Category: business development

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Consulting Coaching and Serving Your Ideal Client with Ben and Aiden Hoppe #234

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Consulting Coaching and Serving Your Ideal Client with Ben and Aiden Hoppe #234

In this episode we turn the tables around and have two budding young entrepreneurs interview me on the podcast.  Ben and Aiden Hoppe are my nephews and this past summer we shared an adrenaline rush riding roller coasters at Cedar Point Ohio.  Today Ben and AIden ask me about consulting coaching and serving your ideal client.

The Questions

Download the free checklist to discover Who Do You Serve.

1. Who is your ideal client?

2. What is the problem you solve?

3. What are the typical symptoms people experience with that problem?

4. What are the common mistakes people make when trying to solve that problem?

5. In your experience what can your prospects do to remove these problems and find success?

6. What is one resource that you can direct your prospects that will further help with that problem?

7. What one piece of advice you can give your prospects they could take action on immediately and find success?

For Pat’s answers on coaching consulting, helping sales managers, startups, and sales professionals go here!

Top Thrill Dragster

My favorite roller coaster was the Top Thrill Dragster a hydraulic launched accelerator coaster that goes from 0-120 miles per hour in less than 4 seconds. That’s almost 200 km per hour.  Just as you get to the top it plummets 120 meters (420 feet), then flattens out
to a stop in 17 seconds. The entire trip last 31 seconds. It’s frightening. It’s awesome.

Take Action Now

Don’t put off tomorrow what you can do today. Yes it’s a cliche, but we’re running out of time. Take action now. Be fearless!

Free Links Checklists and Selling Aids

How to build your pitch. Great way to know what to say BEFORE you’re tested in public. Prepare now.

The Trick to being a persuasive seller. It’s not about being outgoing, pushy or assertive. You can do it too!

How to Connect With You Ideal Client

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Why You Need a Killer Business Plan with Peter Mehit #232

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Why You Need a Killer Business Plan with Peter Mehit #232

My guest Peter Mehit delves into to the importance of having a business plan. We observe how the skills that make great entrepreneurs, are not the skills of a great CEO. Entrepreneurs and sales professionals are known for taking quick action. But too often they do so without a plan. This is the death of many companies. Peter is the author of the book  “Killer Business Plan” . In this episode we learn how a business plan is what’s needed to take your business to the next level.

Hope for the Best, Plan for the Worst

If you don’t visualize the destination, nor understand where you’re at, you’ll not know where to go. As business professionals we need to have a clear idea where we’re heading. Business plans are important to decide where you’re business is going.

Peter paraphrased former guest Geoffrey Moore and Adoption Curve guru stating the skills of an entrepreneur  are not the same ones to grow it. Entrepreneurs can make immediate decisions, but lack the skills for long term planning. We each need to be CEOs and see our business as a machine. Instead of living in a world of response, we need to move to a world of planning.

Any Plan is Better Than None

A simple business plan made with business cards and a poster board might be more than adequate to get started. You need to understand WHERE you want to go. You need to learn discipline and ask:

  • Who’s the customer?
  • Why would they buy?
  • Are they in your geographic area?
  • Is it about you, or the customer?
  • Is it about what the CUSTOMER wants?
  • If you’re selling to everyone, you’re selling to no one.

To earn raving fans you have to target them and their taste, values and the things they care about.

When Sales Are Flat

If sales are flat, look at your products. Ask….

  • Are they still relevant?
  • Where could they become relevant in another market?

You could be at saturation, or you’re no longer competitive. It could be time to move on. Or it could be time to find a different market for your product.  You may need a marketing plan which is a subset of a business plan, the biggest part of the plan. When complete, test! Take something from AGILE planning, trust but verify.

Thoughts on Business Model Canvas

Business Model Canvas  is a diagram taught in business schools for starting a business plan.   Peter believes it’s a good starting point, but only that, a starting point. You should be able to logically explain the steps described on the canvas. Otherwise an investor’s going to take a pass. Think beyond the creation and manufacturing of your product or service. Focus on how you’re going to sell it and grow revenue.

Take Action Plan

  • Visualize clearly who you’re selling to
  • Know what they’re about
  • Always ask am I talking to the right person
  • Always ask am I doing the right things

Unless you’re checking yourself, you’re wrecking yourself – Peter Mehit

How To Find Peter Mehit

You can find Peter and  Custom BPS here:

His “Killer Business Plan” 3 part book is available for you. Send an email to pmehit @ custombps.com and get a copy of the book for free!

Past episodes mentioned:

How To Grow Business

Here are past episodes to keep up the conversation. Listen today!

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Bitcoin, Business and the International Blockchain Conference #230

International Blockchain Conference Sales Babble

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Bitcoin, Business and the International Blockchain Conference

International Blockchain Conference Sales BabbleI attended the 2nd International Blockchain Congress in Chicago. The Innovation and Development Foundation hosted the conference along with Microsoft. The day-long event took place in the heart of Chicago at a state-of-the-art AON Center conference facility. It was a great experience containing keynotes, panel discussions, lightning talks, fireside chats, ICO pitches, workshops and breakout group sessions. We talked Bitcoin Business Blockchain and all things crypto throughout the entire event.

 

 

 

 

 

 

 

 

Charles Kwon Sales Babble

 

 

 

 

 

 

 

Blockchain Business

This is the link to the conference www.ibcongress.io/ibc  They hosted a terrific event!

Shout Out for Bitcoin Business and Blockchain Help

I interviewed a number of people at the conference. I’d like to share a special shout out to the following contributors to this episode and my journey in the Cryptocurrency space.

To learn more on Bitcoin, Business and the International Blockchain Conference click the “Babble Me” button at www.salesbabble.com

 

 

 

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How to Generate Referrals Without Asking with Stacey Brown Randall #206

Stacey Brown Randall Sales Babble

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Stacey Brown Randall Sales BabbleHow to Generate Referrals Without Asking with Stacey Brown Randall #206

Leveraging business referrals is a powerful way to grow your business. Unfortunately the process is poorly understood and followed. The majority of the people are uncomfortable asking clients to do something that would help their business. They’ve been told to just get over their shyness and ask for a referral or reference. Since there are few alternatives, most  people just skip it all together. In this episode Stacey Brown Randall preaches against outright asking for a referral.  She shows an alternative process on how to generate referrals without asking.

Build a Referral Network Stay Top of Mind

If you have a business reflect on your loyal and happy clients. Place them in your referral network. If you’re working for a startup, it will require old school networking. Work with people you know from you past. Ask them to keep you top of mind. Adhere to a process (see below) and overtime, referrals will happen.

Five Step Referral Process

In the interview Stacey walked us through the five step process on how to generate referrals without asking. This will will be covered in her new book:

  1. Know whose referring you and your referral sources. Build a list (24-36 sources)
    • Warm lead, introduction, word of mouth buzz, referrals ( 4 different types of prospects)
  2. Have a follow up / thank you process once you receive a referral
  3. Outreach with touch points to your referral network. Go deeper when interacting with them. Use language that will cause them to think of you and generate referrals. Beyond keeping in touch. Know something about them e.g. Fathers day, something personal. Maybe a host a network lunch, bring two people in your network together. This is the Secret Sauce.  Build out a year long plan.
  4. Automate the year long plan with process by building a calendar, on a cycle. Work on it each week.
  5. Track the plan and tweak as you learn what’s working and what’s not.

Take Action Plan

Focus on step 1 and build your list of referral sources (who should and have sent business to you).  In your CRM, make sure to include with your list of clients,  who referred them. This way you have a means of thanking and honoring your network.

How To Find Stacey Brown Randall

Stacey’s new book is Generating Business Referrals Without Asking   It’s coming out Fall of 2018  Preorders will start in March.  The book delves deep in the 5 steps and provides supplemental material.

Website – www.growthbyreferrals.com/salesbabble

Click on the link to get the four reasons you don’t get referrals and next how to generate referrals without asking.

Join Stacey’s free Facebook group – Referrals Without Asking and learn more:  https://www.facebook.com/groups/referralswithoutasking/

You can find Stacey in Social media

 

Business Development and Lead Generation Strategies

Here are past episodes to continue this week’s conversation. Enjoy!

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Repeatable Success for Sales Development Reps with Brendan Barrett #188

Brendan Barrett Sales Babble

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Brendan Barrett Sales Babble

Repeatable Success for Sales Development Reps with Brendan Barrett #188

 

There is a growing trend for companies to separate business development from deal closing. We’re talking about two different people: One person setting up appointments the Sales Development Reps (SDR) and the other is the  closer. In this episode our guest Brendan Barrett and I walk through the SDR process with it’s pros and cons. We do some roleplaying in order to show practical advice for anyone prospecting and trying to set up an appointment.

 

What and Why an SDR?

SDR stands for Sales Development Reps – appointment setters, prospectors and cold callers.  Brendon calls the the Roller to the Closer .  This is different than the traditional inside sales (an order taker).   This is all outbound sales and Business Development.  They are sometimes called Business Development Reps or BDR.

More efficient for closers, who can be closing deals daily vs spending time in the office setting up their own meetings.

Downside of SDRs.

  • Details get dropped
  • Having a process imperative
  • Communication

What Makes For SDR Success?

  • Entry level position
  • Hungry, coachable, naturally curious

SDR Process

In this section we walked through the SDR process and gave practical examples for the Listeners.

  1. Create a relationship
    • Use LinkedIn to prospect
    • Reach out to sescretary
    • Take 2-5 touches to get a meeting
  2. Create a dialogue (conversation)
    • “I’m looking for people who set up your brown bag discussions
    • “I saw your post on LinkedIn and I’m curious about it …..
    • Could be set up on Facebook, Messenger, LinkedIn or email
    • Always wish somebody a good day, that opens up people
  3. Qualify
    • Prospecting is market research
    • Some deals take years, hand off slow deals to marketing to keep them warm
    • Laws of attraction applies by showing interest. Create curiosity, get them to ask you about you
    • Be skeptical, don’t assume they are qualified
    • Ideally you want them to see the value and self qualify
  4. Win permission to sell
    • Make a phone call about them
    • “How was the weekend, what do you have going on this week
    • If you met at a conference, start there, “what’s your next conference on your calendar
  5. Introduction to Closer
    • Sounds like we could work with you well but I’m not the right person

Take Action Advice

Nice guys win and smarter guys win more!

Be helpful!

How To Find Brendan Barrett

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How to Prospect and Generate Leads

Other great episodes on business development. Listen today!

 

 

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Startup Story Where Software Goes to Seed with Charlie Wiltgen #179

Charlie Wiltgen Sales Babble

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Charlie Wiltgen Sales BabbleStartup Story Where Software Goes to Seed with Charlie Wiltgen #179

This week we go to the birth of a business to tell the tale of a startup story.  We  interview an entrepreneur who invented a SaaS product and built a loyal client list from nothing.  This requires a keen attention to detail understanding the challenges and desires of the target market.  Charlie Wiltgen tells his origin story and how hard work and luck intersect.  His corn and soybean data management business is highly successful and an inspiration for all want to be entrepreneurs.

Knowing Your Market

Charlie shared his startup story:

  • How his business partner was hired to fix a legacy system
  • How she pitched the client a rewrite on a new platform
  • How the client LOVED the new software and she brought in Charlie
  • How they worked a trade show to bring on 20+ clients
  • Struggles with scaling the Adoption Curve
  • What it takes to give a great demo

Get a free Slidebean account today!

SlideBean Free Trial

How To Find Charlie Wiltgen

This is Charlie on LinkedIn

This is Creative Customized Programming

Crossing the Chasm

This is the episode that discusses the adoption curve and the challenge of scaling. Our guest Crossing the Chasm author Geoffrey Moore

Entrepreneurial Mindset and Business Development

Here are some past great startup story episodes:

Get a free Slidebean account today!

SlideBean Free Trial

Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean’s simple. It’s robust presentation tools  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.  In addition you have  vital information such as how many times they’ve opened your deck. Plus you know how much time they’ve spent on each slide.

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Myths on Social Selling with Mark Hunter #142

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mark-hunter-myths-on-social-sellingMyths on Social Selling with  Mark Hunter

In this episode we meet Mark Hunter the author of the new book High Profit Selling.  Mark discusses the myths on social selling and practical things you can do to get social and connect deeply with a half dozen prospects and close them. Mark is a master at prospecting with a wealth of advice.

Skeptical on Social Selling?

The myths on Social Selling is built on first creating content, publishing it and then waiting for leads to flow into your sales funnel. Mark famously says, “You can’t eat click and likes.”  So true!

High profit sales is about connecting one-on-one with a few prospects. It’s more productive to work a few qualified prospects versus a hundred leads. Mark made some important points debunking the myths on social selling:

  • Your passion must be to help others see and achieve what they didn’t think was possible. That was the theme of last weeks episode when we talked about how master sellers have HEAT.  H is Helpful.
  • Your job is to bring prospects information they can’t find on the internet. If they can find it online, they don’t need you.  Your buyers need an advocate.
  • If you can get prospects to say “That’s a good question” you’re on the right track to connecting. Every conversation with a prospect must add value.
  • Few sellers have the fortitude to keep following up. Trying once or twice is not enough. People are busy, keep calling and sharing that you have some insights you think can help their business.
  • Use voice mail to share your message. Consider each voice mail a billboard. You only have a few seconds of their time to get your message across. When they are ready, they’ll connect.

Mark said it doesn’t matter what you sell, what matters is your desire to help. This is a reoccurring mantra here at Sales Babble.

Cold Call Script

Mark shared a great non-pushy cold call script:
Hi Pat, this is Mark Hunter. I have some great insights on what’s happening next year in Chicago in the business community. Give me a buzz 4024452110 Mark Hunter 4024452110. Thanks. 

Where To Find Mark Hunter

You can find Mark and his books here:

How to Prospect and Generate Leads Using Social Selling

As mentioned in the podcast, Social Selling has been a hot topic for quite some time. Here are some episodes that can help you better leverage social media and connect with prospects.

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Understanding the Value of Testimonials #126

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Pat at Fox Valley Computer Society
Fox Valley Computing Society

Understanding the Value of Testimonials #126

Customer testimonials provide a powerful tool for marketing and sales. They can be featured on your website, brochures, anyplace prospective customers learn about your company. Most prospects don’t want to be the first ones to buy from a company. They want to learn what others think in order to make an informed decision.  Today’s episode is spent understanding the value of testimonials, the framework of a great testimonial, how to collect testimonials from your client and where to use them.

Testimonial Action Guide

To make it easy to implement this episode, we’ve created a Testimonial Action Guide.

 

 

Action

 

 

Download the Testimonial Sales Guide Here 

Yep, I’m going to collect your email and put you on my email list. Trust I’ll only send you updates on each podcast and a few others sales handouts too.  I believe in honest sales and full disclosure. Join me!

 

 

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6 Simple Steps for Generating New Leads With Chris Helmers

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Chris Helmers 6 Simple Steps for Generating New Leads With Chris Helmers

In this episode we start with a quote: “Everything should be as simple as it can be, but not simpler” by Albert Einstein.  This is true of sales too where simplification is the path to productive lead generation. Today’s guest Chris Helmers discusses the 6 simple Steps for Generating new leads.

Chris is my youngest son. He recently took a position in a software tech company. He is doing business development for a new software service and recently embrace the fundamentals for lead generation.

6 Tips For Generating Leads

  1. Make the Call – Strategize less, don’t waste time, click the dial button.
  2. Move Shot To Shot – Focus on the win that works an use that to overcome the mistakes.
  3. Keep It Simple – figure out what you want to say as simple as possible. Don’t overload them with data. It may take 20 rewrites.
  4. Explore All Avenues of Contact – use voicemail an email to your advantage
  5. Know Your Audience – When seeking the decision maker, learn how to speak to all the people who will introduce you. Learn the language of your prospects.
  6. Find The Right Contact – Research the internet and use information to get around the gate keeper.

Take Action Advice

Communicate what you do, not how you do it. You will learn from every call you make, even your failures. Ask for advice, people are flattered by the opportunity to help you. And lastly….. Keep it simple.

How to Find Chris Helmers

LinkedIn

Facebook

Twitter

Lead Generation Strategies

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What Startups Need to Know about Business Development with Tim Allen #119

Tim Allen Entrepreneur

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Tim Allen EntrepreneurWhat Startups Need to Know about Business Development with Tim Allen #119 

 

In this episode we visit a Makerspace I’m working out of St. Charles IL called Fox.Build. A Makerspace is sometimes also referred to as hackerspace, hackspace, and fablab as creative, DIY spaces where people can gather to create, invent, and learn. They often have 3D printers, software, electronics, craft and hardware supplies and tools, and more.

In this episode I interview Tim  Allen who does sales for his wife Alisa’s business A3 Environmental. Tim also works out of Fox.Build. We talk about the struggles of business startups and how to proceed with business development.

New Startup Business Development 

At first you start in first gear, high volume low margin work with the goal of moving to low volume high margin work.     

Starting a business is about suffering. Living cheap, doing without, working a lot. Tim is currently cold calling 400 banks in northern IL, finding the right people and trying to get on the approved vendor list.

Cold Calling Sales Process

  1. Finds a list of suspects on LinkedIn.  
  2. Remember the job titles, ask directly for the person, when you get the attendant.
  3. Call back using the suspect’s name, it’s easier to get connected 

Cold Call Script

Hi my name is Tim and I’m looking for Justin Love, Can I speak with him.

Tim  avoids mentioning his company name.

The goal is to build a relationship in a minute and a half.  He then sends a request on LinkedIn once he knows he has the right person. He then explains to them who he is, what they do and asks if they do a lot of commercial work.

Both a hunter and farmer

A startup is like a having a baby in that you work on and worry about it all the time.  What starting business development you first start hunting, but deals take a long time and a farmer mentality to work them to a sale.

Take Action Sales Advice

Start by finding problems – speed, schedule, quality, cost etc.  Then solve them!

How to Find Tim Allen and A3 Environmental

A3 Environmental, LLC (A3E) is a woman-owned, small business founded in 2015 specializing in providing quality environmental services to private entities, as well as federal, state, and local government organizations.

Fox.Build  Makerspace website 

Tim Allen on LinkedIn

Cold Calling Tips