Posts Tagged ‘sales leads’

The Rush to Sell Is a Rush to …

Nowadays, more so than ever before, there appears to be a rush to sell.  We experience this with unsolicited emails to outreaches within social media challenges especially LinkedIn.

This desire to increase sales is natural because for salespeople increase sales means job security.  The ability to increase sales may also increase the salesperson’s personal wealth.

However, this rush to sell is turning more people off than on. And when one is in sales, turning off potential sales leads, ideal customers to even centers of influence is not a doable marketing or selling strategy.

Why the Rush?

The question to be asked is why is everyone rushing to increase sales?  Is it because of:

  • Sales training?
  • Prospecting training?
  • Sales management?
  • Executive leadership?
  • Social media training?
  • Quick fix mentality?
  • Personal agenda?
  • Ego?

In other words, who is pushing this rush to sell?

The act of selling something to someone is an act of transferring feelings because people buy first on emotion, justified by logic.  Sometimes those feelings are one way, usually held by the seller who wants to make a sale.

Elevating the feelings of the buyer usually takes times because the buyer must know and trust you as the seller.  Developing trust is also time dependent.

Possibly this rush to sell can be directly traced back to some of the questionable sales training as well as prospecting training within the B2B and even B2C marketplace. Bombard people with social media postings, build up your LinkedIn connections to blanket all your contacts with emails and you will increase sales. No all you will do is annoy potential sales leads and centers of influence.

My sense this ongoing rush to sell returns to the quick fix mentality as well as the lack of:

  • Personal goal driven sales plan
  • Personal goal driven marketing plan
  • Personal goal driven self-leadership plan

As you start each day, each week, each month and each year, remember your desire to increase sales must work with your sales leads and not push them away or given them any reason to mistrust you because that rush to sell is a rush to no sales and potentially no job.

CLICK HERE to schedule a time to speak with Leanne about how to begin to increase sales.

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The Continuing Sales Leads Dilemma – Quantity or Quality

Sales leads are the life blood for any person selling.  For without those potential buyers, there would be no one to sell one’s solutions.  And we all know without sales we remain pocket poor.

With the recent emphasis on social selling, there appears to be a presumption that quantity is now more important than quality.  This belief is put enough sales leads into your sales funnel and eventually gravity will pull at least a few of them through. We can see this belief is real time when we hear this questions being asked:

  • How many followers do you have on the social media networks?
  • How many contacts do you have on LinkedIn?
  • How many social media sites do you actively engage in to reach more potential sales leads?

My personal sales philosophy has always been quality over quantity.  Since I believe sales is 100% first about relationships, developing key authentic relationships is essential for me to increase sales.

Additionally the quantity tactic is more than likely to catch a lot of unqualified sales leads (tire kickers) and it does take time to sort through all those leads. Being a people and process clarity strategist, I cannot afford to waste time sorting through all those tire kickers.

Imagine for a moment if you took all those business cards you have accumulated and started calling three to five people each day.  Then you could begin to sort them based upon some buying criteria including:

  • Decision maker
  • Want or need

Further contacts with each person may allow you to further sort them into:

  • Allocated budget
  • Urgency

Finally between the fourth and 12th contact, you may secure this final buying criteria: Commitment

When you have completed this process, you will probably see your pile of qualified sales leads is much smaller.  Possibly by redefining your sales prospecting process, you could have avoided a lot of those calls and redirected your limited time to quality sales leads instead of quantity ones.

Schedule your time, by CLICKING HERE, to speak with Leanne if you wish to increase sales.

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Just Make Sure Your Email Headline Is Marketing to the Right Sales Leads

Today I received this email headline “You’re breaking my heart.”  First thought was “Great, now I am on a porn or foreign dating service distribution site” and my second thought was “Why didn’t my spam program catch this?”

So curiosity had me open the email given it did not have a virus. The email was from a digital firm marketing their social media analytics product. Wow, I never would have thought.

For me the headline after reading the rest of the message turned me off. My analysis follows each sentence.

Hi, Leanne Analysis: At least this person used my first name, but I didn’t know him or her.

I’ve had trouble getting in touch with you, but wanted to reach out one more time to try to connect. Analysis: Hmm we are both on LinkedIn and since you had my email address you could have reached out to me there or even call me as a quick search will give you my phone number.  The reason for your trouble is your email marketing, pardon the expression, sucks.  I wonder how much you paid for this marketing garbage?

If you are not ready to talk about how (insert product) can make you’re life easier, that’s no problem. Analysis:  No stated facts as to how this product claims to do what it does. Inserting some return on investment might have me somewhat interested.

You can always just watch a quick demo (url link) at your own convenience. Analysis: Why would I waste my time watching a video when I don’t have any motivation to watch it.  This email marketing message has not created any urgency on my part to take action.

Are you free later today to connect? Analysis: Most business people schedules are jammed pack.  Marketing and sales research also suggests Thursday is the best day to call sales leads.Since you have not created any urgency, again why would I want to connect with you.

And if there is someone better I should reach out to, please put us in touch. Analysis:  This shows you have not done your ideal customers and sales leads research.  Very bad.

Each day I could share a really bad email headline or email marketing message.  My advice is to just be careful and do not give your sales leads reasons to increase their sales objections before you even verbally connect with them.

 

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When Your Sales Tank, What Do You Do?

sales-tahkMany tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers? Yet maybe this is the time for inward reflection and realize they have potentially violated the first sales buying rule.

People buy from people they know and trust.

Possibly, your sales leads do not know you and do not trust you.  Yes this is a rather simplistic answer to when your sales tank because the focus is now on the buyer and not you the seller.

Yesterday I received a follow-up call from a webinar I attended. To say the seller was a bit aggressive is an understatement.  Since I did not know her and truly did not know the presenter, I did not trust her.

When I politely told her I was not interested in what she was offering, she said to me “So what is standing in your way?” My response was “You are.  I don’t know you and therefore I don’t trust you.”  This was not a sales objection she had heard before due to her immediate silence.

Attending one webinar that I left after 20 minutes because of the numerous “minnie sales pitches” as well as the ongoing “look at me (self promotion)” comments did not build my knowing of this person and my trusting of this person. In reality, this webinar diminished any potential trust I had for this individual.

Sales Coaching Tip: Self promotion comments do not build trust.

If your sales have tanked, maybe the issue is not your lack of sales skills, but you are rushing the knowing and trusting aspect of the buying process.  Sales research suggests it take five to 12 touches before someone is ready to make a buying decision and that is provided they meet the sales buying criteria so these sales objections are avoided.

Sales as Zig Ziglar stated is “the transference of feelings.” This is the foundation for building a sense of knowing and trusting. Maybe it might be wise to reconsider your own behaviors before you start blaming everything and everyone else for when your sales tank.

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Click to Download This List, Cheap, Bad Marketing

If good marketing is to attract attention and to begin to build positive relationships, then bad marketing is just the opposite.  One very common bad marketing strategy is to build a list such as Top Salespeople and then have others click on the list to download.

bad-marketing

Credit www.gratisography.com

Several of my colleagues were recently recognized as being in the top 100 sales people (I did not make that list). Those who downloaded the list were immediately called or received a generic email.

Jeb Blount, founder of Sales Gravy, identified this as a lead generation campaign to get these top salespeople to share this so called recognition and status award with others so this lead generation tactic would capture more sales leads.

“Pure click bait!” Jeb Blount

Many SMB owners, sales professionals and entrepreneurs invest tremendous time in content marketing and building their own lists.  These lists should be guarded and not randomly shared with lazy SMBs that fail to understand the essence of marketing and look instead to the quick fix solution.

And for heavens if you are going to email someone who downloaded your click bait list then at least use that person’s first name.  To send out generic emails only reaffirms you are 100% into bad marketing.

These individuals who did click to download and left their email addresses will be continually bombarded with additional sales pitches even though they may not be the ideal customer. Each day I receive easily an hundred emails to which I never subscribed.

The use of permission based marketing through double opt in feature is rare these days. Those who are marketing appear to believe as long as I have your email address I can email you my sales pitches.

If you want to increase sales, then engage in good marketing.  This may mean you may actually have to pick up the phone and talk to someone directly.

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The Spraying and Praying of Social Selling

As part of my overall social selling efforts, I regularly ask those who wish to connect with me on LinkedIn what prompted their LinkedIn invitations.  A more recent response was the following:

social-selling

“I just thought that it would boost my business so that’s why I joined hope you having a great day thank you.”

This struggling entrepreneur (yes I am presuming he or she is struggling) is engaged in the all too common spray and pray marketing behaviors.  In this particular instance, spray my name all over LinkedIn and it will increase sales.

How wrong. how sad and what a waste of resources!

Social selling is misnamed because what it really is, is social marketing.  Marketing is attracting attention and beginning to build relationships. Yet because people continue to call it social selling, some folks like this struggling entrepreneur believe it is selling.

Each day thousands of independent sales professionals believe if they spray their names all over the social media landscape, they hope (pray) to increase sales. They fail to understand the first rule of buying:

People buy from people they know and trust.

How this translates within the social selling world is through engagement. Salespeople must engage with potential sales leads, centers of influence, etc. to demonstrate their knowledge and their trustworthiness.

What would have been a better response by this LinkedIn member is something like:

“I enjoyed your recent posting (update, etc.) and possibly we can schedule a quick chat to better understand our respective businesses.”

“I am looking to expand my LinkedIn presence. Possibly we can schedule a quick chat to better understand our respective businesses.  Does (insert date and time) work for you?  If not, let me know some better times.”

The social media landscape can expand one’s market presence provided that individual understands this basic concept:

Marketing is not selling!

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To Engage or Not to Engage, the LinkedIn Quandary

LinkedIn for B2B professionals does matter.  For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected.

LinkedIn

 

#1 Engagement

The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections.  Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts.  Prior to this change, the invitation outreach was through groups.

Additionally within this reason for connection, I have included those profiles I have visited.  When a second or third degree connection has visited my profile, I usually return the visit.  In quite a few instances, I will then receive an invitation to connect.

#2 LinkedIn Pulse Articles

Even with all the people publishing on Pulse, my articles still continue to drive a significant amount of invitations to my In Box. Right now approximately 25% of all LinkedIn invitations are because of these articles. What I have also observed is quite a few people within this community will follow me first and then extend an invitation to connect.  Content marketing for B2B is a proven marketing method for attracting attention and beginning to build relationships.

#3 Direct Outreach

Sometimes either through a personal one on one meeting, I will receive an invitation to connect or I will send an invitation.  These invitations represent around 7%. Also within this group are those who are connected to one of my first degree connections and believe it may make sense to connect with me as well.

#4 Referrals

As my network has grown, I have begun to see an increase in referrals from other colleagues.  Those within my existing contacts also have made suggestions for others to connect with me. Where in the past this percentage was nominal, today it also hovers around 5%.

#5 Suggestions

Finally, around another 3% of my connections now originate from LinkedIn’s suggestions to connect. This is the smallest percentage. And for me has always been the smallest percentage.

For those engage in social selling or better yet social marketing, then it makes sense to be engaging on LinkedIn.  Share the update posts of others.  Comment on those posts.  My other suggestion is to keep track of those who visit your profile, research their profile to determine if an invitation to connect is warranted.

P.S. Please make sure your LinkedIn Profile is complete and engaging.  Many profiles turnoff more sales leads or prospects than they turn on. And no you do not have to accept all invitations.

 

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Hiding Your Sales Prospects Are You?

Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads.

sales-prospects

Sales Fact:

44% of salespeople give up after one follow-up (Source: Scripted)

Does it make sense to do all that work especially if you are a SMB owner in a firm of fewer than 20 employees or a salesperson employed in a similar SMB? How much time and time is money is wasted?

Sales prospecting is truly about providing light to people who are in the dark about:

  • You
  • Your firm
  • Your solution

Additionally, these sales prospects may also be in the dark about their own problems. Many in business cannot separate the symptoms from the real problems.  This becomes a competitive advantage for top sales performers.

Sometimes all those sales leads become stuck in the middle of the sales funnel or what I prefer the sales tunnel.  This is also akin to putting them under a bushel basket because in the middle of the tunnel it is very dark.  What helps to keep flowing through the sales tunnel is a proactive contact process.  A good CRM like Pipeliner CRM works with SMB firms as it does not require a CRM administrator saving the SMB thousands of dollars in salary and benefits.

Sales Fact:

63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy.   (Source: Marketing Donut)

When salespeople understand their marketing is about shining a light, their light, they are able to attract sales prospects to them.  Then they understand the must keep this light shining until the sales prospects buy.

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Sales Coaching Tip: 3 Words to Change Your Sales Results

What would happen to your ability to increase sales results if you just remembered three (3) words in all your interactions with sales prospects, sales leads, colleagues and clients?  Do you possibly think you could change your sales results?

sales-results

Credit – www.pixabay.com

 

Sales Coaching Tip:  Feel

When you meet with someone because people buy from people they know and trust, what do you what them to feel because trust begins with an emotion, a feeling.  Trust does not begin from a point of logic. Knowledge, facts or logic support the building of trust.

People are human beings who are emotional creatures first and foremost.  Our feelings are innate within us. People buy on emotion first, justified by logic.  So why wouldn’t you think about this word “feel.”  What do you want others to feel about you?

Sales Coaching Tip: Know

Once the feelings are in place, then what do you want the other person to know about you, your company and if you have enough time your solution. This “knowing” continues to build the relationship that came from the feelings. Remember your first to third meetings may just expand your buyer knowing about you and continuing those positive feelings of trust.

Sales Coaching Tip: Do

Finally before you conclude the sales conversation, what do you want the person to do? A call to action from a simple “Let’s get together for coffee” or “Let’s connect on LinkedIn” allows you to continue making contact with the individual.  Given most sales are earned after 4 contacts, then possibly the reason your sales results are languishing is because you aren’t making enough contacts?

Remember these three words are not just about your sales leads, your prospects, but are equally about you.

What do  you feel when meeting a new person?

What do you know about yourself and know about that person?

What do you want to do regarding this sales conversation or sales appointment?

Yes Feel, Know and Do are three action verbs that can truly improve your sales results.

If I asked what what do you do well, what would you tell me.  Here are 78-core-talents-self-eval-dl.  Identify your first one and then take this special opportunity to confirm your own beliefs. What I have learned is over 98% of the salespeople and executives I have assessed, do not know what they do well. Then two questions are:

“How many sales opportunities have you lost?”

Can you continue to lose sales opportunities?

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Sales Process in a New Sales Leadership Model

Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture.

SMB owners today cannot afford to have separate marketing and sales departments. In many instances, the SMB owner is the primary role of sales leadership manager. He or she must find salespeople who understand marketing in  today’s marketplace and can utilize the variety of social media and technology platforms to prospect. Finding new sales leads becomes the responsibility of the salesperson.

Then after the marketing phase of the sales process has been successfully completed, the selling phase begins. Here is where the salesperson attempts to convert the sales lead into a loyal customer.

sales-processAfter the salesperson earns the sale, then the third and final phase of keeping the new customer kicks in.  This is probably where many salespeople even in the larger firms miss new sales opportunities because they have failed to ask for at least one if not more than one sales referral or stay in contact with the now loyal customer.

Alignment between the sales process and the other four points of the 5 Point Star Sales Leadership Model is essential if the desired results are to be achieved. For example if the salesperson cannot successfully plan, set and achieve his or her WAY SMART goals, the results are diminished.

Download this simple 3 Phase 7-step-sales-process-advsys

There is plenty of SMB research that shows the loss dollars when prospecting fails, when sales conversions fail and when loyal customers go elsewhere. By employing a simple sales process closes the gaps and stops the draining of those valuable profit dollars.

P.S. To not include marketing within your sales process in today’s marketplace may severely limit your ability to not only increase sales, but have a sales culture of high performance. Marketing goes beyond paid advertising and is 100% about salespeople building relationships built on trust and their ability to convey exceptional knowledge in an emotionally engaging approach.

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