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Memory Hacks for Sales Professionals with Brad Zupp #169

Brad Zupp Memory CoachMemory Hacks for Sales Professionals with Brad Zupp #169

In this episode we have a returning guest Brad Zupp. Brad is a memory whiz and author of a new book Hack Proof Password System.  He shares memory hacks for sales professionals and tips on how to remember names, how to remember passwords and how to look like a superhero when working with prospects.   Brad’s book launched June 19 2017 but you can get it for free that week!

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 Three Ways To Remember Names

  • Repeat a name 3 times at the moment you meet the new person
  • Each night, think about the people you met  today AND recal their names
  • In groups, connect people in the conversation (again repeating names) and how they are related or organized

Hack Proof Password System

The safest way to keep you passwords safe is to memorize them.

  • Create a rule based system
  • Look at website. Think of what memories it triggers.
  • Find an anchor, maybe 2 or 3 words
  • Substitute vowels for a random number
  • Choose a favorite punctuation character
  • Capitalize a letter, or word

This method is not that difficult. In fact to a certain degree it’s a memory hack for sales professionals and any business professional looking to strengthen their memory.

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 How To Find The Book

The Hack-Proof Password System: Protect Yourself Online with a Memory Expert’s In-Depth Guide to Remembering Passwords: http://amzn.to/2rqrtxm

Listeners outside of the USA click here 

Unlock Your Amazing Memory: The Fun Guide that Shows Grades 5 to 8 Students How to Remember Better and Make School Easier: http://amzn.to/2sAuw9I

How To Get a Free Bonus Book

For the free bonus material (workbook and companion ebook): www.bradzupp.com/bonus

How To Find Brad Zupp

Brad’s email: Brad@BradZupp.com

Brad’s main website: www.bradzupp.com

For information on Brad’s presentations for students, visit http://www.exceptionalassemblies.com/featsofmemory

Twitter: @BradZupp https://twitter.com/BradZupp

Facebook: https://www.facebook.com/FeatsOfMemory/

LinkedIn: https://www.linkedin.com/in/bradzupp

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SlideBean in the Media

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Sales Skills Training

Here are many other episodes to hone your selling skills. Listen today!

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How To Write A Successful Sales Plan with Jamie Irvine #168

Jamie Irvine Sales BabbleHow To Write A Successful Sales Plan with Jamie Irvine #168

Our guest is Jamie Irvine, an account manager and entrepreneur from Alberta Canada. Jamie believes to achieve big sales results every company needs to have a sales plan. A sales plan will help you to organize your activity. With a systematic approach you can move consistently towards  closing sales. A sales plan establishes clear defined goals, priorities, timetables, and necessary resources. It is a roadmap to success.  This plan must be understood by everyone in the company and focuses everyone’s attention on achieving and making sales. Jamie shares the key elements on how to write a successful sales plan. It’s not as hard as you think!

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The Best of Sales Plans

There are a number of  key elements to a sales plan. But first understand the “why” behind the need of a sales plan. It’s primary goal is to make sure you’re going in the right direction. Have a good plan, not perfect plan. Don’t get caught up in analysis paralysis and having no plan at all. The goal is to get started and work on it consistently.

Here are the elements on how to write a successful sales plan:

  1. Explain Why – First express the value of your sales plan. It’s important to understand the motivation for a sales plan. It will drive you to honor and follow the plan.
  2. Set measurable goals with defined outcomes – Activities are not enough. The desired results must clear. Without defined outcomes, sales goals don’t help you. Start with the ultimate goal of closing the sale and work backwards.
  3.  Establish a timeline – Pick a schedule that is challenging but doable.
  4.  Define your goals – Big goals, annual goals, and weekly to-do list goals to make this happen. Jamie uses a simple notepad. Breaks them up into alphabetical categories for precedence. Then numbers them 1 to N by importance.
  5.  Identify barriers to success –  Many times outside events are beyond your control. But you can learn how to deal with rejection and overcoming objections. That you can control.
  6. Outline the strategy and get everyone on board.
  7. Seek commitment from all the stakeholders – all roles need to support sales.

When developing a sales plan it is important that it is simple and that you take consistent action every day

 

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How To Find Jamie Irvine

This is Jamie on LinkedIn

His blog post Jamie Irvine

This is the LinkedIn article How To Write a Successful Sales Plan that caught my attention and invited Jamie as a guest.

A Bit About Slidebean

Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean’s simple, yet robust presentation tools to successfully pitch clients around the world.

Slidebean’s state of the art presentation software allows you track your prospect’s progress within a sales deck, letting you know vital information such as how many times they’ve opened your deck, and how much time they’ve spent on each slide.

 

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SlideBean in the Media

The free cloud-based presentation tool that is storming the business world with head turning content is being lauded by the press:

Slidebean Presentations that Design themselves

YouTube Slidebean Presentation 

Startup Slidebean Launch 

Terrific Slidebean article by Hongkiat

Slidebean review on FinancesOnline 

Slidebean on Facebook

Slidebean on Twitter

Slidebean on LinkedIn

Past Episodes on Sales Process Improvements

Here are past episodes that discuss Value Selling and how to build a Value Proposition. Listen today!

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How Value Propositions Bring Value to Your Business #167

IoT World 2017 Sales BabbleHow Value Propositions Bring Value to Your Business #167

In this episode we return to IoT World (see www.salesbabble.com/166) and show how Value Propositions bring value to your business. Not only do we talk about value, we show you the topic in action.  First we finish up the IoT World interviews and meet Keith O’Byrne and Nancy Kazdan. Keith talks about how engineers are perfect for selling technology and Nancy shows how value propositions bring value when framing your selling process. We also have a guest appearance from our new sponsor Slidebean. CEO Jose ‘Caya’ Cayasso talks about the adventure of starting a start-up, why they picked the slide-deck market and how they’ve found success, again by adding value.

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Keith O’Byrne – Asavie

Asavie Technologies makes connectivity simple according to Keith. Their mobility management and Internet of Things solutions manage, scale and secure connectivity across diverse networks. Keith talked about the need to have engineers in the sales process. They already speak the language and customers appreciate that! He sees himself as a technology evangelist. Selling is a part of that. When it comes to entering the sales profession he recommends “get stuck in…” Do it, give it a try, and it’s not as scary as it seems.

Keith can be found on LinkedIn at Asavie Technologies

Nancy Kazdan – Market Share International

I saw Nancy give a terrific talk at IoT World. She believes a Value Proposition is a short framework you share with a prospect to see if they could be a qualified buyer. It’s an economical use of words to communicate exactly what value you bring to market.

Buyers want to know what you can do for them. Only talk in the language the buyer understands. They way to do this.

Focus on:

  • Narrow market niche.
  • Problem you’re trying to solve.
  • Solution that will solve the problem.

Don’t describe all of this in “technology” speak. Translate the “language” of the new technology. Commonly a Value Proposition is only 10 Words.

What do you do with your Value Proposition? Place it on your LinkedIn profile, Facebook profile,  LinkedIn Company Profile, or corporate website.

Remember it’s not about you, it’s about the value you provide.

This is Nancy’s company:   Marketshareinternational.com
Nancy Kazdan can be found here on Twitter and LinkedIn

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What is Slide Bean?

Caya Cayasso  met with us to talk about sponsoring Sales Babble and why Slidebean is a good fit.

Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean’s simple, yet robust presentation tools to
successfully pitch clients around the world.

Slidebean’s state of the art presentation software allows you track your prospect’s progress within a sales deck, letting you know vital information such as how many times they’ve opened
your deck, and how much time they’ve spent on each slide.

Slidebean also allows you to collaborate with your entire sales team in real-time. Which means that as many or as few of your team’s members can work on the same presentation, no matter
where they are.

Unlike Powerpoint and Keynote, Slidebean allows you to share your sales deck in URL form. This means you don’t have to worry about saving, downloading, and sending large files across email.

Having the presentation in URL form also means that you can don’t have to worry about technical difficulties when presenting your sales deck in person, because Slidebean’s presentations work on any web browser. Best of all, you can create a free account and start designing your sales deck today at Slidebean.com/ babble . Once you’re ready to unlock your presentation use offer code Babble to
save 10% off your first purchase. Slidebean. Presentations Made Simple.

Get a free account today!


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SlideBean in the Media

The free cloud-based presentation tool that is storming the business world with head turning content is being lauded by the press:

Slidebean Presentations that Design themselves

YouTube Slidebean Presentation 

Startup Slidebean Launch 

Terrific Slidebean article by Hongkiat

Slidebean review on FinancesOnline 

Slidebean on Facebook

Slidebean on Twitter

Slidebean on LinkedIn

Value Proposition Examples

Here are past episodes that discuss Value Selling and how to build a Value Proposition. Listen today!

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Sales Advice From Silicon Valley, Sales Babble at IOT World #166

IoT World Sales Advice Silicon ValleySales Advice From Silicon Valley, Sales Babble at IOT World #166

Today’s episode is an audio travelogue of the IoT World Conference. IoT (Internet of Things) World was held in Santa Clara, California the week of May 15th, 2017. We interviewed a number of sponsors and exhibitors regarding sales advice from Silicon Valley, the capital of technology innovation. In this episode we meet with startups, technologists and non-seller sellers. The goal is to better understand the unique challenges of promoting emerging technologies and secondly how to grow revenue early on in the adoption curve.

Gavin Whitechurch – Founder of IoT World

Gavin calls IoT the 4th Industrial revolution. To quote Wikipedia “It’s the fourth major industrial era since the initial Industrial Revolution of the 18th century. The Fourth Industrial Revolution can be described as a range of new technologies that are fusing the physical, digital and biological worlds, and impacting all disciplines, economies and industries.”

That’s what we saw at IoT World: intelligent microcontrollers, sensors, actuators and other smart devices all connected and managed intelligently across the internet.

Dana Liedholm – Director Partnerships Comtech Telecommunication Systems

Dana believes that the best way to generate leads and new opportunities is partnerships. Why? No one vendor provides end-to-end solutions. Each vendor is a link in a chain. For example, Dana’s company provides location services (using GPS to pinpoint). Any enterprise or company that requires knowledge of a devices location could be a potential partner AND a potential lead. We found the idea of fostering partnerships was recurring through the entire conference.

The biggest challenge Dana faces is the glacial speed of adoption. It’s taking longer than expected. Only early adopters understand the value her company provides. She advises the listener to be patient and partner. Furthermore, don’t try to boil the ocean. Do a little at a time, bit by bit.

There is a natural bell curve when it comes to the adoption of technologies. To learn more, dig into the archives on episode 22. Geoffrey Moore describes the chasm between early adopters and the majority, plus steps startups can take to bridge the trough of sorrows.

Gert Jorgenson – VP Sales Delta Micro Electronics

The best example of a non-seller seller is Geert Jorgenson, a former engineer turned sales manager. At the event Geert exhibited four products where they owned the IP (Intellectual Property). When prospecting, Geert only focuses on qualified clients who have an clear understanding of the value. Some of Delta’s products include:

RFID – sensor nodes, energy harvesting and toll road
RFID – tire pressures, and intellegent bandages

Geert believes in the ability to speak the language of the customer. Currently he is looking for engineers to become sales people. It’s easier to train engineers the skills of sales, than to train sales professionals the language of a technology. If you’re an engineer, there’s a job out there for you in sales.

Cameron Ka Klotz – Obidots – Business Development

Obedotz is an application enablement platform that brings intelligent devices to the cloud. Cameron’s product is used to build dashboards and management software including data analysis. They help companies move from prototype to development. Cameron’s greatest challenge is getting clients to believe that they can build a platform themselves using Obedotz.

Cameron believes that great sales is simple: Be nice, kind, and intelligently answer questions. If you need to convince people the value of your system, they’re not ideal clients. Sales is just a conversation. Next it’s key that all members of a company have a service mindset. That’s what differentiates great companies from the rest.

IoT Sales Hype

The primary sales advice from Silicon Valley is simple:

  • Partner
  • Understand and embrace the adoption curve
  • Speak the language of the customer
  • Complete commitment to adding value to your customer.

Selling new technologies takes time. Tenacity is key.

The branding of IoT is free marketing. It’s not just hype. The branding of IoT makes it easy to explain to the value of intelligent devices on a network, prospects are already bought into the concept. For companies in the tech space, hopping on the coat-tails of IoT could be a profitable decision.

How To Connect With Our Guests

We appreciate our guests time and patience while being interviewed in the frantic aisles at IoT World.

Gavin Whitechurch – Knect365

Gert Jorgenson –  Delta/Asic

Dan Liedholm – Comtech

Cameron K Klotz – Ubidots

Business Development and Entrepreneurial Mindset

We have many past episodes on selling technology from the ground up. Listen to the following startup topics for advice you can implement today!

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The Grass is Browner on the Other Side with Jon Markwardt #165

John Markwardt Sales BabbleThe Grass is Browner on the Other Side #165

Jon Markwardt is the author of the just published book “The Grass is Browner on the Other Side – How to Grow Into an Elite Sales Professional”.   Jon is a sales manager who believes if you want to be an elite sales professional, you’re going to need to schedule your day, work that schedule diligently, most likely for more than 8 hours. His book is an adventure travel novel, founded on the idea that sales is everything we do.  It’s a case of accidental learning where sales concepts are introduced through a series of stories and events

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Water Your Own Grass

Jon’s message to sales professionals is water your own grass. If you work your plan with focus every day, you can succeed. Too often sellers stay in a sales position for less than a year. They incorrectly believe that the grass is browner on the other side. They go from job to job, looking for the perfect opportunity. This is the thing: you can’t achieve anything in less than a year. You need to stick it out!

What Matters When Being Hired in Sales

The thing that matters most in Jon’s mind is tenure. If sellers are willing to put in the effort and time, that commitment creates success.

Next Jon believes that passion wins at the end of the day. Find a product that you deeply admire. Find an organization that reflects your values. It’s not about sales but being a business consultant, helping your clients navigate to the next business level. Jon finds it fulfilling helping others and so should you.

Why Sales as a Profession

Sales exposes you to multiple opportunities: access to your executives, your clients executives, the mechanics of business and the unique challenges they face. With more responsibility comes greater joy. Opportunity leads you down many roads.

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Learning Sales Through Stories

Jon’s book is an adventure travel novel, founded on the idea that sales is everything we do. It’s a  case of accidental learning where sales concepts are introduced through a series of stories and events Jon had in Cyprus.

  • Jon shared a story about the power of having the right attitude.
  • Jon told a story about networking and how you need to put yourself in contact with others to build relationships and referrals.
  • Jon told a story how by repeatedly pushing himself, he experiences growth.

Take Action Advice

Invest in yourself, read one book each quarter and attend a seminar every quarter. Have an attitude of continual learning.

How To Connect With Jon Markwardt

Enter the drawing for a free book here The Grass is Browner on the Other Side

The winner will be chosen on May 30th!

This is Jon on LinkedIn

Join the Sales Babble Facebook Group 

Sales Hiring Process

Here are past episodes to help you find the best sales position for you.

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How Sales Can Help Buyers Help Themselves – Hugh Liddle #164

Hugh Liddle Sales PodcastHow Sales Can Help Buyers Help Themselves – Hugh Liddle #164

Sales Wizard Hugh Liddle is a sales coach famous for his red cap In this episode we answer the eternal question all buyers ask, “What’s in it for me ?” The responsibility of a seller to help buyers help themselves. Sellers need to stop the conversation of “we we we, our our our…etc”.  Today Hugh tells us how sales can help buyers with the two skill successful sellers must have.  Plus he give practical examples on how to integrate these skills  it into your selling.

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Answer the Question “So What”

Before you start to share information with a prospect, ask the question “so what”? If the information doesn’t matter to them, it’s only bragging and blustering.

Skills of Successful Sellers

It’s not about you, it’s not about being fast talker. Two skill we sellers must develop:

  1. Ask good open ended questions to find out they they are thinking
  2. Ability to Listen

This is the path to learning how sales can help buyers, help themselves. If you qualify prospects by listening, you will be working with the kind of prospects who become buyers.

Example Development Questions

Hugh gave some examples of open ended questions:

  • Where do you see your business in one year?
  • What’s been going on with your business this year?

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Focus on the EMOTION of the  End Result

From the answer of the open ended questions, you will gather the emotion they are feeling. If you can create results that address this emotion, you will find success. This answer the question on how sales can help buyers. Focus on the end result the customer will experience.

How To Connect With Hugh Little

Reach out to Hugh and schedule a coaching call here

Hugh’s website is http://redcapsalescoaching.com

Sales Chalk Talk Radio

Sales Skill Training

Join the Sales Babble Facebook Group 

Here are past episodes on that focus on growing your sales skills:

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How Listening Can Electrify a Prospect’s Desire to Buy with Jim Brown #163

Jim Brown Sales BabbleHow Listening Can Electrify a Prospect’s Desire to Buy with Jim Brown #163

Jim Brown is business consultant and host of the Sales Tuners podcast. Jim is a former marine and graphic designer turned entrepreneur. In this episode Jim addresses the common unwillingness of sellers to authentically listen. Prospects do not want to hear how you’re stuff is the very best. They could care less. Prospects only care about themselves and the problems sitting on their desks, email inboxes and voicemails. Unless you can address the visceral issues they’re facing today, you will rarely make a sale. Jim gives us practical advice on how to create a pre-call plan.The plan will guide you to listen and discover what truly matters to your prospect. This is practical advice on how  listening can electrify a prospect’s desire to buy.

Sales Challenge, Seller are Unwilling to Listen

The inability to listen is the biggest challenge sellers face. After asking a question they are not listening. Instead they are forming the next question, or start pitching a solution. They are waiting for an opportunity to talk. Insead, listen for their needs and desires.

Question to Ask:

“By the end of the day what are the top three things you want to get out of this meeting?”

You will hear the reason they want to buy. e.g they have a UI issue. What pain is that causing them? etc….   Uncover the emotional reason for the pain. What does this real pain generate in their lives.  Common pains include:

  • Too much time
  • Too expensive
  • Too emotionally draining

People will tell you everything you need to know.  Listening can electrify a prospect’s desire to buy. Get them to discover your benefits and sells themselves.

Tactical Listening with a Pre-Call Plan

Have Pre Call Plan that you’ve constructed ahead of time.  Things it should contain include:

  1. Put all the questions together before the call.
  2. Pain Indicators listed (see examples above)
  3. Play Dumb when they tell you their pains… ask how it effects their business.

It’s not things in life you don’t know will kill you, it’s the things you think you know that just aren’t so.  Therefore you will never get anything in life unless you ask for it. Start asking

How To Connect With Jim Brown

To connect with Jim you can find him at
http://www.askjbrown.com/

Twitter @jim_brown

https://www.linkedin.com/in/jimbrown/

SalesTuners.com Podcast

2017 Roadmap

Go to SalesTuners.com/roadmap and  break down the activities needed  to meet your 2017 goals

Find Us On Facebook

We love LinkedIn. But the real conversation groups are in Facebook who is trying to eat Microsoft’s recently acquired lunch. Find us at www.FaceBook.com/groups/SalesBabble 

If you’ve not yet connected with us on the Facebook group a please do! Each day  pump yourself up.

How To Ask Sales Qualifying Questions

Check out these past episodes and start selling with confidence today!

 

 

 

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Flawless Follow Up with Steve Rosenbaum #162

Steve-Rosenbaum-Sales-MarketingFlawless Follow Up with Steve Rosenbaum #162

In this episode the original backend specialist Steve Rosenbaum joins us to discuss the importance of flawless follow up.  Steve walks us through a simple 5 step process that generates leads, gives you an advantage, filters out unqualified prospects and nurtures a conversation that stimulates interest.  Steve  is a boat load of fun and informative to boot.  I’ve been interviewed on Steve’s podcast, Back End Conversions and Marketing  and I’m excited to have Steve on Sales Babble too.

Backend Conversion Specialist

Steve calls himself the original backend specialist, a term he coined working with his first client babaloo.com.   In his mind he’s all about the process AFTER you get a lead. It’s at the backend where you qualify, nurture, and build a relationship.

Differentiation – too many marketing firms focus on the front end e.g FB ads, SEO, Social media etc… Steve focuses on the backend. This is where you close sales.

Flawless Follow Up Process

Steve walked us through a 5 step process (starting with step 3, what a wiseguy).   Its goals is to work with prospects at  the Right Time, Right Place, with the Right Message.

#1 Grow Your Connections: Build a following, build a list. You can cast a wide net if you know your audience
#2 Capture Home Field Advantage: Move your audience to your email list. Get them away from LinkedIn or other social media venue.
#3 Filter for qualified leads: Ignite interest with an email that sparks interest “Are you looking for A B or C?”
#4 Ignite the relationship: Put hurdles in front of people  to stay on your list. This way they will self qualify.
#5 Follow Up Forever: and ever, and ever, and ever …..

This system was designed to improve Steve’s odds of putting himself in a lucky situation again. Frequent follow up creates opportunity. Prospects are not going to remember  that they’v once talked to you.  Don’t expect to hear from them on their own. They’re not going to call you back. YOU need to take the lead and keep following up. Remind them. When you remind them always Entertain, educate and engage. This makes sales go up!

Take Action Advice

Follow Steve’s 5 steps to the letter! Start at step 3. If you’re having conversations everyday the timing is going to work.

How To Connect With Steve Rosenbaum

SteveRosenbaum.com
Direct phone: 512-553-5154
skype: stephen.j.rosenbaum

Back End Conversions and Marketing  podcast

Go to SteveRosenbaum.com/SalesBabble for the FREE video series. Click today!

 Marketing Episodes

Here are some pass episodes where we talk about marketing and the overlap, with sales. Listen to them today!

 

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Master the Art of Closing the Sale with Ben Brown#161

Ben Brown Sales Author and Coach

Master the Art of Closing the Sale

A Game Changing 10 Step Sales Process for Getting More Clients and Referrals

In this episode we discuss the importance of having a repeatable sales process. Our guest Ben Brown has just published a book titled “Master the Art of Closing the Sale – The Game-Changing 10-Step Sales Process for Getting More Clients and Referrals”.  In our conversation we walk through each of these steps with Ben sharing concrete advice on how you can apply this process to your business.

Front Loading the Sales Process

Ben’s 10 steps consists of a front loading  sales process which makes the entire sale more efficient. The sooner you can qualify and discover what your prospect values, the sooner you can discern if you should pitch them, or give them a pitch.

Download Find The Itch Before You Pitch 

10 Step Sales Process 

When closing a sale Ben shared the following process. We walked through it step by step with examples.

  1. Get Prepared – be mentally prepared when you start your day.
  2. Research and Relate – do your homework and know your prospects.
  3. Qualify Potential Customers – don’t waste time with people who will never buy.
  4. Find an Emotional Trigger to Persuade – people are more likely motivated by emotion vs logic.
  5. Setup the Offer – repeat back the issues and desires to reinforce need.
  6. Present the Offer – build rapport buying signals and build yes patterns. The presentation could be 5 minutes or 30 minutes. It depends. Give them what the need, not what you want to present.
  7. Close on Product Concept – does this solve the problem does it sound like the way you want to go?
  8. Ask For the Sale-  “are you ready to move forward?”
  9. Ask For the Money –  ” what credit card do you want to put this on.”
  10. Ask for Referrals

How To Find Ben Brown

360 Sales Consulting specializes in sales training and coaching for small business and entrepreneurs who need help with their sale process. Ben has a proven method of the sales process and can provide analysis of the current method to see where improvements need to be added.
Twitter   @team360sales
Facebook https://www.facebook.com/360salesconsulting/

What are the Sales Process Steps

Here are past episodes that discuss integrating process into your sales. Click on one now!

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Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160

Kerry Heaps Cold Calling Strictly MarketingStrictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160

In this episode  we meet Kerry Heaps, the publisher and editor of Strictly Marketing Magazine. The magazine covers marketing and sales information to help grow readers business. The magazine covers topics ranging from networking, marketing, sales, cold calling, promotions, public relations, branding and social media. I invited Kerry to visit us today because she’s an expert in cold calling and big fan of the Stephen Schiffman method of using phone calls to generate opportunities. Kerry has a terrific attitude about cold calling and you’re going to love her and  her advice on how you can  grow your cold calling skills.

What Makes for Success in Cold Calling

Kerry believes there are 5 aspects for cold calling success:
1. Get over the fear and  stop putting it off by sending emails or a DM on Twitter. If you’re not on the phone talking to prospects, you don’t really know what they are thinking.  Why do people put off cold calling? They don’t want rejection and falsely believe social media is the hot new thing. Don’t fear the phone, it’s your friend.

2. Have a goal in mind. Phone calls and letters make a difference. People answer the phone while they delete emails as spam. Come up with a game plan. You’re not going to close them with one conversation. Instead set up a plan,to get them to sign up, schedule a meeting, attend an event, ” I have some free tickets, would you come?” “I have a free white paper, would you review it  if I sent it to you?” .   Telemarketing is a huge part of business development. Always have a script.

3. Work only qualified leads. Create a contact list. Work office parks, go door to door and pick up business cards. Attend networking events. Purchased lists can have value, but often they are out of date. Some companies have multiple contacts you’ll need to address. She keeps leads 6 months, even if they are not interested. You may find people job shift all the time. Work smart and recycle leads..

4. Be persistent – Make a 100 phone calls in a day. Stay consistent and be on the phone. Keep your pipeline full with a calendar. Schedule on your calendar like an appointment.
5. Follow up – Often times buyers are not ready to pull the trigger due to schedule, budget, priority etc…. and sales people fail to check in until it’s the end of the fiscal calendar. Have a follow up plan. Tell them you will follow up in 3 months. Send them thank you notes and connect on social media to keep top of mind. She will clip out articles and share. She may call for holiday wishes until the day comes to meet your commitment to follow up.

Follow Up

Remember it takes a lot of time to find qualified leads. Have the patience to keep working them. Every 6 months, follow up. Put them in the “not interested” file.

How To Find Kerry Heaps

Here are some links that go from strictly cold calling to Strictly Marketing!

www.strictlymarketingmagazine.com

www.strictlywomeninmarketing.wildapricot.org

www.appointmentsettingbyknockoutmarketing.com

These are the links that I mentioned on cold calling:

 

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