Category: sales and marketing alignment

Posted on

Give to Get Marketing with Ray Wood #159

Ray Wood Sales and Marketing

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Ray Wood Sales and MarketingGive to Get Marketing with Ray Wood #159

In this episode we meet Ray Wood, the founder of   LockedOn  a new tech startup that has created an app for real estate agents. Ray has expertly used marketing to drive sales by using what he calls a Give To Get Marketing process. Ray tells the story how he built his Tribe and shares with us his 6 step process for writing marketing copy that persuasively gets prospects to take action.

Why Build a Tribe

Build a tribe of people who you can serve and add value. These are your future clients. Ray started to use technology to keep prospects warm. In the world of real estate, many deals demand a long sales cycle. Growing know, like, trust is much easier by sending out periodic emails and warm calling every so often.  He believes you should warm call with news, versus just checking in. This is a case  of giving first, before asking, or give to get marketing.

Using Technology to Enhance Sales

Too often sales people are winging it with no more than a list of prospects in Outlook. When working a large number of deals, use technology to keep track of each opportunity. CRMs, especially those that are custom designed for your industry, are critical to keep on top of prospects and sales that have a long sales cycle. That’s why Ray started LockedOn.

Copywriting Formula

Ray shared his 6 step handy dandy copywriting formula for the listeners.

  1. Interest grabbing headline (can be used as a subject line in an email or heading in a piece of copy).
  2. Stir up and aggravate statement – create an emotional experience around their pain or desires.
  3. Solve the problem statement- show how you can take away their pain or fulfill their desire.
  4. Prove it with a testimonial – reference happy customers with direct quotes. Use people prospects can identify themselves.
  5. Call to Action – ask the prospect to do something, call, email, click on a button to advance the sale.
  6. PS – Always have a final statement that repeats the call to action.

How to Find Ray Wood

You can find Ray Wood all over the internet:

This is the LockedOn App 

Here is the Working From Roam eBook.  (Tools and Resources Guide) More info at WorkingfromRoam.com
And here is the eBook version of How To Sell Your Home For More. More info a TopAgentsplaybook.com
Twitter: @raywoodlive

Download Find The Itch Before You Pitch Study Guide

Stop wasting time talking to prospects that will never buy. Instead find the itch before you pitch with this study guide.

Sales and Marketing Alignment

You can listen to past episodes that talk about marketing and sales and how the two can work together.

Posted on

How to Use Lead Magnets To Generate More Sales with Yoon Cannon

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Use Lead Magnets To Generate More Sales with Yoon Cannon

Our guest today is Yoon Cannon, a marketing and sales trainer who focuses on hiring,  training and developing sales professionals and sales managers at Paramount Business Coach.  Yoon explains how to build know like trust,  long before you talk to a prospect. More and more of the sale is happening online. This is how to get quick engagement

Lead Magnets To Generate Interest

Sales has changed since the 90s. Let technology do the heavy lifting with  online marketing resources. These resources can preframe and predisposition prospects before you convert them.   62% of the sale happens online before prospects talk to a sales rep. Help your prospects learn more about you.

Lead Generation Magnet

  • Give the Download Instantly (automated) on request
  • Make it a free irresistible offer
  • Position yourself and your company as a “go to” expert
  • Its not about what you (or your company) do , but how you can help the prospect

Position it this way: “I have this great resource for your clients and it’s absolutely free.”  

It doesn’t need to be big. It should be easy to consume and solve a pressing problem.  Here’s an example:  25 headline hacks. a plug and play template for you .

Landing Page

A landing page is a must for capturing leads. It is

  • a webpage with no tabs or links to distract
  • it has just enought copy on the page to motivate the user to subscribe for the download
  • prospects enter their name and email address
  • the page is connected to a email service
  • works best for inbound marketing

CAN SPAM ACT

This is the CAN_SPAM Act of 2003 .  In order to be CAN-SPAM compliant, it’s important your email messages follow these rules:

DO

  • Do include your valid physical postal address in every email you send out.
  • Do provide a clear and obvious way to opt out of every email you send out, and honor the unsubscribe within 10 business days.
  • Do use clear “From,” “To,” and “Reply to” language that accurately reflects who you are. This applies to the person or business sending the message, as well as the domain name and email address.

DON’T

  • Don’t sell or transfer any email addresses to another list.
  • Don’t make it hard to unsubscribe from emails. You cannot 1) charge a fee 2) require a recipient to provide personally identifying information beyond an email address, or 3)make recipients take extensive steps other than simply replying to an email or visiting a single page on a website to unsubscribe themselves from your emails.
  • Don’t use deceptive subject lines in your emails that misrepresent the contents of your message.

 

7 P’s To Evaluate Your Offer

Now that you have an offer, let’s assess if it has value:

People – Who’s your Ideal Client
Promise – What is the Result or Outcome they will experience
Product – What you provide
Positioning – What is your Unique Value Proposition (Differentiation)
Proof – Social proof that provide confidence others have found value
Pricing – How the value correlate with the price (ROI)
Prospect Conversion – How the prospect converts to a client

How To Find Yoon Cannon

You can find Yoon all over the internet. Here are her links:

Skype: yoon.cannon

To obtain the free resources she mentioned during the interview go to

http://paramountbusinesscoach.com/resources

Lead Generation Strategies

Here are other resources for generating and nurturing leads:

Posted on

Authority Selling with Mike Saunders #133

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

mike-saunders-of-marketing-huddleAuthority Selling with Mike Saunders

We live in a competitive world with many customers vying for our clients. You need to stand out to be heard. In this episode we talk about how to be an authority in your industry and how to use that gravitas when selling. Our guest is Mike Saunders. Mike is the founder of Marketing Huddle. Mike helps small business owners and entrepreneurs with their digital marketing and building their authority brand. Mike has a new book titled “Authority Selling” and we talk at length on how to do that very thing.

You Are an Authority

You may not fully appreciate it, but you’re an authority in your industry. You know things others don’t.  You have experiences that others would value. Furthermore, you have knowledge your competition lacks.  Authority is what differentiates you and your business from the competition. With this authority, place yourself in a position to share:

  • podcast interviews
  • author books
  • participate live media
  • blog
  • author magazine articles

Picture the possibility of creating custom content focused on various aspects of your business.  As Mike put it “Sales people have brochures, experts have books”.  Creating content confirms in your own mind your own expertise.  Mike believes books or an interview can be a cost effective way to build authority. In his words “Corral your knowledge at a focused audience”.

How to Become an Author of a Book

Mike believes that books authored in an interview style are a quick way to produce content that is easy to create and readable. He shared an example of this process with a story of his client a chiropractor: creating a topic, discussing content, interviewing, transcripts, building the graphics of the book and marketing. His client now has a book that separates him from the competition. He literally wrote the book on pain management.

Where to Find Mike Saunders

You can find Mike all over the web….

This was my interview on Mike’s podcast on Qualifying Prospects with the SORT method

Sales and Marketing Alignment

Here are some other episodes that focus on using marketing to generate leads.  Check them out!

Posted on

Looking for Leads with Social Media, an interview with Brian Basilico #34

Brian Basilico Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Brian Basilico

Today we meet Brian Basilico,  the author of It’s Not About You, It’s about Bacon, Relationship Marketing in a Social Media World. Brian talks about the various social media outlets and how each has it’s own DNA. We discuss which venues  make the most sense for finding leads in your industry.  Secondly he speaks about how lead generation is all about building relationships.

Brian is  a best selling author, and speaker on the topics of Social Networking, Relationship Marketing, and Internet Marketing for Business.

I’ve seen Brian speak a number of times and I’m very excited he’s found a moment to visit us here on Sales Babble.

Right Click Here To Download Podcast

In This Episode, Lead Generation

There are two ways to  build credibility

  • Under promise and over deliver
  • Recommendations and testimonials

Every person and business has it’s own DNA

  • If you’re in the consumer good business, Facebook could be your go to social media site.
  • If you’re a B2B, LinkedIN is a place.
  • Wedding fashion food,   Pinterest!

Ask yourself the question, where does your ideal client hangout?

Brian recommends that you segment your email:

  • Emails from clients who want to buy something
  • Nice to know emails…. people sending  information  about events and news
  • And then the rest, random arrivals from strangers. These are distractions

Resources for Social Media Marketing

This is Brian’s website  b2b-IM.com   B2B Interactive Marketing 

Brian has a new podcast called My Marketing Magnet  It was just launched November 1, 2014!

Learn More

But don’t go away quite yet!

If you haven’t done so already, click here to download 20 Secrets for Selling Success

and click here to leave a review for me on iTunes.

 

 

Posted on

The Non-Sellers Blueprint, Email Marketing Tips with Neil Kristianson #11

We train coach consult and teach a selling style that fits your personality and works.

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

 

iTunes Art WorkV2Email Marketing Tips

In this episode we  interview Neil Kristianson who shares the journey he made from being an order taker, to a salesman. When the  home remodeling market crashed,  the rise in competition motivated Neil to create new processes that build trust with prospective clients via email auto-responders. Today we learn the blueprint he used to grow his business.

Neil is an email marketing specialist, certified business coach, music marketing producer and entrepreneur. This is the first time we have a guest join us in the Sales Babble Studio and you’ll find it unusually relaxed and fun.

Right-click here to download the MP3

In This Episode

… we talk about :

  • How to use email  marketing to generate leads for sales
  • The importance of being honest with problems and how it adds credibility
  • The power of using a series of emails  to nurture trust
  • How Neil used a Sales Warming Kit to engage clients and prepare them for the sales call.

Items of Interest

This episode mentioned  the following resources:

Breakthrough

Neil recommended three pieces of advise:

  1. Build an email list!  Nurture leads over a long time.
  2. Get clear about what you’re selling – Ask the question “Are you sure what you  think is important is the same thing your prospective customers think is important?”
  3. Be yourself. Know your strengths and weaknesses.  Don’t be something you’re not. Be you.

Announcing the Selling Secrets for Non-Sellers Workshop!

We’re  offering a live workshop to teach selling secrets to non-sellers on on Thursday,  June 26 at the IIT Rice Campus in Wheaton IL… Just west of Chicago.  It’s all about learning  a selling style that fits your personality and works.

The Sales Babble Workshop  is  a terrific  opportunity for sales professionals  to learn strategic selling styles in an interactive forum. Thid in-person  workshop  promises to provide actionable scripts, processes and practice that can be applied  the very next day –   or your money back!

Your resistance to selling  will be directly addressed. You will learn that sales is not about pushing customers to buy,  but instead a process of discovering and serving the customer’s needs and desires.

Click here to register  on Eventbrite

Posted on

SB 009 |  Creating a Powerful Brand,  An Interview with Arfan Qureshi

We train coach consult and teach a selling style that fits your personality and works.

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

iTunes Art WorkV2Apple Coke  Google Southwest Airlines, Disney …..

Powerful branding creates great opportunities for businesses and today we will talk about why you should be  branding yourself and how you can brand your business.

Arfan Qureshi, is the founder of LionSage, an online resource dedicated to helping young professionals build a powerful, professional brand. Arfan  has done consulting worldwide diagnosing, designing, delivering, and assessing  organizational needs for the Learning and Development of employees.

Right-click here to download the MP3

In This Episode

In this podcast we talk about the

  • What is your businesses unfair advantage?  What separates you from the rest?
  • Do you fully leverage your unfair advantage? Do you use it like a knife to cut through the noise?
  • How can you serve the market place better than your competition?
  • Have you taken the time to understand your markets pain points and aspirations?

Items of Interest

In this podcast we mentioned  the following resources:

Breakthrough

Take a moment and reflect on::

  1. If you don’t take control of your brand, someone will
  2. Understand what you stand for, who you are serving,
  3. There is freedom in not caring.

Consider your unfair advantage, how you excel serving your clients over the competition, as well as your market knowledge and then ask, are you prepared and leveraging your skill and expertise?  If no, you have some work to do!

Help Us Out

Did you enjoy this episode?  If you’re on this page I’m assuming yes!

Please LIKE us www.facebook.com/salesbabble

and follow us on Twitter @pathelmers


And oh yeah… please give  us a review  on iTunes.

Posted on

Image Message Story. An Interview with Heidi Thorne

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

heidi-thorneImage Message Story.  An Interview with Heidi Thorne

In this episode I  interview Heidi Thorne,  a Promotional Marketing Expert, Speaker and Author of 7 books, the latest titled, Business Competitive Advantage: A Handbook for Small Business Owners, Entrepreneurs and Consultants. We talk about gaps that small business’s commonly neglect when selling their products and services as well as  clear guidance on how  sellers can remediate those gaps and grow their business.

Right-click here to download the MP3

In This Episode

In this podcast we talk about the three key areas that businesses commonly fail to address in their sales and marketing program:

  • Image:  What is the view you portray to the  market.
  • Message: What is the purpose you share with clients regarding your products and services.
  • Story: What are the stories you tell yourself and clients about your business..
  • What is the Promo with Purpose Marketing Concept.
  • Heidi’s  latest book Business Competitive Advantage .

Items of Interest

In this podcast we mentioned  the following resources:

Breakthrough

Take a moment and reflect on your business and answer the following YES/NO questions:

  1. Do you present  a consistent, memorable and positive image to your clients?
  2. Do you have a tag line and messaging that presents a clear purpose of your products and services?
  3. Do you tell yourself stories that you share with clients that honestly reflect on your past, and your future endeavors? Do you limit your future, from the way you view your past?

Click here to subscribe to SalesBabble.com

What do you think?

Did you enjoy this episode?  If you’re on this page I’m assuming yes!

I want to make sure I get as many people introduced to this great content as I can.  So I  would really appreciate  it if you  could help  me with a review on iTunes. It takes just a few minutes  and it  would really mean a lot to me.

Click here for directions to provide a review in iTunes.

Lastly, did this podcast give you pause to rethink your business’s  image, message and stories?   Many companies have a hodge podge approach to their branding. If you can get all your staff on message, it will make your company more memorable and trustworthy.