wanted to make a claim due to an accident, enabling her to assist clients with a replacement vehicle. She could also help with the contract and make more money for the dealership. Everyone benefited because she stayed connected and earned the client’s trust. 

Gia’s current team also emphasizes having a relationship with their clients. They go beyond what they offer and know they aren’t just selling products and services but also trust and a promise. They even help clients who have poor credit ratings. 

There are many ideas to grow your sales but discipline and consistency are key when using repeat and referred business. If you decide to make 10 phone calls a day to original clients, do it and watch your business grow. 

“How to 10X Your Income With Repeat and Referred Business” episode resources

Visit Gia Le’s digital agency website to see helpful sales strategies, tips, and tricks. Also, check out her own company site. 

For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website. 

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Marketing, B2B, Bill Bice

TSE 1178: B2B Sales Optimization

 

Marketing, B2B, Bill BiceB2B sales optimization requires a longterm commitment to creating quality content that will grow your audience and increase your success.

Bill Bice, CEO of  boomtime, said he was born to be an entrepreneur, launching his first business when he was 14. He loves to talk about sales and marketing because it makes the biggest difference in business. 

Data and marketing

As business owners, we all know that we have to spend money on marketing, but it’s tough to do if you’re not seeing the ROI. For Bill, marketing is about data, which allows you to understand what’s working. The difficulty occurs when you have too much data because it can be difficult to gather valuable insights that help you improve marketing.

Smaller companies often have more freedom to bring their sales and marketing together. In larger companies, the two disciplines are separate, and they are often at odds. Marketing isn’t doing the support work the sales team needs and each blames the other for lack of performance. 

In smaller companies, the CEO or entrepreneur can decide to tie the two together. 

Bill calls himself a big fan of the challenger sales approach, which resulted from research done in Fortune 500 companies. The concept of using key insights to drive a sales approach creates sales optimization in smaller companies. It’s a perfect example of tying together marketing and sales so that marketing generates insights that truly help sellers. It creates better opportunities which result in better success. 

B2B sales optimization

To begin with, businesses must be better at 

  1. capturing leads 
  2. following up on those leads
  3. staying top-of-mind with that larger audience that we’re building 

In any complex, high-value sale, a content-driven approach to marketing is the perfect way to optimize the sales process. 

Then, if you’ve done the hard work of taking care of your customers, they’ll tell others about your business which creates referrals. Now the goal is to amplify that effect, 

How do we make word-of-mouth work even better? 

Capturing leads

Micro-commitments are the most effective part of capturing leads and in doing B2B sales optimization. Your website was once a replacement for the Yellow Pages, and a way to get people to pick up the phone. Now, the most important piece of information for a prospective client is an email address.

If you ask for the prospect’s name, you’ll reduce conversion by 20%. If you ask for the phone number, you’ll reduce conversion by 60%. Every additional field you add reduces conversion by another 8%.

Ask for the one thing you really want from the prospect, which is an email address. You have to be willing to do something that is really hard in order to get those referrals and capture those leads. 

You have to give your best stuff away for free. Give away your deepest and best expertise in exchange for the really valuable thing, which is the email address. #CaptureProspects

The traditional battle between sales and marketing centers around what makes a qualified lead. All we really want is to get people to follow us on LinkedIn and to get the prospects’ email addresses. If we grow our audience in those two places and we’re constantly sending people back to our website with high-value insight, that creates success. 

What’s actually hard to do is the day-to-day work in the trenches, because it’s the consistency that makes this work. 

Marketing mistakes

There are B2B sales optimization mistakes that marketers commit. The first on the list is talking about themselves. Nobody cares. 

Are you talking about the problems your target audience struggles with, and are you helping them solve those problems?

Of the content you provide to your prospects, 90% should be entirely focused on the problems your audience is having and the insights you bring that they can’t get from anywhere else. 

The good news is that if you have a niche in the marketing your company serves, then hundreds of those companies will share the same problems. 

CEOs struggle to find those insights because they are running their own businesses. Your marketing department must take advantage of that. You must train your sales team to use a key-insight driven approach. 

Secondly, you must commit to this kind of approach in your sales and marketing. You should plan for at least a year. It won’t be a miracle fix. 

Test and iterate

All forms of content work. Whether you use video, white papers, or checklists, you must test each idea to determine what’s best for that particular segment of the target audience. Even with the explosion of LinkedIn, most B2B sales optimization organizations aren’t leveraging it the way they could. 

The whole point is to grow a new audience and LinkedIn is the easiest way to get your word out to a larger audience of exactly the right prospects. 

Avoid being salesy. Be there to help your network. Use your key insights to drive interest in what you’re doing. Share insights with consistent posting. 

Get the executive team involved in building the audience. Then, turn those connections into opportunities for the sales team. 

Bill’s team sends 40-50 connection requests a day, and they follow up on each one of those accepted connection requests with a recently-written article by that executive that tackles a problem and shows your audience how to solve it. 

Following up on leads

Everybody wants more leads, but most companies generate all the leads they need. The easiest thing to do is to follow up on the leads you already have. 

Most sales teams aren’t very good at using the CRM so they aren’t capturing leads. No follow-up exists. 

Bill’s team created a process that requires going through email boxes of everyone who is client-facing and capturing those email addresses. Add those people to your CRM and then apply a nurturing campaign that follows up on every single lead. 

Sellers tend to focus on things that will create a commission in the next 60 to 90 days. When you get a prospect that may take 6 to 12 months to close, you may see a tendency to drop those. Put a system in place to capture those leads and follow up with them. Use that data to understand when they are interested so you can assign a salesperson to them when they start paying attention. 

Lead follow-up represents the lowest-hanging fruit in most B2B organizations. Think of the number of people you meet at trade shows, and then figure the number of leads that actually get added to your CRM. They are all valuable prospects, but some may not be immediately valuable.

CRM

Bill dislikes the fact that CRM systems are designed for sales managers, but his team uses Pipedrive. He does appreciate the fact that modern CRMs integrate email systems so that you can see all the email interaction that’s happening within the company.

The more your company automates around CRM, the more likely the sellers will actually use it. Make it a tool that actually makes their lives better rather than just a tool that tracks what they are doing. 

In an ideal world, sales managers will work to uncover objections and help the sellers be more effective. 

Top-of-mind

Once you put some real effort into building a larger audience, it will begin to grow organically because you’re giving them social currency. Word-of-mouth works best, and we want to amplify that. The best way to do that is to give the audience that already knows you — current clients, past clients, and prospective clients — the tools to create referrals for you. 

If you’re giving them insightful and helpful content, the next time the issue comes up while they are having lunch with a peer, they’ll have the perfect thing to talk about. As your audience shares your content, you’ll get organic growth. 

Getting started

Everyone is terrified at this piece because actually doing it is the hardest part. Other than in early-stage startups, companies will struggle to accomplish this unless they tag a dedicated resource. Hire a large enough team to make it happen. 

In Bill’s case, they don’t do the writing themselves. They hire people who are already in that market, who understand it well, and who don’t have to be trained. That kind of approach works consistently to develop a steady flow of high-quality content. 

It’s a combination of well-written content with good insights that match the company’s tone. 

Coming up with ideas is the easy part. 

Send an email with a single link and a catchy headline. Drive your audience back to the website. Link all those articles together so that you create a trail of crumbs and you can see what really interests them. Your reader should never reach the bottom of the blog article and not have a next place to go. 

About us

The second most visited page on almost every B2B site is the About Us page, but 99% of the time, that page includes a boring list of executives and bios. It doesn’t sell you on the company. It doesn’t take you to the next natural place that you should go to. 

You’re trusting your prospects to figure out where to go but you really want to control that customer journey and tell the whole story. Managing that journey improves the capture rate of leads. 

Many customers choose companies who have a face on the business. They will choose you because there’s a real person behind the business who cares about them as a client. 

No quick fix

The number-one battle we face in marketing is that there’s no quick fix. This approach works, but it’s a long-term commitment. If you apply it all through your sales team, you’ll create a dramatic trajectory for your company. 

The challenger sale reports that 53 percent of why customers buy from your company traces to the sales experience rather than the product, the price, the service, or the delivery. The key is how they are sold. 

“B2B Sales Optimization” episode resources

Bill loves to talk with business owners and marketing directors about sales and marketing. You can connect with him at boomtime.com, or on LinkedIn

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

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

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

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Asking, Closing, The Sales Evangelist Podcast

TSE 1122: Don’t Forget To Ask!

Asking, Closing, The Sales Evangelist PodcastSellers are programmed to take advantage of outreach to generate opportunities, but it’s important that we don’t forget to ask for the referral.

We understand the importance of cold calling and cold outreach, but that’s doing things the hard way. We do it over and over again without ever considering whether it’s the best way.

This is a reboot of an earlier episode of The Sales Evangelist, but it’s an evergreen topic. Asking for referrals always makes sense for motivated sales professionals.

Cold calling

I would never suggest you shouldn’t use cold outreach or cold calling to connect with your prospects. I do it myself and I’ve generated great opportunities that way. But it isn’t the only way to generate them.

Sometimes we forget to ask for referrals. So as a sales pro, how can you remember? What else can you do to remind yourself to take the easy route to generating business?

Put it on your calendar.

Create a habit

Create a weekly goal to generate three referrals per week. If your goal is to get three referrals per week, even closing one of those referrals will change your results. Once you institute the habit of generating referrals, you’ll establish a pattern of one deal per week that closes. And that’s if you’re not particularly good at it. If you’ve taken our TSE Certified Sales Training, you could possibly do even better.

You can build on that habit and that improvement. That will amount to more money for you and your organization.

If each of those deals amounts to $10,000, you’ll generate $40,000 a month. If you’re responsible for $80,000 a month, then half of your business will come from referrals. If you’re currently not generating any, that’s a pretty great increase.

Accountability

Salespeople don’t necessarily like accountability. Do it anyway. Tell a coworker or sales leader your goal. Join our Facebook group and tell someone your goal.

Accountability is important. When I worked as a sales rep, I shared my current projects with my sales manager. She saw that I was motivated and proactive and I eventually got better opportunities than other people on the team.

If you share your goal with your leader, he or she will certainly follow up to help you stay accountable. If you’re an entrepreneur working internally at an organization, you can benefit from the same kind of accountability.

Set calendar invites

Establish specific times in your schedule when you’ll pursue referrals. Just as you set time to prospect and pursue inbound leads, set time for referral prospecting. Set 30 minutes each day to reach out to your clients for referrals.

It’s such an easy task that most of us won’t do it. We’re programmed to do things the hard way; to pick up the phone and dial. These simple projects can gain us business, but referrals don’t always happen naturally.

You must ask for the referral.

“Don’t Forget to Ask” episode resources

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

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

Tools for sellers

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

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

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

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

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Sean Mcdade, Donald Kelly, peoplemetrics.com, People Metric, Prospect Journey

TSE 1028: Your Customer Journey Starts with the Prospect Experience

 

So often, as sales reps, we neglect to realize that the customer journey starts with the prospect experience.

Sean McDade, PhD, is the founder and CEO of PeopleMetrics; a software and services company that helps organizations measure and create a better customer experience by listening to their customers and prospects.  Sean is also the author of “Listen or Die: 40 Lessons that turn Customer Feedback into Gold,” a book about how to listen to your customers, clients and prospects in order to create a better experience for them.

Customer experience

Any time that a company interacts with a customer or prospect, they are providing a customer experience. It could be a digital experience on a website, an in-person experience through a meeting with a sales rep, or customer experiences via contact centers or online chats.

A great company is one that consciously manages those interactions to create positive experiences for their customers.

As a sales rep, the experience you give to your prospects is very important. The prospect’s interaction with a sales rep sets the tone for the experience he can expect as a customer.

This is especially true if you are selling B2B products, software, professional services, or any high-end consumer products that a prospect is likely to spend significant dollars on to purchase.

A sales rep can increase the value in the sales process by answering questions in detail, by solving problems, and by reducing pain for the prospect.

The metric used to measure customer experience is substantially higher for sales reps who add value over those who do not.

When a prospect feels that he was lied to, or misled, at the beginning, it is difficult to recover. The great sales reps are the ones who set the tone for a great customer or client experience over the long-term.

As for the sales reps who are not setting a positive tone – Sean believes they are creating the very real possibility that the client will churn in the future instead.

Marketing vs sales

Marketing sets the brand promise. They set the expectations but it is up to the sales reps to bring it to life.

The prospects will remember their conversations with sales reps long after they’ve forgotten the marketing campaign. The sales rep has more credibility and is more effective, as a result, in setting a positive – or negative – tone with the prospect.

Positive prospect experience

PeopleMetrics measures various attributes by sending a survey to each prospect to determine the experiences that the reps create.

In this way, Sean has found the prospects always feel that value has been added to their experience whenever a sales rep is able to provide these five things:

  • Be prepared. A great sales rep is one who is super-prepared. They know the prospect inside and out; the reps don’t ask questions that are easily found online, for example.
  • Be comfortable answering questions. A great sales rep understands their prospect’s situation and can suggest solutions.
  • Be a good listener. A great sales rep listens more than he talks and will really understand the needs of the prospect as a result.
  • Be knowledgeable about your product. Be able to answer questions beyond what is already available online.
  • Be proactive. Be timely and follow-up.

Referrals are key, especially in the B2B market.  At that level, buyers actually seek out referrals from other buyers before making big decisions.

The consultative sale rep

As sales reps, we sometimes feel as though we are simply taking orders when, in truth, we should aim to be more of a consultant for the buyer. The company we work for should be one that values the consultative element: providing training, experience, and hands-on opportunities for the sales reps to really learn the product well.

As an example, Sean has a great rep at his company who is generally tasked with opening doors by understanding the prospect’s needs, identifying problems, and introducing solutions. On his own time, the rep learned the product inside and out to the point where he can now read the reports the analysts write for similar-type prospects. He knows the industry, the language, and the company so well that he is extremely credible as a result.  The value that the company placed on his training continues to pay off.

Unfortunately, a lot of smaller companies are unable to provide training, so it is up to the rep to become consultative through proactive measures. Learn as much as you can about the product and the industry and talk to account managers who are servicing similar products, etc.

Learning your customer

As sales reps, we don’t need our buyers to know all about our business. Rather, we need to learn as much as possible about theirs. We need to be able to help them see their blind spots and identify their weaknesses so that we can create a great prospect experience by providing solutions.

Nothing annoys a buyer more than having to answer questions simply to bring a sales rep up to speed, especially when it is something the sales rep should already understand. Instead, if you can offer the buyer insight into the many ways that your product can reduce their pain, or further them in their careers, you are already ahead of the game. You’ve got the inside track.

It reminds me of a story where a sales rep friend of mine was shadowing a more established rep. The established sales rep, however, was also a really cocky and arrogant guy who didn’t feel the need to do any research on his prospects before a call. He was confident that his knowledge of the product would be sufficient to land the sale.

Long story short: Because the sales rep failed to take the time to research an acronym that he had seen on the prospect’s website, the sales rep misused the acronym and was unable to recover. It was a horrible experience that could have been prevented with a little research.

The statistics

PeopleMetrics researched 800 B2B buyers and discovered some fascinating reasons as to why they buy or don’t buy.

  • Seventy-eight percent of B2B buyers actively seek recommendations from their trusted colleagues as their first step toward a purchase. They rarely look online or make a choice based solely on an interaction with a sales rep.
  • Seventy-six percent of the time, the recommended company wins the contract. The losing providers, on the other hand, are almost never recommended.
  • Furthermore, the sales rep makes a huge difference as to whether or not a company is recommended. Sixty-one percent of B2B buyers that bought something report that the sales rep provided high value: he was consultative and he was prepared. He provided a positive prospect experience.
  • And here’s the kicker: the sales rep that provided the high-value experience for the B2B buyer got bigger contracts – up to $100,000 more within the 800 buyers.

The champion cycle

Seventy percent of B2B buyers who experience a high-value meeting recommended the provider to others. It is a cycle that goes around and around and around. It all comes down to the experience that the sales reps have with the prospects.

Sean highly recommends reaching out to your prospects after interactions with your reps. Ask them what they did well and what they could do better. At PeopleMetrics, the survey takes less than a minute and they regularly see a 75% response rate.  

Was the meeting valuable? Was the rep prepared?

And most importantly – do you have any concerns related to moving forward? This is a beautiful question because, as sales reps, we waste a lot of time chasing leads that are going nowhere. This question offers a non-confrontational way for a prospect to let us know if our product is not a good fit. Then we can focus our efforts on prospects who are.

E-Courage

The survey is sent to every decision maker in the group who attended the meeting.  Sean does not recommend, however, having the sales manager call the prospect with the same survey questions as it is unlikely they will provide completely truthful answers.

People are more likely to provide honest feedback via digital means than in person.

The Net promoter question

“How likely would you be to recommend our product or services to a colleague?”

Sean is working with a company that is taking this one step further. Their sales reps call and thank every single customer who provided a 9, or 10. This simple act has resulted in even more referrals!

The mindset of most sales leaders is very hard-charging, or maybe marketing owns the customer experience side of things. Once the sales leader recognizes customer experience as a revenue-generating opportunity, he is more likely to implement it.

Sean recalls a client who left a meeting feeling very confident that he had landed the sale only to receive lukewarm feedback.  As a result, he was able to get on the phone and determine where a misunderstanding had occurred. He was able to turn it around and make the sale.

PeopleMetrics

Valuable prospect experiences can be easily and systematically incorporated in very low stress ways. At PeopleMetrics, they are super passionate about the prospect and customer experience.  Their software automatically sends the survey to your prospects. Once prospects complete the survey, the company sends an email alert of results along with recommendations on how best to proceed.

PeopleMetrics also provides the ability to focus on which reps are doing well, and which ones might need more assistance. It is a complete solution for improving the prospect/customer experience by helping companies listen to their clients.

The prospect experience is the key to delivering a great customer experience that can hopefully last a lifetime.

Take the guesswork out of it.  Know how your sales reps are interacting with your prospects.

“Customer Journey Starts With the Prospect Experience” episode resources

You can reach out to Sean via email at Sean.mcdade@peoplemetrics.com , or find him on Twitter @smcdade. Learn more about the company at Www.peoplemetrics.com.

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.

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 March.

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

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.

Audio provided by Free SFX and Bensound.

Dr. Richard K. Nongard, Donald Kelly, The Sales Evangelist, Referrals

TSE 934: Sales From The Street – “Referral Business”

The Sales Evangelist, Sales From The Street, Dr. Richard NongardPeople are often uncomfortable with the idea of prospecting. Many salespeople struggle with it because they relate it to cold calling, but it isn’t possible to transition to a referral business until you find prospects.

On today’s episode of The Sales Evangelist, Richard Nongard talks about the role prospecting plays in transitioning to a referral business.

It’s our mindset that leads us to fear cold calls, but the truth is that people aren’t usually mean when we’re face-to-face. Unfortunately, that same mindset cripples us even when we’re dealing with warm or hot leads.

We miss the chance to follow up two or three days later to make sure that we answered all their questions. We never check in to see if there’s anything else we can do for them.

Come with value

There’s a reason we don’t just randomly hand out business cards at networking events. People didn’t ask for our cards, so we don’t hand them out without any context or conversation.

Instead, if I come with value and answer their questions in a way that relates directly to them, they’ll be more likely to welcome my interaction.

Richard recommends a simple strategy when cold calling. He explains to his prospects that he’s in the neighborhood learning more about local businesses so he can refer and network with other people here in the community.

When you explain it that way, people are always happy to tell you about their businesses and, of course, they’ll be willing to reciprocate.

Overcoming fear

Sales trainers across the board report that overcoming fear and self-doubt are the most frequent challenges they address.

Most salespeople are well trained in the language of sales

Imagine you’re a new sales rep at a company where 90 percent of your business has to come from prospecting. You have very few leads, and you’ve never sold before.

The key is to build relationships. Networking is essential in a B2B sales position.

We mistakenly believe that if they build a website, buyers will come. As a result, they spend all their time trying to make their website perfect so that when people come to their site, those prospects will become buyers.

They tinker with images and with fonts without realizing that people are the most important component in the transaction. Technology actually becomes a barrier for us because we believe we’re spending our time doing something useful but we really aren’t building relationships that drive people to our website.

Your website should simply be proof of your product or service rather than a way of generating leads.

Networking

Get out in the community and go to meetups. Go to networking events. Take every opportunity to meet real people.

If you’re invited to events that you aren’t interested in, go anyway. The people there might need your services someday.

Many of us would prefer to have a referral-based business over a prospecting-based business, but the truth is that you have to prospect to get to that point.

The reason so many businesses miss the opportunity to pivot from prospecting-based to referral-based is a failure to follow up after the sale. By not creating relationships with the people they are selling to, and not asking for referrals, we overlook many opportunities.

Time management prevents us from following up, as does the lack of a system to support a referral-based business.

Seize the power of now

Richard recalled that he often spent time worrying about the future. He ended up focusing on the future rather than living in the moment.

When we live in the moment, though, we can actually activate all of our intentions. It’s a much more powerful strategy than goal-setting.

Research actually shows that goals have a downside. They can be a downward spiral to mediocrity as we lower our goals to meet our deadlines.

Goals cause a great deal of anxiety. Goals are focused on the future while all we actually have is this moment.

By staying in the present, we activate our greatest level of potential.

“Referral Business” episode resources

You can reach Richard Nongard at his website, Viral Leadership and you can grab a copy of his book, Viral Leadership: Seize the Power of Now to Create Lasting Transformation in Business.

You can also get more information there about training and consulting for large and small companies, as well as coaching services, keynote speaking, and Richard’s new podcast on leadership.

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

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

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

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

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

Audio provided by Free SFX and Bensound.

Donald Kelly, Inbound, Inbound Leads, New Leads, Sales Leads

TSE 912: What Should Sales Know About Inbound Leads?

Donald Kelly, Inbound, Inbound Leads, New Leads, Sales LeadsInbound is a powerful tool for your organization. We all want inbound leads, but we have to work with our teams to make sure our company will be known by the people who are seeking our product or service. What should our sales team know about inbound leads?

On today’s episode of The Sales Evangelist, we’ll talk about what inbound is, why it’s important, and how powerful it can be for your organization. Sales professionals who are capable marketers will be able to massively impact their own bottom line.

What is inbound?

HubSpot is the leading online site for inbound marketing, and it defines inbound as marketing focused on attracting customers through relevant and helpful content, and by adding value at every stage in a buyer’s journey.

Inbound customers find you through channels like blogs, search engines, podcasts, and social media. So in a nutshell, inbound is where you set up the means to attract people to your website to digest your content.

Many times, our customers fail to find our business because we don’t do enough preparation. We sit back and hope that someone will find us, or that we’ll get a referral.

The goal is to provide education to our customers.

In the opening of the show, I told you about Jan, who tasked her employee Dave with finding new financial software for their company. The existing software wasn’t working, and they needed a new option as quickly as possible.

Dave started by Googling software, which was the beginning of his buyer’s journey.

As an organization, do you have videos on your YouTube or Vimeo or wherever you host videos?  Is there a way for your customers to find videos on your website?

The buyer’s journey

With HubSpot, the journey begins by attracting people who don’t know anything about you.

In this case, Dave is trying to find accounting software, and perhaps you have a blog post on your website titled 10 Things to Know About Buying Accounting Software. Or even 5 Mistakes People Make When Buying Accounting Software.

You must have a piece of content that will help your customer learn more about your product or service. You’re looking to educate your customer.

In the case of this podcast, a potential customer might search cold calling and find a podcast episode relevant to that topic. He’ll listen to the podcast and then perhaps reach out to me or download one of our assets.

Our podcast attracts people to our product.

The conversion state begins when they download something of value from your page. You may have a few emails that you send out which begins the nurturing process. Your sales team might even reach out to him to see if he has questions.

Once they convert or close, you delight them so they’ll give you more referrals.

Think like the buyer

Too many of us neglect the early part of the buyer’s journey: the attraction.

In the attraction phase, you must think like the buyer. What are the top five questions Dave might have as he researches financial software? As the prospect gathers information, what will he discover?

Buyers are doing incredible amounts of research before they come to the sales table. Your job is to educate them.

If you find yourself worrying that they’ll buy someone else’s stuff even after you give them valuable information, you’re likely worrying too much.

In the case of The Sales Evangelist, some people listen to my podcast without buying anything at all immediately. Two years later, they come back and purchase one of our programs or our trainings, but it likely wouldn’t have happened if I hadn’t provided information.

Give your customers things that they need, and especially things they may not know that they need to know.

You can use a video, a checklist, or social media. Give them education and relevant content.

We’re launching a YouTube channel and our Instagram TV on October 1 so people can consume our content via video if they prefer.

The basics

What challenges is your customer facing? What things does she need to know before she buys something?

Attract the prospect. Give her a chance to come to you first. The person she connects with first will most likely be the one she buys from, so increase the odds that she’ll find you before she finds your competition.

In the case of Dave, if you help him look good for his boss, he’ll likely come back and praise you and then send referrals your way. It’s a wonderful cycle.

I share all this stuff with you because I want to help you find more ideals customers. I want you to build stronger value and close more deals. Most importantly, I want to challenge you to go out every single day and do big things.

“Inbound Leads” episode resources

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

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

Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities. Click on the link to get a free demo of what Maximizer CRM can do for you.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video which is a great way to offer relevant content on LinkedIn.

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

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

Audio provided by Free SFX and Bensound.

Marketing, Sales, Thiefaine, Podcast, Prouduct

TSE 894: Sales From The Street-“Learn Marketing”

 

Thiefaine Magre, The Sales Evangelist

 

 

 

 

When sales are good, life is good. So what do you do if you’re a brand new business that isn’t making enough money to pay the bills? When larger companies believe you’re too new to trust, you must learn marketing in order to help others get to know your business.

On today’s episode of Sales From the Street, Thiefaine Magre, COO of Prouduct, talks about making the transition from a guaranteed position to an emerging business, and how he realized the need to learn marketing.

Once Thiefaine and his partners understood the importance of marketing, they made some key moves that propelled their sourcing business forward.

Name recognition

Thiefaine recalled being confused by the fact that, when he earned a guaranteed paycheck with a skate company, he was able to find plenty of customers. Then, when he branched out on his own, he wasn’t finding sales.

Despite the team’s hustle, they weren’t generating sales.

They quickly realized the need to learn marketing in order to help people recognize the business.

Thiefaine realized that his previous success stemmed from the fact that people recognized the name of the skate products: they saw people riding the boards around town and at competitions.

Despite their efforts at cold-calling, reaching out to friends, contacting other businesses, and asking for referrals, nothing helped.

Everything changed when the team landed an interview on John Lee Dumas’ podcast.

Credibility

Thiefaine calls that podcast appearance the tipping point for Prouduct.

Not only did John Lee Dumas mention the company, it turns out he had his own product that he thought might benefit from sourcing help. As a result, there was a separate conversation after the podcast centered around helping John source his own product.

John’s listeners heard about the relationship and reached out to Prouduct for their own businesses.

That single podcast, Thiefaine said, launched countless leads, and earned them millions of dollars. The referral and testimonial that resulted from working with John gave the company credibility.

It also gave Prouduct access to John’s already significant audience.

Marketing tactics

Thiefaine recommends taking advantage of as many marketing tactics as possible in order to maximize your company’s reach.

He believes that traditional channels like TV or national media don’t often benefit companies who aren’t highly funded, because they aren’t equipped to deal with the potential influx of business.

If you want to do podcasts, choose very focused podcasts that are in your area. Same with blogs. Begin with the ones that reach your target customer and grow into a more general audience from there.

Referrals

Behind marketing, referrals have been the largest source of revenue for the Prouduct team.

Thiefaine points out, though, that previous customers aren’t the only source of referrals.

Other entrepreneurs have been a great source of business for the company, and he believes the same can be true for you.

When entrepreneurs get together to share ideas and experiences, it’s a perfect opportunity for a prospect to hear about the work that your company is doing.

In their case, the Prouduct team was sourcing a business that creates teepees, and the business owner shared Prouduct’s information with a fellow entrepreneur.

The referral likely generated almost half a million dollars in sales.

The key is to hang on until you get your break. Keep trying different things until you find your opportunity.

“Learn Marketing” episode resources

Connect with Prouduct for more information about sourcing your product and protecting against supply chain failure.

You can also connect with him on his website, ThiefaineMagre.com.

We bring on guests like Thiefaine because we want to help you be more successful. Research podcasting to find out whether it’s a good fit for your and your organization. Whether you appear on other episodes or create your own, podcasting might be a good option.

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

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint for all the things buyers say they expect from sellers and want from sellers.

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

Audio provided by Free SFX and Bensound.

 

 

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Michael Redbord, Hubspot, Client Success, Inbound

TSE 878: Why Making Customers More Successful is Key to Business Growth

Michael Redbord, Hubspot, Client Success, Inbound

 

 

 

 

 

Successful customers are the greatest recruiting tool available to small businesses. If your customers can deliver the message that your work is incredible, that’s much more effective than your blog post that says the same thing. Making customers more successful is key to business growth.

Today on The Sales Evangelist, Michael Redbord of HubSpot shares what he has learned about successful customers and how we can engage them to drive more business.

Word-of-mouth

When HubSpot was a small business, the pioneers of the company discovered that when prospects had word-of-mouth energy injected into the conversation by way of referral, the calls went much better.

The company leaned into that knowledge and rode the wave.

Truth is that people rarely buy things without some version of modern-day word-of-mouth information: Google, Amazon, or some other customer feedback. People also go to Facebook to seek input from people they know, and their friends actually provide a lot of information.

By the time customers are ready to buy, they are way down the sales funnel. They are basically already sold on the product; they simply need someone to assist with the transaction.

The seller’s job has changed so that his entire job is to amplify information until the customer has enough certainty to buy.

Modern customers

The first thing small businesses must do is land a customer. As soon as your company lands its first customer, you’re immediately in the business of customer service.

If a customer buys from your business and has a great purchasing experience, but has a not-so-great post-sale experience, they have the power to create a bad reputation for your company.

Changing expectations

Michael’s favorite statistic is this one: ask businesses whether they provide superior customer service, and 80 percent will say they do. Then ask customers the same question, and 8 percent of customers will say they receive superior customer service.

There’s a massive disconnect, and customer expectations are super high.

Ten years ago, customers were more patient. They were ok waiting on hold or repeating their issue to multiple customer service reps after being transferred. Twitter was a glimmer in our eyes.

Now customers have a megaphone to share their experiences.

Businesses aren’t as nimble. They follow a tried-and-true playbook that says each new person you hire should be cheaper than the last one you hired. Quality diminishes, but customers still expect great customer service.

Three verbs

In order to conduct post-sale business well, there are three verbs salespeople need to know.

1. Engage. Give customers answers to their questions.

2. Guide. Once you see patterns, become proactive.

3. Grow. Create energy in the market place to drive more business through referrals and advocacy.

If you create the very best experience and engineer your post-sale experience well, you’ll earn promoters.

Ask yourself hard questions. Do you really provide tremendous customer service? Think critically. How well do you engage, guide, and grow.

Businesses that do those things well have the DNA to be successful long-term.

“Business Growth” episode resources

Connect with Michael on Twitter @redbord. He loves to have conversations there, and he’d especially love to have this be the start of the conversation rather than the end.

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

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint for all the things buyers say they expect from sellers and want from sellers.

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

Audio provided by Free SFX and Bensound.

 

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Donald Kelly, Sales Basics, Sales Fundamentals, The Sales Evangelist

TSE 875: TSE Hustler’s League-“Overlooked Basics”

Donald Kelly, Sales Basics, Sales Fundamentals, The Sales Evangelist

 

 

 

 

 

 

 

 

Sales requires a predictable process, but too often sales professionals deviate from the established path. They improvise and eliminate steps, and lose sight of the overlooked basics.

On today’s episode of The Sales Evangelist Hustler’s League, we discuss why it’s important to do the fundamental things that help you close earlier.

Otherwise, you’ll find yourself lacking qualified prospects and closings, and in sales turmoil.

Address objections early.

Identify the objections you’re hearing often and address them as quickly as possible.

If, for example, your prospect fears jumping into unknown territory, address the objection by offering referrals at an appropriate point in the process. Although you wouldn’t want to inundate your current customers with prospects seeking referrals, it might help you move beyond the objections.

Think about the objections you repeatedly hear and address them accordingly.

Understand timing.

Sales professionals often make assumptions on behalf of their prospects about what their closing schedule looks like.

Very often, misalignment on time periods creates difficulties.

Instead of allowing those misunderstandings to fester, ask your prospect what their schedule looks like. The prospect won’t be offended that you asked.

Bring up the issue of timing early in the conversation. Ask “What is your timeframe?” Then ask, “Any particular reason you’re looking at that timeframe?”

Don’t take objections personally.

Aside from the common objections, you’ll still get random objections that indicate your prospect isn’t ready to buy.

This is why it’s so important to qualify your prospects early in the process. If you skip over that step, you’ll wind up with prospects that aren’t ready to buy.

I made the mistake of assuming once that because a prospect initiated the phone call with me, he must be ready to buy. I ignored the warnings that I should still qualify him, and ultimately I lost out.

Find the customer who is the right fit for your organization.

“Overlooked Basics” episode resources

The Sales Evangelist Hustler’s League is an online group coaching program that will connect you with sellers from all industries all over the world. We’re accepting applications for our next semester this fall, and we’d love for you to join us.

Check out our Facebook page, The Sales Evangelizers, for a taste of what our online coaching community is like.

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic way to learn what buyers are thinking and how to sell the way they want to buy.

Also, check out the Video Jungle podcast to discover how to use video to take your sales to another level.

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

Audio provided by Free SFX and Bensound.

 

 

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Jay Gibb, Donald Kelly, Referral Program, Sales Podcast

TSE 858-Three Things You Should Remember When Creating a Referral Program

Jay Gibb, Donald Kelly, Referral Program, Sales Podcast

Many companies stumble blindly when they are creating a referral plan. Referrals can pay dividends for companies, but it’s important for companies to have a plan when designing a referral plan.

On today’s episode of The Sales Evangelist, Jay Gibb of CloudSponge shares insights about creating a referral plan and discusses some of the mistakes companies make in the process.

Avoid starting too early.

When you’re creating a referral program, you’re asking people to give you information about their friends.

Until you’re providing tremendous value with your product or service, it’s generally a bad call to ask for a referral.

One of the key measurements, according to Jay, is product-market fit: being in a good market with a product that can satisfy that market. Product market fit is a key component to referrals, because it indicates that you’ve found your ideal customers.

Once you’ve learned how to speak to them, and how to effectively speak their language, you’re more likely to be providing massive value.

With those components in place, you’ll have the tools to build a really effective referral program.

Offer the right incentives.

Especially on the B2B side, Jay said that many companies stumble in their incentives by offering only discounts for referrals.

Unless you’re dealing with the company founder, a discounted price in exchange for a referral won’t offer much incentive.

It’s also a good idea to remind the referrer that you’re planning to provide an incentive to the referred party as well, because people are altruistic, and they want to help others. They want to introduce someone they like to a product they like.

As you build your referral program, consider all four parties: the company and the individual who referred someone, and the company and the individual who were referred.

Make it easy for buyers to refer.

If your referral form requires customers to toggle between multiple pages in order to copy and paste email addresses, you’ll likely get limited results from your referral program.

Consider, instead, a way for customers to access their address books from the referral page. You’ll likely discover that most of your referrals come from people who uploaded their address books.

That’s why CloudSponge exists; to help companies offer an address book function without having to build it themselves.

Larger companies generally want to build their own platform, but they’d rather buy the address book component off the shelf because it’s a tedious process to build one.

Don’t forget the simple things.

Most importantly, make sure to ask for referrals when the time is right. Many sales professionals and companies neglect to ask for referrals.

If you’ve got happy customers and repeat buyers, call them and ask them to help you grow your company. You’ll be amazed at the response you’ll get when you ask for help.

Once they provide a referral, remember to say thank you. When the deal closes with a referred customer, send some kind of thank you to the referrer.

Doing so will have a compounding effect and make them want to refer more often. They’ll realize that your company cares about people, and they’ll regularly look for chances to provide referrals.

Consider, too, that customers may not always know of people who will benefit from your product. When that happens, consider asking for a review, a testimonial, or a case study.

Develop a funnel and a backup plan when you’re creating a referral plan.

“Creating a Referral Plan” resources

Connect with Jay at CloudSponge.com, or email CloudSponge for more information about their services. You can also find Jay on LinkedIn.

Consider giving a copy of the book Stop Selling & Start Leading as a thank you gift to someone who provided a referral. It’s a blueprint for sellers based upon years of research about the things buyers hate.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Networking isn’t limited to events.

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

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

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

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

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

Identify hidden networks.

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

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

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

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

Find structural holes.

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

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

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

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

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

Episode Resources

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

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

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

Email us at SPN for more information.

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

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

Audio providede by Free SFX.

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.

Donald Kelly, The Sales Evangelist, r/sales subreddit

TSE 627: No Strings Attached!

Donald Kelly, The Sales Evangelist, r/sales subredditYou’ve probably met somebody in one way or another where they do something for you but you just know there are strings attached to that. They expect something from you in return. Sure, they talk about reciprocity but what does it really mean?

Reciprocity happens when you do it without any intention of getting something back in return. You do it from the kindness of your heart and because you care about the person. You do it because you want to help them. You do it because they’re a friend. You do it simply because you want to help the person.

Reciprocity as a Byproduct

When I did this podcast, there wasn’t money coming from it but I did it because I wanted to help. I saw things that worked and I was passionate about, which I still am until today. Then reciprocity just came in naturally. People started reaching out to me. I got coaching, speaking, and training opportunities.

So you see, it wasn’t something I did and that if I don’t see any return by a month, I am going to move on to something else. It wasn’t like that. I kept going at it because it’s something I care about and it’s something I love to do.

Stop the “Strings Attached” Mentality!

Do something for them without strings attached. Stop the “strings attached” mentality. Give referrals not because you expect them to also do business with you.

Today’s Major Takeaway:

Do things from the kindness of your heart. Opportunities will come. Reciprocity comes as a byproduct. Even if you don’t get immediate return, who cares? Just do it. Do it because you care and you want to help people.

Episode Resources:

Join the TSE Hustler’s League.

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

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

 

Decision Maker, Donald Kelly, The Sales Evangelist

TSE 614: Sales From The Street -“Reaching VITO”

Decision Maker, Donald Kelly, The Sales EvangelistAs an entrepreneur and seller, prospecting is one of the fundamental things you need to master. Today, I’m sharing some effective ways I’ve seen to get to that decision maker. This is something you’re going to have to do as a seller. These are strategies I’ve seen that work and that you can tweak and utilize in your business.

 

 

 

Who are the decision-makers?

These are the people in the organization that have the ability to say yes to you. These are people who can decide on buying your product or service.

They’re not necessarily CEO’s. They can be the Chief Marketing Officer. Again, these are the people who have access to the funds or budget.

Decision makers are not necessarily going to be the one you can get access to right away. They’re busy and have process where you have to go through multiple individuals first before you get access to them.

The key contact or decision maker is the VITO (Very Important Top Officer).

  1. Utilize referrals.

Go through your current customers and understand who your ideal customers are. Understand your buyer persona and see who else they know they can introduce you to.

Your chances of getting to the VITO through the receptionist is slim to none.

  1. Send a snail mail and follow up.

The whole point is to get a key target list of accounts and send them something in the mail that will grab their attention. Then call and do an introduction. By doing this, the secretary will be more willing to pass you through because you caught her attention.

  1. Take advantage of social media.

Sometimes decisions makers are utilizing social media. Use a platform that does not have a lot of traction. When you go on social media., don’t pitch right away. Bring value first. Find a way to share information or something they like that you can connect with and comment on. If there’s positive news about them in the media, share your insights too. Also, fill out the contact information on their website.

  1. Call the sales department of that organization.

Salespeople are often more compassionate and willing to get you the key information or email address or phone number to the right individual. Don’t be afraid since they’re doing the same you are. Also look for a way that you can bring value to them.

Episode Resources:

Join the TSE Hustler’s League.

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

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

 

Donald Kelly, The Sales Evangelist Podcast, Customer Retention

TSE 589: Sales From The Street-“Remember Their Name”

Donald Kelly, The Sales Evangelist Podcast, Customer RetentionHave you ever experiencing talking within someone and 5-10 minutes down the conversation, you actually don’t remember their name? Imagine this scenario with your client, asking what’s their name at the end of the presentation. How would this make them feel?

Today, I’m going to share some strategies to make that personal connection to make them want to come back to you and buy from you over and over again.

Remembering People’s Names

This is one challenge I have had or I’m still facing sometimes especially those I have just met. A quick backstory…

I went to our local dry-cleaner and then we moved but I still go back to the same place. Why? Because of Angelo, the owner of the shop, makes his customers feel special. He is so old, maybe in his 80’s. I’ve never had any conversation with him but he remembers my name.

So instead of making me look at him as just a dry-cleaner, he made me look at him as my dry-cleaner. This guy remembered my name after not coming to him for so long. And that made me feel important.

It’s a Focus Issue

If you relate this to sales, sometimes you get on the phone with people and you see their name on the list and then a few minutes after the conversation, you no longer remember the person’s name so you’d have to go back to look at the sheets or online or your CRM trying to figure out who you’re talking to.

It’s not about you having a bad memory but this comes down to a focus issue. We tend to not focus on the individual and a lot of times as a sales professional, we see the person as a dollar figure. So we don’t think about the individual behind it.

So I’ve come up with strategies to make sure you remember individual’s names:

  1. Focus on the individual.

One primary reason we can’t remember names is that we are not focusing. We are easily distracted so we don’t have that long attention span. Put your phone down. Focus on what they’re saying.

  1. Listen.

Because we’re too distracted and we’re focusing on something else, we don’t listen.

  1. Make some connection.

Maybe the person looks like someone else you know and makes that connection. Or is there something else that you can associate with that individual? Like a place or a name, you can remember from middle school. Whatever that is, find that commonality.

  1. Motivation

What is your motive behind knowing this individual’s name? What if you were asked to memorize someone’s name and just that? Well, you might say you can’t remember it. But what if you were asked to remember someone’s name and you’d be given $10,000 for it? Then your motive would totally change, right? You’re going to remember. You’re going to focus. You’re going to write it down in your mind. All because you want to get that $10,000. So what’s the motive behind you meeting with someone?

  1. Repeat the person’s name.

When they introduce their name to you, say their name too and this helps you memorize their name. Then you can also repeat the person’s name during the conversation.

Today’s Major Takeaway:

Focus on the present. Focus on the individual. Turn off the phone. Repeat the individual’s name and associate with something. Remembering somebody’s name shows them that you respect them and you appreciate them. And that goes a long way.

Episode Resources:

Join the TSE Hustler’s League. This semester is focused on closing and being buyer-centric. Do you want to see results? We’re here to help you see that.

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.

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

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

Here are the highlights of my conversation with Shawn:

Shawn’s biggest struggles in his business:

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

How to convince people to hire him

Strategies to overcome this challenge:

1. Find groups and evaluate them.

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

2. Find referral partners.

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

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

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

How to start networking:

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

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

Become involved and volunteer and show up at the events.

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

Find groups though meetups and Facebook groups.

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


Results Shawn saw after applying his strategies:

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

Shawn’s Major Takeaway:

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

Episode Resources:

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

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

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

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

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

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, Referrals

TSE 485: TSE Hustler’s League-“Referrals”

Donald Kelly, ReferralsWhy can’t referrals work in your industry? Wrong! Referrals can actually work in every single industry. It doesn’t matter what you’re selling. Today’s snippet taken from one of our training sessions over at the TSE Hustler’s League is about the main reasons people are not getting referrals and what you can do to improve your skill in asking for referrals.

For this upcoming season on the TSE Hustler’s League, we’re focusing mainly on building value with your prospects. Now that you have them, how do you generate them into clients? It’s a content-rich yet fun experience. Feel free to join!

Why people are not getting referrals:

  1. Fear of asking

You are not just asking random people but those who are your ideal customers, people who are your customers. Statistics shows that 9 out of 10 clients are willing to give you referrals. So why be afraid of asking? The problem is we think of the worst case scenario automatically and we don’t think about the good things that can happen.

  1. Not knowing how to ask

People are either afraid of asking or they don’t know how to say it. People don’t carry a list of referrals with them. It’s not as easy as that. So you need to make sure you prep your prospects so they can help you.

  1. Forgetting to ask

People tend to forget to ask for referrals that they just instead do the hard part and do cold calling, expecting the business to grow. But your business grows better when you’re able to have ideal prospects who are a good fit to what you offer.

How to prepare so your customers can give you referrals:

Your clients sometimes can’t give you names of people immediately because they don’t think of these people right off the top of their heads. So all you need to do is find people that they know so you can give them ideas and see if they could give you an introduction.

Go to LinkedIn and search for people who are your ideal prospects. Look at what other businesses they know who also fit your ideal customer or buyer persona.

Make it easy for your clients.

An introduction email is so easy but you clients have so many other stuff to do so they won’t remember doing these things for you. If you get no introduction from them, make it simple for them. Create emails for them that can take away some of the work. You can send them a template that you created and they could just change it up accordingly and then hit send. Easy, right?

Episode Resources:

David and Goliath by Malcolm Gladwell

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.

 

Current Customers, The Sales Evangelist, Donald Kelly

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

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

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

Here are the highlights of today’s episode:

My ATS (After The Sales) Strategy:

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

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

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

Ways to double your revenue:

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

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

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

Episode Resources:

The 48 Laws of Power by Robert Greene

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

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

Customer Experience, New Client Experience, Prospecting, Customer Growth

TSE 449: Sales From The Street-“Your Signature Experience”

Donald Kelly, The Sales Evangelist Podcast, Matt Ruedlinger, The Best Sales PodcastSales and marketing play a very critical role in any business, but being able to provide a remarkable customer experience is what will eventually keep them coming back. It’s all about experience.

Our guest today is Matt Ruedlinger, He is the Founder and CEO of Triple R Marketing, a marketing firm where they learn about not only the business, but also the customer and their customers. In this episode, you will learn more about how to create remarkable customer experiences so your customers will feel like royalty that they’ll talk about you over and over again thus growing your business.

Here are the highlights of my conversation with Matt:
Matt coolest sales experience when he was the customer at a barbecue place


Customer Satisfaction as the Bare Minimum:
Customer satisfaction can’t be used as a measure because it’s the bare minimum that people accept. Exceed customer expectation so they will talk about your company. Know about the customers. Do a little something special and different. Create that personal connection or relationship.


Strategies for creating remarkable customer experiences:

1. Map out the customer journey

Start off with a poster board you can put on your wall. List down categories of every touching point you have with the customer (ex. Website experience, phone call)  Understand every touch point you have to make sure it’s a good one. Make this assessment 2-3 times a year and think about how you can make each section a little better.

How is it going to be so much better than what’s out there now that makes their life easier?
How can you implement a system to make that experience?

2. Find out what makes you unique.
What is something that you can do that is different than competition and that makes you stand out? Matt’s company never forgets birthdays. Caramels are their signature gifts to customers who are celebrating their birthdays.

3. Zone in on who your clients are.
There’s not a one size fits all. You’ve got to tailor it to specific people. What means something to one may not mean the same to another.

4. The Power of Customer Feedback
Reach out to your customers and find out from them how you can do better in a way that you will make an impact and make their life easier. Then start to collaborate those ideas. Also listen to the input of your employees.

The customers are in charge now. When they speak, you’ve got to listen to them because that’s where the experience comes in. You’re just a google search away from being replaced.

5. Put the right people in the right positions.
Empower them to do what they do and create those experiences. Give them the right training necessary.

6. Consistency is key.
Once you’ve raised that bar, customers will expect. Be sure to continue to meet and exceed those expectations and the story gets told more and over and over again.

Matt’s Major Takeaway:

Always clients what can you do to improve and make an experience for them. Constant communication with your customers is key to your business growth and creating an experience.

Episode Resources:

Get connected with Matt through matt@triplermarketing.com and check out their website www.triplermarketing.com. Or connect with him on LinkedIn.

Also check out Joan’s Caramels.

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

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.

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

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

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

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

Here are some of the major takeaways from our conversation:

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

Step One: “Ask”

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

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

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

Step Two: Grab their attention

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

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

Step Three: Ask permission to have this discussion 

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

Step Four: Who do you know?

Find out who they could refer

Step Five: Tell me more about John Smith?

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

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

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

Step Seven: Best way to connect. 

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

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

Step Nine: Offer a reward

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

Connect with Jeff:

  1. LinkedIn
  2. Facebook 
  3. Email Jeff

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Fresh Level Productions, Donald Kelly, The Sales Evangelist

TSE 247: Sales From The Street: “Teach Them”

Fresh Level Productions, Donald Kelly, The Sales Evangelist Today’s guest on Sales From Street is Parchelle Hotten, the owner of Fresh Level Productions, a video production company that does more than just that. Their company is passionate about giving value to their customers by focusing on the results that come from the video they produce, helping clients achieve traffic, and getting them to become leads that ultimately result to conversion.

In this episode, Parchelle shares about the power of video in growing one’s business, the challenges she faced, and how she overcame and achieved the results she wanted.

Here are the highlights of the conversation with Parchelle:

One of the biggest challenges Parchelle had as an entrepreneur:

Conveying the value that video could provide for the customer’s business

What Parchelle did to fix the problem:

  • Providing value through workshops.

Invite 6-10 different people you’ve met over snacks or whatever. This way you will be able to address the concerns in a small environment. Then you can talk about topics like ROI, video, and strong content on your website that are all critical to your business.

What resulted from Parchelle’s strategy:

35-40% expressed their interest at the end of the workshop and wanted to talk with them further. 20% of the people in the room closed business with them resulting to:

  • More customers, more revenue
  • Build relationships with other people
  • More speaking engagements for Parchelle

Parchelle’s Major Takeaway:

Make sure that you position yourself to provide value to your prospective clients in whatever method you can (workshops, video series, white paper, eBook, webinars).

Connect with Parchelle through www.freshlevelpro.com and on Twitter @freshlevelpro.

Episode Resources:

Fresh Level Productions

Listen to Donald being featured on the Conscious Millionaire Podcast as he talks about the Steps to Creating Sales-Focused Business

Join Now!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist, Donald Kelly, Sales Podcast, New Business, Customers

TSE 246: How To Balance New Business v.s. Current Customers

Donald Kelly, New Business, Referrals, The Sales Evangelist PodcastCan you actually balance handling current customers and new accounts? Of course you can! Challenging? Yes, but if you’re able to get your focus on the things that need to be done to do both, then anything is possible! So let’s get down to business.

New businesses or existing business? Which do you focus on?

  1. Determine where you’re getting the most money from.

New businesses:

Cost to get a new customer (time, money, and trust)

Current customers:

Existing trust and relationship (don’t have to go through a budgeting process)

  • Find anyone in your company that can assist you in finding opportunities for current customers.
  • Weigh out the pros and cons of each and figure out the best place.
  1. You can do a combination of both new accounts and existing customers.

The key is on planning. Plan out your month in a way that you’re able to focus and plan for each account.

  1. When you call into an account regularly, be sure to address their challenges that may come up.

Work with other people in your department (e.g technicians, project managers) to help you alleviate some of those challenges. Communicate with other departments to learn and find challenges and overcome them altogether.

  1. Structure your day.

Manage your time and establish a structure so it’s easier for you to maintain and manage your accounts.

How to Gain New Businesses as You Work With Your Current Customers:

Referrals

Recognize people that your existing customers know that are of interest to you and that you need to be introduced to. To help you learn more about this, watch this free video training on how to get 50% more referrals.

Referrals, New Business Development

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.

Join the TSE Hustlers League. This month’s focus is about getting the proper mindset, goal setting, getting pumped up, and motivation.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Bob Burg, The Go-Giver, Donald Kelly, The Sales Evangelist

TSE 204: Learn How To Become A Go-Giver Today!

Bob Burg, The Go-Giver, Donald Kelly, The Sales Evangelist Today I have the awesome opportunity of having Bob Burg come on the show. Bob is an author and speaker. For years, Bob was best known for his book Endless Referrals. Over the past few years, it’s his business parable, The Go-Giver (coauthored with John David Mann) that has been a big hit for many salespeople and entrepreneurs all over the world.

The Go-Giver is a Wall Street Journal’s Business Bestsellers as well as BusinessWeek. Recently, Bob created an expanded edition to “The Go-Giver” that has enhanced the learning of the principles for readers. Check it out here.

Here are some of the major takeaways from our discussion:

  • Buyers won’t buy from you because they want to give you money…they need something and it’s your job to help them
  • Don’t focus on the money, focus on providing value. The money you receive will be a natural by-product of the value you offer.
  •  Profit is the result of pleasing other people
  •  “Make your win, about the others person’s win”
  • “You can have anything in life you want if you just help enough other people get what they want!”
  • Learn to go beyond 50-50. Look for an opportunity to give 100% without expecting anything in return.
  • Being a Go-Giver will help you sell quicker. Some salespeople may feel they need to be patient to wait for something to come back to them. Again, sales will come as you start looking to help others instead of only focusing on yourself.
  • Selling is not about you convincing people of things they don’t need. It’s about you helping them get what they want and need. Your job is to help them get it.
    • Ask questions to help develop their need (discover)…don’t just listen to see how you can close. If you see what you have can help them…it’s your job to let them know.
  • Sales skills are important. Being a Go-Giver, will help you better hone in on the skills you learn
  • The great people sell great products that they believe in. They know their product, but the thing that separates them from the average sellers is their focus! The top performing sellers are laser focused on their customers.
  • The law of authenticity says the most valuable gift you have to offer is yourself! People love you when you are you! They will gravitate towards you. Bob Burg, Donald Kelly, Donald C. Kelly, The Go-Giver, Podcast Movement
  • Why is it that people don’t show up authentically? It is because they don’t have the self-confidence to do so.
    • Intrinsic value- We’re here, we’re alive and we are a part of the world
    • Market value- The combination of strength, traits, talents and characteristics that allow us to add value to the marketplace in such a way that we will be financially rewarded.
  • Seek to learn from other great people and adapt their wisdom to your authentic core.
  • People will do business with those they know, like and trust!
  • Value is always in the eyes of the beholders.

Connect with Bob

www.Burg.com

SIGN UP to receive Bob’s Influence & Success Insights

Remember to Checkout TSE Hustler’s League!

The Sales Evangelist Hustler's League

What Customers Want? Donald Kelly, The Sales Evangelist Podcast, Donald C. Kelly

TSE 180: Sales From The Street- “This Is What Your Customers Want”

What Customers Want? Donald Kelly, The Sales Evangelist Podcast, Donald C. Kelly So this week I wanted to try something different. I wanted to do this for a long time now, but finally did it today. You must be thinking what did Donald do? Well, I went out and actually spoke with consumers. People who are like those you connect with on a daily basis as you try to make a sale. If any of you are familiar with Florida, I went down to Boca Raton. Boca is a very business friendly area and some very well to do organizations. If you want to know what B2B/B2C customers or prospects are thinking, this is the place.

In total, I spoke with five individuals who all gave great insights. From listening to being passionate. There were three men and two ladies interviewed for this episode. The overall feedback I received was to make sure you are listening to the prospect. Make sure that you show them that you care about their needs over your own. The funny thing is, that this is something that is important in any great relationship.

If we are focused on the well-being of our loved ones and truly care for them and do all we can to help them, the relationships tend to be stronger and enriching. Issues begin to emerge when we become selfish and concerned about ourselves. In sales, it is the same way. People buy from those they know, like, and trust. They need to have a good relationship with you!

So as you go out and prospect, make sure you keep that in mind. It’s not about you, it’s about your prospects and how you can assist them to make their lives better. You will only become successful when you master that and seek to LISTEN to them. As always, go out and do BIG THINGS!

 

Gaining new business, Business Development, Hustle

TSE 177: Sales From The Street-“No Clients, No Problem”

Gaining new business, Business Development, Hustle How tough can you get?

Today’s Sales From the Street guest is Luis Ugalde and he shares with us the need for mental toughness and commitment to achieve your goals as a salesman.

Holding a degree in biochemistry, Luis initially pursued a career running a research lab at the University of Miami. Obviously, finances is not where he thought he would be.

Luis realized that you need to be uncomfortable in order to be comfortable so he finally took a leap of faith, quit his job, and decided to go full time developing his own brokerage business where they teach families how to reach their financial goals.

“Salespeople put their own objections into their clients heads without even thinking because you assume what they’re thinking.”  – Luis Ugalde

Word of the day: Commitment

Here are the highlights of my conversation with Luis:

His greatest sales challenges:

  • Not knowing anybody
  • Being too young at 24

Strategies you can apply which Luis used to overcome those challenges:

  1. Invest an hour a day into bettering your skills and the way you think.

Luis read books including John Maxwell’s Developing the Leaders Within You, Developing the Leaders Around You, etc.

  1. Raise your leadership lid by having a high-level discussion with clients
  2. Ask for referrals.

Before getting into what he can do for his clients Luis asks for a commitment from them to brag about him to 7-10 people.

  1. Get uncomfortable so you can get comfortable.

Take a leap of faith. Do what you need to do to succeed even if it means quitting your daytime job.

The results:

Luis made double or triple the amount he made in his daytime job which was a total confidence boost.

Luis’ Major Takeaway:

Connect with Luis by sending him an email at luisruben14@gmail.com or via Twitter @luisruben14 and Facebook.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

TSE 168: Sales From The Street-“Just Ask!”

Ask for the sale, The Sales Evangelist, Donald Kelly, Sales Podcast On this episode of “Sales From the Street”, I have the opportunity of interviewing a friend of mine, Heather Ruthven, who shared her experience as an entrepreneur. Heather shared how she was not selling a product or service, but she was selling herself and how difficult that was for her. She was able to connect with a mentor who offered some ideas that she was able to implement and she saw great results! The main thing I took from our discussion was the fact that you just have to ask.

So many sellers let business opportunities go by in the form of new prospects, referrals or business partnership because we are afraid of asking for the business. But what is the worst that can happen when we ask? All you can get is a no! But if you do ask, the opportunities are endless. Come and listen to Heather as she shares her sales from the street example.

Feel free to connect with Heather: hruthven@deximaging.com

Have you “asked” to join out private Facebook Group?

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

 

 

Preston Killian, The Sales Evangelist, Asking for Referrals, Donald Kelly

TSE 156: Sales From The Street-“How I Grew My Business Through Referrals”

Preston Killian, The Sales Evangelist, Asking for Referrals, Donald Kelly We all know that one of the greatest ways to grow our business is through referrals. The problem is, many of us as sellers never ask for them for one reason or another. In this episode, I interview Preston Killian who shares some of the struggles he faced early on growing his business. Preston has a business where he does bent repairs for car dealership in Texas.

Many of those he currently works with came through simply asking for referrals or doing such a good job that his customers offered him unsolicited referrals. Today, his business is growing significantly because of referrals. The question now comes down to this, “Are you taking advantage of the benefits of referrals?” Here is another episode that can help you ask for more referrals:

TSE 013: “THE BEST WAY TO GET REFERRALS, IS TO GIVE REFERRALS” BRYAN DALY

Preston’s words of encouragement: 

  1. Get up and just get out there
  2. Work hard
  3. Just ask for referrals
  4. Make sure to follow up with customers

Stay in contact with Preston

Preston’s Facebook profile

One of Preston’s clients he gained through asking for referrals: Loan Star Auto Plex

 

Week Sales Acceleration Course

 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

 

LinkedIn, Referrals, Prospecting, The Sales Evangelist, Donald Kelly

TSE 152: Do NOT Do This When Prospecting On LinkedIn!

LinkedIn, Referrals, Prospecting, The Sales Evangelist, Donald Kelly According to Neilsen’s, customers are 4 times more likely to buy with referrals from friends. Naturally, this means that the more referrals we get, the better our business will be. We also learn that LinkedIn is a great place to find new business opportunities and referrals/introductions. There is only one problem though… how does one do it exactly? Well, lucky for you, in this episode I share what NOT to do based on my experience and I offer you a step by step approach to effectively use LinkedIn to prospect and get referrals/introductions.

Here is the proper process you should follow:

Step One: Be prepared by researching the company to see that they truly have a need you can solve. Also, make sure to research the proper decision maker before you request an introduction. Here is a secret, learn something personal about the individuals.

Step Two: Ask for a personal invitation from a trusted, mutual friend once you’ve completed step one. Make sure you ask for a “specific reason for the introduction.” Reasons may include anything from them having a pain you can solve to you wanting to learn more about the industry from an expert or about a company. Whatever the reason, make it clear so that your mutual friend (source) knows exactly what to say in the email introductions. Another little secret here too, ask to be cc’d on the email!

Step Three: Once you have the introduction, thank the person who introduced you. Express appreciation to the person you were introduced to and set a specific date/time to meet or speak on the phone. Remember when you meet, make sure you do what you asked for in step two (to help solve a pain or learn about the business). Whatever that is, make sure you stick to that in your meeting.

Step Four: Demonstrate that you did your research throughout your conversation and especially when you bring up the pain you can solve for them.

Step Five: Post the meeting, send a thank you note to the person who introduced you and the person who you were introduced to.

Step Six: Seek out opportunities to return the favor and introduce your mutual friend to those you know and that they could benefit from meeting.

It’s that simple! But as you listen to this episode, you will hear how I messed it up lol. Listen above and let me know if there is something you would do different. Send me a message here on our FB page. I look forward to hearing from you. As always, remember to go out and DO BIG THINGS!

 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Sales Success; The Sales Evangelist; Donald Kelly

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

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

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

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

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

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

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

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

 Podcast Paradise Cruise

The Sales Evangelizers

The Sales Evangelist

TSE 055: Is There a Proper Way to Ask For a Referral From a Client?  

NetworkinfminiA few episodes back I mentioned the power of asking for referrals from everyone, even prospects. Now, granted the quality of a referral from a prospect may not always be the strongest avenue to get a referral but it sure beats a sharp stick in the eye for not asking for a referral at all. I have asked prospects and seen very good results, but what about asking a current client? Is there a proper way/time to ask for a referral? I think these referrals tend to have more weight and would require more research. In this episode I break it down in details and share a bit more. Here are some of the major takeaways:

 

  1. Ask for a referral from a client when they become confident in your products or services.
  2. Ask for a specific person by name that they may know.
  3. Get an email or if possible a personal introduction (lunch etc).
  4. Thank the client who gives you the referral before you meet with the prospect.
  5. Offer updates and information to the client on the processes/outcome of the meeting with the referral.
  6. Thank the client who offered the referral and if the their friend elected to purchase your service or not.
  7. Rinse and repeat with other clients.

Listen  to the episode to learn about my personal experience and how it turned into a successful new client. As aways, I hope this was beneficial to you but most important is my desire for you to apply it. So go out and DO BIG THINGS!

MUSIC PROVIDED BY FREESFX

 

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

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

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

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

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

MUSIC PROVIDED BY FREESFX
LISTEN TO THIS EPISODE ON ITUNES OR LISTEN ON STITCHER RADIO.

TSE 012: The Easiest Sales Opportunities to Close Are?

Donald Kelly: The Sales Evangelist Have you ever wondered what are the easiest sales opportunities to close? Well, in my experience, I feel those are unsolicited referrals! Think about it, if you were in need of a product or service and a trusted friend gave you a really convincing recommendation, how likely are you to get that product or service?  Chances are that I would buy that product or sign up for the services ! Why, because someone I know and trust already did all the work for me and they have experienced it. They know what I am looking for and understand my needs. This is why I feel that those who are referred to you from your “raving fans” are the easiest business opportunities to bring on.

But, there are two sides to referrals. There is the giving opportunities and the receiving opportunities. We must all seek to give referrals and  naturally in return we will receive referrals. In this episode I  share a couple experiences when I received and gave a referral.

Here are some of the take aways from this episode:

1. Look for opportunities to give referrals.

2. When you receive a referral, always offer gratitude and keep the giver in the loop.

3. Referrals are the easiest business  opportunities to close.

4. A BIG referral secret to getting more referrals (You must listen to the episode and hear the secret).

Come and listen to the episode and learn how you can do #BIGTHINGS!

MUSIC PROVIDED BY FREESFX
LISTEN TO THIS EPISODE ON ITUNES OR LISTEN ON STITCHER RADIO.