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Alex Quin, Donald Kelly, Miami, The Sales Evangelist

TSE 1011: What To Do When Everyone Tells You “No”

On today’s episode of The Sales Evangelist, we talk to Alex Quin about how to step up our game, get back up when we get knocked down, and what to do when everyone tells you no.

Alex is an investor who focuses on projects that he is passionate about, whether they be in entertainment, media, or fashion. His current projects include a globally-distributed clothing company based in Miami and several content creation projects bound for Netflix and Amazon.

As a public figure, Alex has had the opportunity to work with many brands that use his image and likeness for promotions and commercials. As an entrepreneur with several successful projects that garnered a lot of media attention, Alex became an influencer despite initially wanting to remain behind the scenes.

Hard work and consistency

Some view his achievements as an overnight success. Alex doesn’t agree. He knows it took many years of hard work and consistency.

Yet people tend to focus on the finished product.

Consider social media for example. We want to portray ourselves positively and in the best light, which can come across to others as a perfect life. But social media is just the highlight reel. It doesn’t show the downfalls, the difficult times, or the moments of self-doubt.

When all the hard work is glossed over, it is easy to be fooled into thinking that you are the only one not succeeding.

In reality, everyone makes mistakes. But those mistakes can become opportunities to learn.

Alex cites money, or rather the lack of it, as his biggest challenge. He started an advertising company using money he earned working in the fast food industry.

No job was too small. If he needed to clean bathrooms in order to afford computers or camera equipment or to pay the rent on a small office, he did it.

It was a difficult journey and he worked with a lot of people who let him down.

How to handle ‘no’

As sellers, many of us enter the industry assuming everyone will be nice, or at least polite. So rejection really hurts.

It takes a while to understand that they aren’t necessarily being mean to us but that maybe we are just not offering a good fit for what they need.

So how do we handle ‘no?’

We need to be realistic. We can get so involved in our project that we lose the outsider’s perspective and fail to see our own shortcomings.

Maybe the prospects are saying ‘no’ because there is a flaw in our presentation. Maybe we aren’t doing something right.

We need to re-evaluate ourselves and keep an open mind.

Is the feedback coming from a negative perspective or from a constructive criticism perspective? If you are continually hearing ‘no’ – what is the common denominator?

Find out why you were rejected.

It is the least you can do for yourself. Find out what part of your pitch caught their attention and what part turned them off.

Study your project. What do you need to do – what might you need to change – to get a ‘yes’?

The founder of Starbucks had hundreds of rejections, as did Walt Disney. They both learned so much throughout the process that when the ‘yes’ finally came – they were ready.

A ‘no’ is an opportunity to learn because it points you in the direction of improvement. [07:33]

Mental health

Learning to handle rejection is also extremely important from a mental health perspective. Depression is real. It is often overlooked but it happens.

As entrepreneurs, we deal with a lot of negatives and the only way to keep a positive outlook is to turn those negatives into positives.

Maybe things are falling apart so that you can build them back up in a better way. Maybe the structure was wrong or the foundation was crumbling; this is your chance to fix it.

Entrepreneurs are not successful simply because their one crazy idea took off. They are successful because they worked consistently at that idea.

It can be confusing when you see all the young kids on social media making so much money. You have to realize that most entrepreneurs aren’t successful until their mid-30’s or mid-40’s.

You are not in competition with other people. As an entrepreneur, you are in competition with yourself.

Your success depends upon your abilities:  your ability to be organized, to be focused, and to care for your mental state. It is your achievement when it works and it is your fault when it doesn’t.

Think of it as a race. Don’t focus on the competition, or the people behind you, or next to you. Focus on what you can do this time to make it better than last time.

Focus only on the finish line and go for your personal best.

Think about your outreach. Can you improve your email? Is your offering good? Maybe it is all great but the timing just doesn’t work for your client.

Leave an open door

Alex recalls working on a huge proposal for a global brand a few years ago. He spent three months researching and building strategy but didn’t get the deal through no fault of his own.

He and his team had done everything they could have possibly done. The client loved it but they were simply not ready.

No amount of sweet talking would have changed a thing.

Fast forward to the present, and that same company now endorses Alex.

You never know where something might lead. Leave an open door and don’t burn bridges. Do good business with good morals.

It is understandable that several rejections can eat away at your confidence. We all have our insecurities. You have to love what you are doing so much that it doesn’t matter what other people think about you.

Don’t listen to negative comments. Understand and have faith in your talent. Listen only to those people who want the best for you personally and professionally.

Confidence is key

You will meet setbacks and failures because nothing is perfect. But you were brave enough to come up with and pursue your idea, so the negative opinions of others should not stop you.

If others don’t see that confidence in you, however, they will move on. You must have confidence and project confidence.

There are ways to build confidence. Books you can read, classes you can take – the more you learn about something, the more confident you will be when speaking about it.

Use frustration as fuel to improve yourself. Educate yourself. Be informed. Hustle inspires hustle. Surround yourself with uplifting people and rise together.

You will face rejection. It is not the end of the world. Get yourself back in the game.

When Alex is having a bad day at work, he reads about the struggles that Elon Musk is going through with his business, or reads about the daily struggles facing people without clean water.

It puts a renewed perspective on things.

If you are listening to this podcast, you are already in a better position than most. You have access to a computer and a desire to learn.

If you don’t know how to use what you already have to do well, then do your research. Learn how. There is an alternative to everything.

Energy attracts energy

Don’t let the game change you. Don’t allow other people to bring you down with their negativity.  Radiate positivity.

Don’t give your energy to people whose loyalty is controlled by opportunity. Weed out the people in your life.

Why are they trying to help you? Why are they doing what they are doing? You can’t give from an empty cup so take care of yourself first.

“Plan, Prepare and Refuse to Give Up” episode resources

Alex loves to connect with people and to give marketing advice. Reach out to him at www.Alexquin.com.

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

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

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

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

 

 

 

 

Kardanshian, Dr. Michael Solomon, Selling, Millennials, Donald Kelly

TSE 886: Professional Selling In The Age of Kardashian: Let Your Millennials Do Their Thing

Kardanshian, Dr. Michael Solomon, Selling, Millennials, Donald KellyEvery aspect of selling has changed in the last 25 years. In any field where people have to connect with other people, the changes in communication have caused big shifts. For sales professionals, the key is to resist the urge to push back against millennials’ natural tendencies. Instead, let your millennials do their thing.

On today’s episode of The Sales Evangelist, Dr. Michael Solomon discusses the current generation of “digital natives” and how you can let your millennials do their thing.

These digital natives have never known a time without screens, and those screens have become a sort of safety net for the generation. They take for granted that they always have instant access to an entire network of people.

They also rely on constant feedback which leads them to seek frequent validation from the people around them.

Adjust management styles

Millennials, and the generation behind them known as Gen Z, buy everything by committee. Everything is a group decision because they long for validation.

We have to adjust our management styles to cope with that change.

Customers no longer fit neatly into boxes or behind walls. Market segmentation no longer works because everyone has his own preferences.

Standardizing messages is obsolete. It’s tempting because it’s efficient, but millennials want personalization. They don’t want to be nameless cogs: it’s why so many of them want to work for startups.

Pitches must be tailored to their individual needs. We can no longer put a single message out in hopes that it will attract large groups.

Millennials value authenticity and they want to know a company’s values before they get involved.

Embrace their comfort zones

It’s frustrating to stand in front of a group only to discover that they aren’t looking at you because they are on their phones.

Truth is that younger people aren’t comfortable with face-to-face interactions, and they aren’t comfortable with cold-calling. They prefer online interaction, as a result of their digital native heritage.

There’s a temptation to push back against their reliance on devices, but we have to change our style to meet the reality of today’s world. We’re better off trying to leverage their learning style than trying to change it.

That means finding ways to keep them working for you while they’re on their phones.

Rather than discouraging their devices, encourage them to do more outbound work using the platforms they are most comfortable with.

Their peers are more comfortable buying that way, so we’re effectively pushing back against the things that make them more successful if we insist they give up their devices.

We must change our metrics, and seek their feedback in the new ones we establish.

Focus on long-term relationships

For companies that have the luxury to do it, focusing on long-term relationships is a better strategy than short-term success. Relationship selling is about forming bonds that will span the lifetime of a customer even if they don’t result in a sale today.

Zappos, for example, doesn’t incentivize getting off the phone quickly. Their people are encouraged to get off-topic with the customers. The concept is a radical departure from other sales paradigms.

Likewise, the Ikea Effect refers to the tendency people have to value a product more if they helped to build it. The act of assembling the company’s furniture causes customers to feel more strongly about the product.

Focusing on long-term relationships can also help minimize turnover within an organization.

Motivate salespeople

Motivate people to do mundane tasks using elements of games, because that’s how they’ve grown up. Why do they stay so engaged with games? Why do they forget to eat?

Friendly competition, frequent rewards, and non-monetary rewards can prompt people to work hard. Eventually, though, you have to scale the rewards or they’ll get bored with those, too.

“Let Your Millennials Do Their Thing” episode resources

To connect with Michael, visit his website to find resources, information, webinars and downloads. You’ll also find information about his book, Marketers, Tear Down These Walls!

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

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

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

Audio provided by Free SFX and Bensound.

Jimmy Burgess, Donald Kelly, The Sales Evangelist

TSE 851: Jimmy Burgess’ 3-Step Sales Process

Jimmy Burgess, Donald Kelly, The Sales Evangelist

Sometimes as new sales professionals, we see other people’s successes and we assume they are natural sellers. While we struggle to “hunt and kill” so we can eat, they seem to generate reciprocal, repeatable business. We don’t initially understand that every part of our business that is repeatable should be part of a sales process.

Today on The Sales Evangelist, we welcome back Jimmy Burgess, a 20-year veteran of sales, for a discussion about the 3-step sales process, and how it can help you create repeat business instead of constantly starting over.

Jimmy recalls as a new seller studying successful people and discovering that he was dealing in transactions while others were building relationships. Success is built on systems; if you don’t have your own, you should find someone that’s successfully using systems and duplicate theirs.

He discovered the truth that people do business with people they know, like, and trust.

Step 1: Help them know you.

Sales professionals must set up systematic approaches to build relationships with the people they meet. Whether you meet them via email, through cold calls, or on social media, you must have a process for putting prospects into a funnel and moving them to a place where they are comfortable with you.

Jimmy believes that until they “know you,” your prospects will “no you.” Until they know you well, they will likely say no to doing business.

In many cases, that kind of familiarity requires 7-9 contacts, which is difficult given the amount of information people are taking in every day.

Video offers an easy way to distinguish yourself from the crowd. It gives prospects a chance to see your personality and connect with you on a personal level.

When Jimmy leaves meetings, he sits in his car outside the meeting place and records a selfie video thanking his prospects for the opportunity to earn their business. He immediately sends all his contact information in a format that can be readily saved to a cell phone. Finally, he includes a message reminding prospects that he is available any time they need him.

Step 2: Give them reasons to like you.

Helping your prospects like you requires more than a sales pitch. You must help them know you in ways that extend beyond the sales arena.

Connect with your prospects on social media, but make sure your profile represents you in a professional way. Connect on Facebook, Instagram, LinkedIn or Twitter.

As part of his CRM, Jimmy shares a video about being 16 and setting his mom’s new car on fire with fireworks. Although the story has nothing to do with sales, it offers a his prospects a chance to laugh with him, and to get a glimpse of who he is outside of sales.

Sharing a bit of your character and helping them see who you truly are will help you get to yes or no a lot quicker.

Step 3: Help them trust you.

Trust takes time, and it’s built on things you do rather than things you say.

Personal testimonies are a great way to build trust because they demonstrate a proven track record, and an existing relationship of trust with other people.

Include testimonials in your drip campaign.

Become an expert in your field and write for large publications.

Create day-in-the-life videos of you conducting business, interacting with people, and hustling.

Ultimately, every sales professional strives to move from having customers to having clients, friends, and referral partners, because when people are willing to refer you to other people, you’ve achieved maximum trust.

Avoid new seller mistakes.

Most new sellers make the mistake of focusing on the transaction and forgetting about the relationship.

Instead of becoming frustrated by where you are in the process, you’ve got to start somewhere. When you’re adding people to your database and creating touches for your existing prospects, you’re consistently growing your business.

At some point in the future, you’ll wake up to discover you’re not simply a salesperson; you’ve created a business.

The first step, Jimmy says, is to be willing to try something new. Instead of continuing to do what you’ve always done, try something that scares you a little bit.

When you do, you’ll be like the little girl who clung tightly to a pair of fake pearl earrings because she loved them so much. When her dad asks her twice to give them up, she can’t bring herself to do it. The third time, when she finally musters the courage to hand them over, her dad exchanges them for a beautiful real pearl necklace.

Be willing to let go of what’s good in order to get to what’s great. Re-evaluate the things you’re doing and be willing to try something new.

“3-Step Sales Process” resources

Connect with Jimmy on Facebook and on Twitter, and grab a copy of his book What Just Happened? How to Bounce Back in Life So You Can Do More, Have More and Be More.

BombBomb is a subscription service that allows you to imbed videos directly into your email communications as a way of personalizing your connections to your customers. Loom is a free app with similar capabilities.

Jimmy was part of The Sales Evangelist Hustler’s League some time back, and he credits it with helping him understand the importance of systems. Check out our online coaching program that joins sellers of all levels and industries to share ideas and struggles. Our next semester begins this fall.

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

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

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.

melissa-krivachek, Donald Kelly, Making Money online

TSE 618: Making Millions In Your Living Room

It wasn’t a smooth path for Melissa Krivachek. Seven years back, she was broke and homeless. And she knew something had to change. Fast-forward to now, she has been nominated for Forbes 30 Under 30, on the cover of Evolution Magazine as a Top 40 Player Under 40, and she was awarded the 1% of American Executives by the National Council of American Executives.

Not only that, Melissa has authored eight books, five of which have been on the international bestseller. Melissa also hosts the show Millionaires Hot Seat where she has already interviewed about 160 millionaires to date and which is now being turned into a television show.

Today, she’s going to share with us insights into what she did to build her company online as well as ways you can make money from your living room. Yep! You can do it too!

Here are the highlights of my conversation with Melissa:

Some steps Melissa did to pivot her way to success:

  1. Figure out who’s who and go to social media.

Melissa figured out the who’s who and went to social media and connected with him there. She simply opened herself up to that avenue.

  1. Be relentless in your approach.

You can’t just know prospects and sit down and hope they come to you. Well, they’re not going to come to you.

  1. Go for a platform where they have the least amount of followers.

This way, they will pay attention to you. If they’ve got millions of Instagram followers, they’re not going to pay attention to you but if they only have 400 friends on Facebook, they’re bound to pay attention to you.

How to get started with making millions in your home:

  1. Only read books relevant to what you’re trying to accomplish today.

Choose one area of your life that you want to succeed at. If it’s sales, read only sales books and only sales books that are really adamant about doing the work and showing you the path to doing the work.

Instead of taking the time it would take to read the other 55 books you’ve invested, do the strategies the first 5 books have. Be cautious about the books you read. Melissa’s favorite books are those of Og Mandino.

  1. Melissa recommends this powerful exercise.
  • Take a piece of paper and every 15 minutes in your day for 7 days, write down everything that you do from watching the television to going to the bathroom to sending text messages, etc.
  • Melissa can tell you what you value based on what you wrote down and her guess is it’s not sales. The goal for this exercise is to help you switch up your routine to fit more sales calls and prospecting into the loop.
  • Create a chart by taking two circles and overlap them in the middle. On the right circle, write Executive Assistant. This person is the one who’s going to run errands for you like getting you coffee, do your grocery, drop your mail off, etc.
  • On the other side, you have your Virtual Assistant. They’re going to do things like email campaigns, social media updates, paying online bills, making sure under scheduled aligns to what you committed to doing.
  • This frees up all the extra time so you can stay in your zone of genius, whether it’s sales or not. But what you want is to spend as much time in your zone of genius as possible.

After doing this exercise for seven years with her clients, she realized people are wasting too much time doing things not conducive to making money yet their biggest complain is they don’t have time and they don’t have money and they wonder why. This is exactly why.

Interesting fact: Melissa did this exercise with an executive and they found 1600 hours in a year wasted. And he’s been doing this for 10 years!

  1. Hire that person to help you.

Find the most important task that you don’t need to do, don’t want to do, or somebody could do better. Melissa finds stay-at-home moms as the best assistants or salespeople because they do things on their own time. Pay attention to what’s important to your employees or even your contractors. Make them happy and they will forever be by you.

  1. Simplify your life.

Go to the things that you have lying around and start selling them. You don’t need a million options in your closet. Just get a couple options. Sell those things.

  1. Don’t expect to be a success overnight.

Finding the prospects and getting on the phone and all of that can be done over a period of time, but not overnight. So really decide what you’re going to sell and what they system is going to be but make it as simple as you possibly can. The more complex things are, the harder it’s going to be to make millions.

Melissa’s Major Takeaway:

Anybody has the capability to make a sale. You just have to learn the skill set to actually make it happen.

Episode Resources:

Learn more about what Melissa is doing on www.millionairesandmoney.com.

Millionaires & Money: Sex, Sales, and Seduction by Melissa Krivachek

Og Mandino Sales Books

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.

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

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

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

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

Here are the highlights of my conversation with Melinda:

Small clients versus big clients:

Problems with getting small clients:

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

Benefits of getting just 1 or 2 big clients:

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

How to go after big clients:

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

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

  1. Create the relationship map.

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

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

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

  1. Be flexible.

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

More tips from Melinda:

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

Melinda’s Major Takeaway:

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

Episode Resources:

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

Melinda’s 5-week Heart of Sales Program

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

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

Jared Easley, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 306: Treat Your Customers Right and They Will Evangelize For You

Jared Easley, Donald Kelly, The Sales Evangelist, Best Sales PodcastToday, we’re going to talk about the power of treating your customers right. Treat them the way they need to be treated and they could actually become evangelizers for you. I’m bringing in Jared Easley on the show today as he shares with us how he experienced terrible customer service and how he dealt with it to fix the situation by giving an honest review to make him heard.

Jared Easley is the co-founder of Podcast Movement and is also the host of the awesome podcast Starve the Doubts. This is a fun conversation as we talk about dealing with your haters, getting around the “shiny object” syndrome, and lessons from The Walking Dead that you can actually apply to sales.

Here are the highlights of my conversation with Jared:

Some tips that Jared learned along his journey:

  1. Have key connections and relationships.

Collaborate with someone. Build relationships and they will trust you. When it’s time to pull the trigger, they’d be more confident to trust and support you.

  1. Provide value as you teach.
  2. Be authentic with your desire to help and serve others.

Lessons from Jared’s experience with Nissan:

  • If you’re not seeing reasonable results, consider leaving honest public reviews to warn people about a negative service that you tried to reconcile.
  • Don’t be afraid to pull a trigger on a negative review if the situation warrants that because it could be the catalyst to help you reconcile with the company and fix the situation.

Sales lessons you can pick up from The Walking Dead:

  1. Cooler heads prevail.

You have to keep your cool when things don’t seem to go a certain way with the pipeline. Chill out, think it through, and you would get better results. Don’t just jump because you’re frustrated or upset.

  1. Be creative.

Think of creative ways to get around challenges. Creative solutions always have a way of making things work.

  1. Collaborate with the right people.

Make sure you collaborate with the right people. Bring value to that community and then you become an intricate part of that community where you can position yourself as a leader.

  1. Make each day count.

Be willing to say you’re going to make things happen. Don’t just take a break and chill. Go for what you need to go for.

Dealing with the “shiny object” syndrome:

  • Don’t let shiny marketing make you feel like you need to jump or else you’d be missing out.
  • Know the people you’re trying to work with and where they are and focus your time and energy on those.
  • Social selling is awesome but don’t get distracted and start wasting your time.

Jared’s Major Takeaway:

Opportunity looks a lot like work. Just do your best and be focused. Make the most of that opportunity. Be a good steward of where you are because that’s the stepping stone to your next opportunity.

Episode Resources:

Check out Jared’s podcast Starve the Doubts

Podcast Movement

Jared’s book, Stop Chasing Influencers

Jay Baer’s book Hug Your Haters

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

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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

TSE 207: The Four Pillars To Social Selling Success!

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

90% of buyers ignore cold calling outreach?

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

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

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

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

Here are the highlights of my conversation with Gabe:

What is Social Selling?

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

Social Selling Strategies You Can Apply:

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

Other strategies you can apply:

  • Have management involved in it.

Higher management must understand the value of social selling.

  • Integrate social selling with traditional prospecting.

Test to see your percentages for social selling and traditional prospecting

Content Strategies You Can Apply:

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

How to Create Your Own Content:

www.medium.com

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

Gabe’s Major Takeaway:

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

Current projects Gabe is working on:

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

Connect with Gabe Villamizar on LinkedIn and Twitter @gabevillamizar

Episode Resources:

HireVue

Salesforce.com

Embed Social Selling, Gabe Villamizar, The Sales Evangelist Podcast

The Sales Evangelist, Donald Kelly, Donald C. Kelly